123RF.com

Expanding Globally

by Leon Hudson

Hello! My name is Leon Hudson

• British citizen living in Malaysia, since 2010

• Appointed VP, Global Sales & Marketing at 123RF in 2013

• Has held a number of sales, marketing and general management roles for startups and market leading content and technology companies

• Has significant international business experience having lived in 5 countries & worked in 20+

leon.hudson@123rf.com @LeonHudson/leonhudson

Our Founders

Andy Sitt Stephanie Sitt

We sell photos, illustrations, footage, audio & fonts

We invest in design-related SaaS and PaaS businesses

123RF Company Overview

389employees

100%bootstrapped

company since 2005

40 locations

worldwide

20 languages

24/7, 365

support

123RF in Numbers

90 millioncreative works

and

1 million premium imagery

480,000transactions

a year in 20 currencies

110,000 daily content

from300,000

creative contributors

12 millionmonthly

active users

Brands We Admire

Definition

Multinational Corporation

vs

MicroMultinational

Lessons

1. Solve a Big Beautiful Problem

2. Discipline

3. Develop a Strategy and Business Plan

4. Hiring the Right Local People - The A-Team

5. Embrace Language and Cultural Differences

6. Partners - Punch Above Your Weight

7. Generate PR to Sustain Momentum

8. Product - Disrupt, or Be Disrupted

9. Buy or Build

10. Final Thought

ExpandingGlobally

1. Solve a Big Beautiful Problem

2. Discipline

● Market Segmentation Analysis ○ will your product sell in the local market?

● Product Gap Analysis ○ is there a demand that is not satisfied by a local

company?

● SWOT, PEST, GROW, & Data Science Analysis ○ will the market buy your product against competition?

● Market Opportunity / Sizing○ how big is the market and how long will it take you to

capture your targeted sales?

3. Develop a Strategy and Business Plan

● Define short-, medium-, and long-term strategy

● Define goals, objectives, and success metrics

● Complete the business model and structure

● Develop a top-down annual budget

● Develop a tactical project plan with commit dates

4. Hiring the Right Local People - The A-Team

5. Embrace Language and Cultural Differences

6. Partners - Punch Above Your Weight

7. Generate PR to Sustain Momentum

8. Product - Disrupt, or Be Disrupted

9. Buy or Build

10. Final Thought

“What important truth do very few people agree with you on?”

-Peter Thiel

Thank You!