We help tech entrepreneurs fast-track their business to market - … · 2013-03-06 · Practical...
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Paul Barber, CEO, Prophix Software Inc. Entrepreneur Speaker www.riccentre.ca BUSINESS MODELS FOR GROWING GLOBALLY
Transcript of We help tech entrepreneurs fast-track their business to market - … · 2013-03-06 · Practical...
Paul Barber, CEO,
Prophix Software Inc.
Entrepreneur Speaker
www.riccentre.ca
BUSINESS MODELS FOR GROWING GLOBALLY
Business Models to Grow Globally Paul Barber President & CEO Prophix Software Inc.
Prophix Company Overview
Established in 1987 as Software Distributor; Software Developer since 2000
Head office in Mississauga, Ontario, Canada
No Institutional Investors $26MM+ Revenues; 160+ employees;
2,000+ Customers
Annual Growth Rate
Corporate Performance Management CPM Component Functionality
Planning and Forecasting Budgeting; rolling forecasts; multi-year plans
Financial and Management Reporting
Monthly report books; statutory reporting; variance analysis
Financial Consolidations Inter-company eliminations; journal entries; multi-currency
Profitability Modelling and Optimization
Cost analysis; product/customer profitability;
allocations
Strategy Management Scorecarding; KPIs; data visualization
CPM today
Automating non-transactional processes in the Finance
Department such as…
Budgeting, Monthly reporting,
Mid-year forecasting, Financial consolidation,
Scorecards, Operational Planning …..
Nature of Our Business
B2B Non-Vertical Mid-Market On Premise
Implementation Services $75,000 Price Point
Estimate
Software License Spend (CAD)
Global Presence
# Prophix Customers by Region
Prophix Business Models NA Direct
One Location Process Driven Sales Model
NA Channels 8 Partner Fully Engaged; 20 in Process
International > 10 Years Experience Started with Partner Model
Why go Global?
Risk Mitigation High Margin Business Corporate Branding
Multinational Prospects
Global Business
Canadian Companies Have Two Major Advantages:
1) They have an Enormous Domestic Market
2) They are Sensitive to the Rest of the World
Prophix International Business Model Start with Partners
They Find Us Are they the Right Size? Are they in a Suitable Market? Do They Understand What We Do?
Low Cost/Low Risk Partners Do Local Marketing Be Generous to Partners Partners Pay us Royalty
Convert Partners to Subsidiaries Prophix Gets Controlling Interest Partner Gets Buy-Out Reassurance
Marketing NOT ONLY
Brochures, Case Studies, Web Sites, Corporate Presentations, E-Marketing, Trade Shows, etc……
BUT ALSO
What is Your Market? Who is Your Audience?
What is Your Messaging? What Value do you Offer your Customers/Partners?
Why Should They Buy from You? How Are You Different?
CPM market in North America
Enterprise
Upper mid-market
Lower mid-market
> $1B Revenues
> $250MM Revenues
> $15MM Revenues
Time
Costs of going Global
Initial Engagement Channels Infrastructure
Partner Agreement Development Certification Course Development Reporting Mechanism International Partners’ Handbook
Annual Partners’ Meeting
Myths • Germans are OK with English • The UK is a Great Springboard to Europe • Singapore and China are Attractive
Markets • You can Recruit European Partners from
North America • If it Works Here, it’ll Work There • You can Translate in Canada
Truths • Scandinavia & Benelux are OK with
English • Opening an Office is Very Expensive
and Very Risky • Every Country is Different - Economic
Development is Important • It’s Impossible to Predict which Partners
will Succeed • Small Markets are Attractive • Phoning is Better than Email
Global Advice Minimise Your Risk
Don’t Open an Office Immediately Don’t Hire an Expensive Resource
Understand the Markets North America is a Single Market Every Country is Different in Terms of Population,
Economic Development etc. Understand the Culture
The Rest of the World is not the Same as North America Mobile Phones, Not Email Put a Senior Person in Charge
Thank you. Paul Barber President & CEO Prophix Software Inc. [email protected] +1(905)279-8711 X 228
