16:45 - 18:00
Sales, Marketing, Demo
200 - Intermediate
Selling and Marketing Partners
How to Make Money from International Markets
Going international is a critical decision - get it right and it can accelerate your growth; get it wrong and it can quickly drain resources and put your company at risk. In this entertaining, fast-paced presentation you will learn what it takes to become an international success. Harald Horgen speaks from experience. A native of Norway and a current resident of the United States, he has helped technology companies expand into more than 60 countries over the past 25 years.
Introducing Your Speaker
Harald Horgen, President, The York Group
Harald Horgen has more than 20 years of experience helping technology companies transform and grow their business. Focused exclusively on enterprise software vendors since 1992, he works with clients to extend or transform their business models in two primary areas:
1. Channel programs – from creating the right channel program using a comprehensive, fully-document methodology to actually recruiting partners worldwide through a network of partners in almost 30 countries.
2. SaaS business model transformation – from overall strategy to adapting current roles and functions (e.g., sales organization and compensation, customer support, marketing, etc.) to work more effectively in a subscription-based model.
Clients range from emerging firms to established players such as Microsoft, HP, CA, Symantec, Schneider Electric, Ericsson and GE Healthcare.