Accessing new markets and customers Jane Melville-Allen CEO – Demand Generator New Zealand

Who is Demand Generator? A New Zealand-based digital marketing and lead generation business operating globally with a prime focus on Australia and recently Asia Made up of databases, out-bound marketing technology and a call centre We gather intelligence and find the customers you don’t know about – the elusive white space We assist organizations to access new markets We put scale around high volume, low margin sales © 2017. Clear Engagement – A division of Demand Generator Group Ltd.

What does this mean? We generate and store a large volume of data - engagement analytics - business data - personal data - financial data - structured and unstructured data We need to store it all in one place so we can analyze and identify trends to enable proactive selling of the insight © 2017. Clear Engagement – A division of Demand Generator Group Ltd.

Enabling export Thanks to digital and e-commerce, businesses like ours can supply services into any region and our services are needed everywhere: All businesses need data All businesses need new business All businesses need to do better business with their existing customers We work proactively with clients seeking to access new markets however we are increasingly concerned by Non-Tariff Barriers (NTBs) © 2017. Clear Engagement – A division of Demand Generator Group Ltd.

Export Concerns Our biggest fear is how data will need to be treated – if data storage rules are different/restrictive how do we meet the obligation of in-country data sovereignty? Potentially needing to run multiple versions of our business/systems to comply – costs go up > staff, licenses and infrastructure Locally held instances of our data will prevent us finding insight across the entire dataset No standardisation of unsolicited contact rules Trying to navigate in-country/in-region rules and compliance Do we have to have a local presence? E.g. The Middle East requires a local sponsor where do you go for up-to-date information/resources/access to experts? © 2017. Clear Engagement – A division of Demand Generator Group Ltd.

Export Goals n Consistent rules around data protection and storage (not restrictive) Standardisation of out-bound B2B marketing rules across region. This feeds into the “unsolicited contact” rules which are currently different depending on the country Continue to be able to market to B2B Standardisation of database building rules © 2017. Clear Engagement – A division of Demand Generator Group Ltd.

Thank you Jane Melville-Allen CEO – Demand Generator New Zealand jane@demandgeneratorgroup.com