Gateway to Spain & Portugal for IT & C Manufacturers

Outsourcing of Specialized Services in the Areas ofSales, Marketing & Communications

Strong barriers of entry

Highly competitive and technologically advanced market

Sophisticated procurement processes, not always “transparent”

High number of new (foreign) competitors entering every year,

many with poor results mainly due to:

Inadequate preparations and trying to “walk it alone”

Poor understanding of market and how to do business in Spain

Your local partner will make the difference!

Doing Business in Spain

Our Business Positioning: Service company specialized in the outsourcing of Sales and Marketing services for foreign companies entering the Spanish and Portuguese market– founded in 2002

Our Clients: IT & C high tech software, equipment and solutions manufacturers- SMBs, start-ups, etc.

Business segments we currently cover: Telecoms, utilities, systems integrators, facilities management service providers – “complex sales”

About us

We make our Customers’ Objectives our Objectives, and focus on results

We are small, specialized and highly flexible, which enables us to give a personalized service that generally exceeds Customer Expectations

We create long term relationships with the aim of becoming your trusted partner, but also work on projects and assignments

Our Philosophy

We assist companies willing to enter or consolidate their current business in the Spanish & Portuguese Markets:

How Can we Help Your Company?

Design and Execution of Marketing Actions Oriented to Increment the Bottom Line

Specialized in the introduction of technology start-ups, innovative business and small size organizations

Extensive networking contacts within Technology Intensive User Industries

After sales local support (technical & account management)

Project Consultants

We adapt and localize your value proposition to the local market:

Who are the competitors to be beaten in the region?

What are the needs of the potential clients?

How do your products compare to «the state of art»

What should your value proposition be and what are your «key selling points»?

Value Proposition

MARKET “STATE OF

ART”YOUR PRODUCTS

CUSTOMER/USER

COMPETITORS’PRODUCTS

YOUR VALUE

PROPOSITION

The target market for your products (THIS IS JUST AN EXAMPLE)

The Target Market

T2

UTILITIES

TIER 3

ISP, VoIP, HOSTING

INFRASTRUCTURE MGMT.

We select the key target accounts:

•T2,T3 SERVICE PROVIDERS• ISP & HOSTING S.P.•VoIP S.P.• UTILITIES &

INFRASTRUCTURE MGMT.

Your products &

solutions

POTENTIAL CLIENTS

Target accounts

Other accounts

Accounts to be reached via channel partners

How to Reach Your MarketSelection of your target

accounts

Definition of your “secondary” accounts

Your Channel Strategy(when/if applicable)

You may be No.1 in your field in other markets, but the local Customers, Channels, and evenCompetitors, must acknowledge your leadership…

Build your Reputation Locally and on Several Levels

System Integrators,

Key Accounts & OEM Deals

Brand awareness , Competitive

Positioning & Positioning as “thought leaders”MAR-COM

SALES

Pull: create demand through direct business development of

key accounts

Push: response to demand generated through Channel

Partners

Pull-Push Strategies

Business consultantsSystems Integrators

Software Houses

Demandcreation

PUSH PULLCLIENT

Your Competitive Positioning

Testing the market

• Meetings with key accounts

• Meetings with channel partners

• Resulting in the 1st draft of the sales/market plan

Ready for launch of products & services

• MarCom activities that support sales actions

• Business development actions

Filling your Sales Pipeline Efficiently

Pipeline…

sales opportunity

sales opportunity

sales opportunity

• Based on previous analyses

AccentureIndraATOS OriginNeorisIBMHPCapGemini

Push – Through the Channel (examples)

Tier 1 telecos

Orange

Vodafone ES

Vodafone PT

Sonaecom

Cabovisao

(Telefonica, PT)

Tier 2 telecos

Ono

Jazztel

BT

Euskaltel

Zon TVCabo

Oni

Tier 3 telecos

R Galicia

TeleCable

Neo-Sky

Iberbanda

Zapp Mobile

ISP & VoIP

ClearWire

Ibercom

VozTelecom

CapCom

Claranet

Hosting

Acens

Arsys

Amen

Piensa Solutions

1&1

Utilities

Union Fenosa

Endesa

EDP

Gas Natural

Abertis

Iberdrola

FCC

Push – Target Clients (examples)

MarCom:

Market segmentation and targeting

Advice on Competitive positioning advice, Key Selling

Points and pricing

Localization of marketing & sales material, - online and

printed

Organization of Events: workshops, business

conferences, trade shows, etc.

Design and execution of local marketing campaigns:

product launches, promotions, loyalty programs, etc. -

towards channel or end customer

Internet & Social Media Marketing

PR actions: press releases, management of speaker

opportunities and interviews with specialized press, etc.

with the aim of creating notoriety and thought leadership

in the market

Our Services PortfolioSales & technical support: Business Development activities towards

channel resellers or end customer Creation and Management of Pipeline:

Lead generation and qualification Development and presentation of

Proposals, Bids, RFIs, RFP’s Services Benchmarking and Client

Satisfaction Surveys Selection of Professional Services

Partners: Consulting Installation Support Services Spares, logistics, repairs

We offer translation and localization of all your printed MarCom & sales material and technical manuals.Also, we can assist you in the establishment of a basic, or more sophisticated, online presence in the relevant Spanish Speaking communities:

MarCom Material

“All messages consistently adopted to the

Spanish speaking communities”

Website in Spanish - including local contact

details

Product & user manuals

Brochures, presentations,

fact sheets, white papers..

Presence in the most important professional networks & online Spanish speaking forums and

communities

Press releases, press communica-tions, etc.

Not everybody reads English…

Not everybody who reads English fully

understands it!

Spanish is the 3rd international language and

business language after English and Chinese!

The Latin markets work differently from the

Anglo-Saxon ones….in the former personal &

professional relations play a much larger role

Social media enable you to build more and

better relationships by engaging with your

market!

Social Media and the Use of New Technologies in the B2B Sectors If your company and products cannot be searched online in Spanish you loose

visibility and opportunities in the Spanish speaking markets!

Do you know which are the online, professional communities and technical

forums relevant for your company?

Are you active in these and do you monitor what is said about your brand?

Is your company prepared for the Web 2.0,

- the interactive Web, and do you have a

strategy for you social media engagements

and use of new technologies?

If the answer to these questions is NO, consider

letting Ailanthus Advance help you in this area!

SERVICE NETWORKSVALUE ADDED SRV

PLATFORMS

PAYMENT PLATFORMS

SaaS, Virtualization

NETWORKING TECHNOLOGIES (optical, IP, …)

ELECTRONIC EQUIPMENTCOMPUTING TECHNOLOGY

INSTRUMENTS

Fron

t offi

ce a

nd b

ack

office

ap

plic

ation

s

Technical Expertise

Preparations:Current situation, SWOT analysisCompetitive positioningValue proposition, KSPsTarget segmentsChannel strategyMarCom strategyPricing

Localization of:WebsiteBrochures, White Papers,..Sales Pitches & PresentationsManualsPR & Social Media

Execution: Scheduling and execution of meetings with Target accounts:Telecom, ISP, Utililies,Systems Integrators Internal reviews & analysis

Technical Training of Potential Customers:

WorkshopsWebinarsDemosPilots

Sales:Negotiation/Closure of DealsAssist Intl. AgreementsInstallation & Support Partner AgreementSystem SetupServices Launch!

Services – in a Standard Timeline

Phase 1Portfolio analysis

Phase 2Localisation

Phase 3Business

development & leads generation

Phase 4Customer

Workshops

Phase 5Closure of

Deals

ACTIVITIES

planning selling

Gain in flexibility through Ailanthus different collaboration models: assignments,

projects or mid-long term agreements, with partial or fulltime dedication

Choose services “a la carte” depending on your company's specific needs at any

given time

Rationalize and control your costs from the beginning

Get a “virtual” presence and let Ailanthus perform quick opportunity assessments

before you invest too heavily in the market or establish your own office

Benefit instantly from Ailanthus’ local market knowledge and personal contact

network that will maximize your current and future opportunities in the market

Enter the market faster and with lower risk

Advantages of Working with Us

Flexible collaboration models:

assignments,

projects or mid-long term agreements, with

partial or fulltime dedication

IMPORTANT: No long term commitment; if you are not satisfied

with our services, you can “quit” with 30 days notice!.

Choose services “a la carte” depending on your company's

specific needs at any given time

How to engage with us

France

Finland

Germany

Ireland

Israel

Norway

UK

Spain

Client References

Contact details:

Office:

AILANTHUS ADVANCE, SL

Aramayona 6 - 2C

28022 Madrid – Spain

t.: +34 91 192 2002

f.: +34 91 329 1423

m.: +34 609444251

www.ailanthus.es

Twitter.com/Ailanthus_Spain

The working languages of the Ailanthus Advance team are English, French, Nordics & Spanish. Feel free to contact us for a non-binding consultation!

Email:Business Development & Sales:sales@ailanthus.es

MarCom & Social Media:marketing@ailanthus.es

¡Thank you for your attention, and please …

….don’t forget to follow

us on Twitter!@Ailanthus_Spain

¡Visit our YouTube channel!www.youtube.com/AilanthusAdv