what you need when entering a new market - bizxpand feb 2017
TRANSCRIPT
go-to-market. b2b sales.
Feb 2017
YOU WANTa seasoned sales manager with good connections that bring you customers in this promising market, right?
BUT HERE’S THE CATCH...So, let’s say you find a seasoned sales executive with good CxO-level rapport.
Ok, you also hire one or two high energy lead generation persons.
You have to include an experienced market developer in the team.
Will he generate new leads after he’s done with his personal network? Will he do cold calling?
Can he define your ideal target customer, the buyer personas, prepare his own sales messages?
What will be his job after everything is defined and up-and-running?
CONSEQUENTLY...You employ a senior country manager to lead the team, to align the corporate strategy, to manage outsourced finance, HR, legal.
Finally you figure out that you also need to add someone that helps with localizing existing content and social selling.
- How scalable is that system?
- What will be your up-front investment?
- How long will it take to be up-and-running?- What will be your monthly burn-rate?
COMPLEMENTARY SKILLS.
SCALABLE RESOURCES.
FAST TIME-TO-REVENUE. TO B
E SU
CCES
SFU
LWHAT YOU REALLY NEED.
↘ We bring B2B customers from Central Europe to international SaaS, software and tech companies.
↘ Our clients get all necessary go-to-market and outbound sales skills in a well-rehearsed and totally scalable team. As a service. Driven by sales metrics.
↘ At costs less than a single internal salesperson.
“In 2010 we saw a market need for scalable, high skill B2B sales that could address the needs of end customers in the Central European market” Matt Mayfield, co-founder
“We studied how the world’s fastest growing tech companies scale their business. We took their best practices, combined them, and adapted them to the specifics of the German speaking market.” Martin Weiss, co-founder
↘Today, BizXpand is the most sophisticated B2B sales machine in Central Europe.
OUR CLIENTS GET.Account Based Marketing / Social
Selling
OutboundSales
Development
Inside Salesphone &
web
Field Salesface2face
Ideal CustomerDefinition
Go-To-Market Strategy
Product fits Market
RepeatableSales Model
Clos
ing
& Cu
stom
er N
urtu
ring
AND WE DO IT BETTER.
OUR SALES PROCESSIS IDEAL FOR.
↘ Software vendors (SaaS or On-premises) that↘ want to sign up new customers from Central Europe and↘ have an in-region target market of 300 to 3.000 companies with↘ an average customer lifetime value (CLV) between €25k and €500k.
MILESTONES BLUEPRINT.
Milestone Onboarding Getting First
ResponsesFinding Good
FitsGenerating
Sales Funnel Closing Deals
month 1 3 5 6 1-2 sales cycles after
month 6.
SALES METRICS.
YOU
R BE
NEF
ITS.
PRE-CONFIGURED PACKAGES.
AUSTRIA20 DACH50 EUROPE100
€2.000/mo
€4.500/mo €8.000/mo
Go-to-market strategy ✓ ✓ ✓Outbound lead generation ✓ ✓ ✓Inside sales (phone & web) ✓ ✓ ✓Field sales (face2face) ✓ ✓ ✗Account based marketing ✗ ✓ ✓
Sales territory AustriaGermany, Austria,
SwitzerlandEurope
Hours included / month 20 50 100Commission 15% 15% 10%
No-risk policy: all our packages are billed monthly and can be cancelled monthly.
COMPLEMENTARY SKILLS.
SCALABLE RESOURCES.
FAST TIME-TO-REVENUE. TO B
E SU
CCES
SFU
LAGAIN, YOU REALLY NEED.
