Culture Perspectives in Internationalization USA, Dallas. Janne Romppanen Vice President Strategic Partnerships M-Files Corporation

Transcription

1 Culture Perspectives in Internationalization USA, Dallas Janne Romppanen Vice President Strategic Partnerships M-Files Corporation

2 Contents M-Files Corporation M-Files Technology Path in becoming a global business Cultural differences Impact on business Solution Contact information

3 M-Files 120 employees, revenue 9M EUR in 2012 Offices in Finland and USA ~300 partners in more than 50 countries Over 2,000 paying customers in 90 countries Customers range from micro-sized firms to enterprises and represent all industries 97.1% of M-Files end-users feel that M-Files makes finding information easier 10 M R&D investments to award-winning technology Ruban d'honneur in European Business Awards Red Herring 100 Global Finalist Deloitte Technology Fast 500 EMEA Finalist Gartner ECM Magic Quadrant listing 2012

4 M-Files Vision M-Files is a globally recognized enterprise content management (ECM) solution M-Files will be recognized as a global ECM solution in multiple industries by offering a highly configurable and user-friendly platform that meets specific customer needs faster and more profitably than any alternative on the market. METADATA-POWERED 4 INFORMATION MANAGEMENT

5 Why Document Management? 1. 80% of recorded information is in our documents 2. We get interrupted 8 times per every work hour ( , calls, people knocking on your door) 3. It takes minutes to be back up to speed after being interrupted PROBLEMS WITH FOLDER STRUCTURES Proposal.docx ADMINISTRATION AGREEMENT PROPOSAL PROPOSALS Inflexible, static structure Files on local laptops, attachments and paper ~19 copies per document 1 C:\ Y:\ PROJECTS AGREEMENT AGREEMENT No efficient search, ~16% of work time is used for searching 1 ~$100,000/yr/10 office workers CUSTOMER PRODUCT PROPOSAL No automatic version history required for compliance and quality standards AGREEMENTS PROPOSALS Lack of inter-departmental exchange of information, personnel changes - 70% of documents are re-created 1) International Data Corporation (IDC) & Document Management Alliance (DMA)

6 M-Files technology Centralized file and data repository with Extreme ease of use Windows Explorer integration with offline access Smartphone and tablet interfaces Powerful search and indexing Metadata and content based Purely metadata-driven Navigation to documents based on their metadata Metadata-driven permissions Check-out and check-in Version and revision control Workflows, notifications and assignments Supports external users Customers, sub-contractors Reporting features archiving Integrated server- and client-side OCR for scanner integration Replication Master-master / master-slave Compliance ISO 9000/9001, FDA CFR Part 11, EU GMP Annex 11, Sarbanes-Oxley (SOX), HIPAA Customizable user interface Versatile integration options interfaces to external systems like ERP, CRM, accounting API, ODBC, OLE DB, Web Services, XML, M-Files URLs etc.

7 Path in becoming a global business Pioneers in internet business M-Color sold globally in early 90s Download, try, pay, use Google Ads and Search Engine Optimization Key element in partner acquisition Strategic priority to generate revenue is the US market 40% of the global software market value Makes company more appealing for potential investors

8 Texas Ranger vs. Finnish Person 1. Sell yourself! 2. "White" lies are OK 3. 10% more spent on sales & marketing 4. May get fired for no reason 1. Sayings: "Viisas vaikenee", "Joka kuuseen kurkottaa, katajaan kapsahtaa", "joka itsensä ylentää, alennetaan" 2. Intuitively trusts people 3. 10% more spent on R&D 4. Employment legislation strict

9 Impact on business Hiring reliable people extremely difficult Cold colling yields almost zero results Too much soliciting Dashboards, gatekeepers Business made with people that you know People are unwilling to make decisions or elevate you in the decision making process The whole board needs to be lobbed Equation doesn't financially add up The sales model needs to be changed

10 Solution Either 10 fold your prices or Focus on companies that are looking for a solution Expand the sales area US and Canada as a whole Inside sales people and inbound leads Consolidate marketing Truly scalable growth through partners

11 What I learned in the US How culture makes a big difference in both social life and in business The Finnish business environment is a breeze The "YES" and "Show up" attitude is a door opener and makes your life so much more giving The ultimate nation would be combining the best sides of Finns and Americans US: Positive attitude Finland: Honesty & straightforwardness

12 Contact information Janne Romppanen Vice President, Strategic Partnerships Main: Mobile: jr@m-files.com