Going international Martijn Feekes Director App Center & Ecosystem CONNECT 2015

© 2015 EXACT Agenda Market Dimensions Demand in SMB Best Practices: Germany and Belgium Localize to Globalize Q&A MCL641800UK003 - PRESENTATION ONLINE - CRM (UK)2

© 2015 EXACT “It is our ambition to become a top 3 global player in business software out of the cloud for SMBs” Erik van der Meijden, CEO Exact MCL641800UK003 - PRESENTATION ONLINE - CRM (UK)3

© 2015 EXACT Market size 1.4 Million companies 14k Accountants 938k companies 16k Accountants 28 Million companies 140k Accountants 3.6 Million companies 89k Accountants 3.2 Million companies 14k Accountants The NetherlandsBelgium 4.8 Million companies 33k Accountants United KingdomUnited States Germany France

© 2015 EXACT Technology adoption and ERP spending Early Adopters and Sophisticated IT Users Looking for proven technologies Adoption is less than Western - Europe % of European ERP Software Spending 21% 22% 14% 7% 3% 5% 4% 3% 2% 1%

© 2015 EXACT Adress the mass 6

© 2015 EXACT Local ecosystem managers to assist you 7

© 2015 EXACT International partners in our Eco system VAR’sAccountantApp Center | CLOUD SOLUTIONS8

© 2015 EXACT Belgium? - TITLE OF PRESENTATION ? ˃Independent… from the Netherlands How many governments? ˃Belgium is a federal state and a complex country made up of three Communities (the Flemish Community, the French Community and the German speaking Community) and three regions (the Brussels-Capital Region, the Flemish Region and the Walloon Region). Official Languages? ˃Dutch (59%), French (40%), German (1%) Exact? ˃25 years active in Belgium, through take-overs like Cubic, Cobul (Flash), Solid Data (ProAcc).

© 2015 EXACT Market dimensions SME’s (1 – 250 employees) ˃Flanders 60% ˃Wallonia28% ˃Brussels12% About Exact Online Belgium ˃Our growth : 45 + % ˃Current customers administrations Business breakdown : 90% direct approach / 10% indirect approach ˃3 Accountancy sales ˃4 Industry sales ˃2 Internal sales ˃9 Resellers and growing Cloud Adoption is slower than in The Netherlands, but picking up fast - TITLE OF PRESENTATION10

© 2015 EXACT Localisation Marketing – Documentation – Support ˃Languages ‐Most Belgians speak 2-3 languages – Flanders : Dutch, French, English – Wallonia : French only KEEP IN MIND : -Please don’t use Google Translate -Mention on our AppCenter … in what language your user interface is … in what language you can give support - TITLE OF PRESENTATION11

© 2015 EXACT Go2Market – Things to think about ˃Our AppCenter is like a webshop for SME software EOL Belgium is ready to help you to with mailings, call out actions, events in order to create opportunities ˃How to sell ? ‐Direct ? ‐Via resellers or Exact Online ? ˃Pricing ? - Exact Online Premium costs € 59 … think about your price -Monthly/Yearly/ One Shot … be clear about your prices (Free? € 0? € 1?) Culture ? ˃Belgians are humble … being too direct is not effective ˃Belgians do not impulsively… take time to do proper Needs Assessment 12

© 2015 EXACT Huge potential in SMB - TITLE OF PRESENTATION Million SMB Growth in IT-Spend in 2015 according to IDC 0.5% Growth of Cloud Market in Germany 2015 (Bitkom) 39% Months is Germany lagging behind in terms of cloud adoption, compared to the global market. Quelle: The Boston Consulting Group 2013

© 2015 EXACT - TITLE OF PRESENTATION14

© 2015 EXACT Top 5 Challenges Different buying behavior – Contact vs. Try-Now-Apps Expect questions! – Support and Sales ready for this? Detailed documentation – Factsheets and videos Brand awareness – Demand Generation Germany legislation – T&C in German, Data Privacy! - TITLE OF PRESENTATION15

© 2015 EXACT Contact me! - TITLE OF PRESENTATION16 Robin Brinkmann Partner Manager Germany T M

© 2015 EXACT 17 Include support telephone #’s that can be reached by the local customers. FYI US # below… Articles are referred to as Accounts in the US. Offer support during the working hours of the local customers. Visual attractive and Professional landing pages Support: take time zones in account Telephone number: use a USA number

© 2015 EXACT UK Tips And Tricks If you visit, make sure to drive on the left side of the road If you visit fly to Heathrow not Gatwick, much closer to the office Don’t discuss the World Cup Ensure support is in place for the UK All pages, including landing pages and the app itself must be in English don’t rely on google translate. Do get a professional translator if needed In the UK, administration = doing admistrative work such as writing, data entry or Accounting the word you are looking for is “company” J prices in pounds please MCL641800UK003 - PRESENTATION ONLINE - CRM (UK)18

© 2015 EXACT Localize to Globalize MCL641800UK003 - PRESENTATION ONLINE - CRM (UK)19 Summarized : Product Localization Legal (contracts, data storage) Go 2 Market Marketing Support Documentation