November 4, 2015

2  Erika Cilengir – Senior Business Analyst  Yvonne Hull – Senior Manager, Business Systems  Beachbody – Leader in fitness and nutritional products

3 Sales in the U.S. are great! Sales outside the U.S. are very promising, but…  It’s a lot of overhead to fulfill and ship one-off orders  Legal or financial obligations may have been overlooked  Buyers don’t like the price changing daily  The company’s opportunity is not being maximized Let’s regroup and build a formal online presence in Country A!

4 Creating a framework of key questions to facilitate capturing requirements when expanding an e-commerce business into a foreign market

5  Creating a new business outside the U.S. without already having an established presence in the U.S.  The step-by-step process – including market analysis – to determine into which countries to expand  Establishing a brick-and-mortar business in a new country  Expanding a “knowledge and service” company into a new country

6  Why is international expansion a hot topic?  What’s unique about global requirements?  A Beachbody case study  Importance of creating a repeatable process  The Framework exposed  Customizing the Framework  Using your customized Framework  Wrap-up and questions  Raffle for Beachbody products!

7  Changing political and economic landscape  Continued growth of consumerism overseas  Evolving technology 1 – See Small Business Opportunities under Resources Two-thirds of the world’s purchasing power is outside the U.S. 1

8 Factors to Consider Cultural and religious norms Political system and climate Measurement system Economic climate Infrastructure and logistics Industry regulations and laws What is appropriate, meaningful, and relevant to the country into which you are looking to expand?

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Beachbody’s 4 Lines of Business Coach Network (Multi-Level Marketing) U.S. Canada Digital Direct Response U.S.UK Beachbody Live (Fitness Instructor Certification) 10 U.S.UK

11 Phase 1 – Support for Canadian customers on the U.S. site Phase 2 – Rollout of the coaching opportunity to Canadian users under the U.S. business entity Phase 3 – Full rollout of the Coach Network in Canada under a Canadian business entity

12  Importance of having a dedicated team  Single point of responsibility for each area – Legal, Tax, Compliance, and so on  Comprehensive list of all tasks and requirements  Waterfall approach to requirements, Agile approach to development

13  Ensure no stone goes unturned  Onboard new or additional business analysts more easily  Accelerate international rollout  Focus on the requirements, not the collection process The cornerstone of this repeatable process is the Requirements Framework for International Expansion

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Are customers required to register and create an account on the site? Must a Government ID (e.g. SSN) be captured when a user signs up to be a Coach? Which legal documents must a user agree to besides the Terms & Conditions and Policies & Procedures? Will trainers and master trainers who wish to become Coaches be treated differently? 26 Stakeholder familiarity Process knowledge System knowledge Business domain knowledge

27  As a way of structuring your requirements workshops  As a launching pad for requirements discussions with small groups of stakeholders  As a starting point for fleshing out requirements to share with stakeholders

28  Hard copies of the Framework are available  If you would also like a soft copy of the Framework, you may download it here:

29 ProgramTrainerLevel of Difficulty Tony HortonBeginning to Intermediate Shaun TIntermediate to Difficult Autumn Calabrese Beginning to Intermediate

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33  Small Business Opportunities: small-business-expansion/ small-business-expansion/  Financial Executives International: costs-of-international-expansion/ costs-of-international-expansion/  White Space: business-for-international-expansion-infographic-old/ business-for-international-expansion-infographic-old/  Forbes: key-steps-to-expanding-your-business-globally/ key-steps-to-expanding-your-business-globally/

34  U.S. Government Site on Exporting:  IAB Europe: and practical-steps-comply-eu-eprivacy-directivehttp:// practical-steps-comply-eu-eprivacy-directive  Global Negotiator:  Price Waterhouse: services/globalisation/assets/pwc-guiding-global-growth.pdfhttps:// services/globalisation/assets/pwc-guiding-global-growth.pdf  Challenges and Opportunities in International Business: opportunities-in-international-business/s12-international- expansion-and-gl.html opportunities-in-international-business/s12-international- expansion-and-gl.html