Flowman @ CHISU Seminar...I would like to know more about your solution and see how it fit into our business model” Short meeting in Sanomatalo at Mid Summer eve 4 person delegation

© 2003 Flowman Oy pk 18.02.04Copyright Flowman Oy

Flowman @ CHISU SeminarOulu 25.5.2010


• Finnish technology company• Innovative software based solutions to consolidate, streamline and

automate business processes in print media industry• Focus is in the routine transactions over organisational boarder• First SaaS (Software as a Service) vendor in this market globally• Flowman group revenue over 5.4 M€ • Employs over 30 experts in software and print media production

Flowman in a nutshell


Distributed production & control

Publisher

Agency

Repro

Advertiser

Print Plant 2

Print Plant 1

Sales & Management


Consolidated production & control

Publisher

Print Plant 2

Agency

Repro

Advertiser

Print Plant 1

Sales & Management

Internet

RealTime TrackingPost Calculation Data


”Extinguished... but by wrong method!”

… said a Fire brigade chief when they came to scene – late as the volunteers has already extinguished fire.

Flowman's entry in China was also really something else that you can learn from school books:

- no market study

- no preparations

- no entry strategy

But we did something right anyway....


So how did it all happen...

▾ Active and loud around the world since 2004– Number of articles in industry media– Broad contact network around the word

▾ Email form Hong Kong, AGS (integrator) June 2007:“... I would like to know more about your solution and see how it fit into our business model”

▾ Short meeting in Sanomatalo at Mid Summer eve▾ 4 person delegation to Oulu for a week in August▾ 6 months market screening by AGS▾ “Whishlist” form South China market▾ Development investments – and iterations▾ First deal in summer 2009

– Largest print site in China▾ Few smaller deal by the end of 2009


Post thinking... what did click right

▾ Basics in good order▾ Some level of global awareness▾ Highly motivated partner▾ Investments in market specific development▾ Active contacting


Basics in good order

▾ A few k€ investment to “infrastructure”– Logo and visual identity – Presentation templates– Presentation video– Functional and credible web presence

▾ Good reference (Sanoma Oy)


Some level of global awareness

▾ Actively participating international industry events– Broad network

▾ Active press contacts– Articles and published releases– (improves also google-listing)


Highly motivated partner

▾ Contact initiated from their side▾ Quick backgound screen passed▾ Proof of successful business in area▾ Good, well known brands in portfolio

– Not competing but completing▾ “Hong Kong route” turn out to be good bet for us

© 2003 Flowman Oy pk 18 .02.04Copyright Flowman Oy

Investemts in market specific development

▾ High risk▾ Without sales company would suffer economical crisis


Active contacting

▾ Several field trips▾ Skype conferences▾ Collaboration in product testing and localisation


Problems

▾ Credibility of a small company– Anything below 100 person is minisize– CEO, MD can not be also sales man and specialist

▾ IP protection– Besides of technical protection consider also strategic options


Lessons to learn..

▾ Be there and talk loud... nobody will find you from Finland▾ Consider Hong Kong -route▾ Create credible public identity ▾ Be ready for product changes... no matter how silly they sound▾ Filter all hype in everything you hear▾ Be aware of copy cats▾ Think how to overcome the main sales blocker – credibility of small provider


Contact:Flowman OyPetri KarjalainenLunkintie 1590460 OULUNSALOFINLANDemail: [email protected]: http://www.flowman.fi

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Flowman @ CHISU Seminar...I would like to know more about your solution and see how it fit into our business model” Short meeting in Sanomatalo at Mid Summer eve 4 person delegation