Get Corporate

GET Italy
“How to be successful
in the ITalian market”
Matteo Del Corno
President and CEO
Matteo del Corno
President and CEO

www.getitaly.net ©getITaly 20010

The Italian Market Opportunity

Italy represents a major growth opportunity for
EVERY technology company

Like any other country - to ensure appropriate penetration - major investments are
usually required:
Country & Channel management
Sales and Pre Sales professionals
Channel development
Management and training
Bureaucracy and strict labour laws
Location and Premises


The ITalian Market Opportunity

Our offer: YOUR person in Italy!
You’ll be 100% present in the Italian market
with a fully-dedicated in-country manager:

REPORTING into you like any other employee of your company
PUSHING exclusively for your SALES
exclusively and totally dedicated to YOUR products
building-up YOUR revenues only.

The money you invested in the country is ALL invested in pure revenues
and you have the TOTAL control on it.

•… NOT a distributor, but a “virtual-real” branch!
• … avoiding ALL the connected problems and issues


Our primary prospect profiles
Technology companies that recognize market potential in the
territory, therefore need to ramp up sales quickly with an
experienced and local sales team
Companies with a limited presence in Italy (either direct, distributed
or represented), wishing to further expand or strengthen their
presence, brand perception and sales capabilities in the
territory
Companies wishing to introduce new products, services,
technologies, without having to build up an infrastructure to
support this
Companies wishing to outsource non-core competencies (such
as training, implementation and support)



What we namely do: professional business outsourcing
A complete, professional and experienced team to ensure your presence in Italy
Business development, planning, sales, marketing and customer support
We create/complement/improve what you have, or we can do it all

A professional services model, that lets you
Totally control your cost
Invest at your own pace
Focus on your core competencies
Cope with heavy bureaucracy and strong employment laws
Offload what you don't want to invest in

getITaly allows you to
Ease your first steps in Italy
Grow and develop your local business
Sustain and support your existing italian customer base



getITaly is a business partnership services company
that facilitates your entry in the ITalian market,
simplifying and speeding-up the entire start-up process
Extensive experience in services outsourcing in Italy
Track record in services, sales and marketing of high-tech (CheckPoint, IBM,
Motorola, Optenet, Oracle, Sun Microsystems, Wyse, ...)
Seasoned core team experienced in supporting international high-tech
organizations
Large team of experienced business professionals and technical resources like
Sales and marketing executives, with profound local market knowledge
High-level program managers to cover
Project management
Pre sales engineering
Planning and implementation
Based in Northern Italy, a few km from Malpensa Airport, the main hub to and from Italy
©getITaly 20010
www.getitaly.net


Operational advantages: numbers, numbers!
Example: an IT software co. with av. revenues in Italy of 500.000 Euro

Traditional distribution model getITaly innovative solution
(Outsourced sales approach)
COSTS COSTS

Sales/distribution Managed/distribution
(= 40% on the price list) 200.000 € (= 25% on the price list) 125.000€

NO dedicated local people Dedicated person/acting Country Manager
Annual marketing support 50.000 € 45.000€ +10% commissions
for basic services like Uncountable plus & benefits including
• Vendor pricelist published in the distributor Direct prospecting and development of partners/clients
website Forecast/pipeline management, control and reporting
• Newsletter to WARs Direct delivery of sales & technical training courses
• Training room (but fee-based courses) “Real” presence & facility (dedicated office location,
telephone line, business card, demo management,...)
Local marketing communication and brand perception
generated by a direct presence as a perfect flywheel
effect
Bottom line: a 9-24 month Sales Rep project is significantly more effective, faster, and less
expensive than opening up your local sub!


getITaly's added value
One stop-shopping model. Wide-range offering that complement
whatever structure you have - or want to have - in place
Single interface for ALL services
Selected range of clients
We breakdown cultural barriers
European heritage
American business methods
International mindset
Multi-lingual, multi-cultural, multy-technology



Which Problems Do We Solve?



Client portfolio


Case Studies: Wyse Technologies Ttd

WYSE Technology Ltd
Wyse Technology is the global leader in thin computing and client virtualization.

getITaly:
outsourced the entire country business and operations, the country manager function and
technical manager
grew the operations from 800k to over 2M in two years, closing one of the company's
largest accounts (Generali Assicurazioni)
selected, identified and opened the second local distributor & certified 15 VARs
accounting of very large end users, closed one of the company's largest accounts (Generali
Assicurazioni)
creation of trusted partnership with Software Vendor such as VMware e Citrix
Implementation of local sales and technical training at our local premises demo room and
units management
Implemented marketing and communications activities to support brand perception and
sales efforts.


Case Studies: iPass Ltd.

iPass Ltd
iPass is a long-time leader in providing mobility services.

getITaly:
- Outsourced the entire country business and operations, the country manager function
- Managed the strategic business relationship with Sparkle (Telecom Italia)
- Organised and set up their participation at SMAU 2009
- Accounting of very large end users
- Demo units & room management
- Implementation of local sales and technical training at our local premises
- Implemented marketing and communications activities to support brand perception and
sales efforts.


Case Studies: Jetro Platforms Ltd.

Jetro Platforms Ltd.
Jetro Platforms Ltd. is an enterprise software developer specializing in best of breed
server-based computing solutions for application management

getITaly:
outsourced the entire country business and operations, the country manager function
selected, identified and opened the local distributor & certified VARs and SI
accounting of very large end users and SME
Implementation of local sales training at our local premises demo room and units
management
sales efforts


Case Studies: Varonis Ltd.

Varonis
LTDVaronis does data governance solutions giving organizations total visibility and control
over their data

getITaly:
selected, identified and opened certified VARs and SI
accounting of very large end users
units management
sales efforts.


Case Studies: InContinuum Ltd.

InContinuum
InContinuum is an innovative provider of cloud computing software that controls and
automates your virtualized managed services and associated SLAs

getITaly:
selected, identified and opened the local distributor & certified VARs and SI
accounting of very large end users and Service Providers
creation of trusted partnership with Software Vendor such as VMware e Citrix
units management
sales efforts.


Case Studies: Crescendo Ltd.

Crescendo Networks
Crescendo Networks is the recognized performance leader in accelerating and optimizing
application delivery for Web properties and private/public cloud

getITaly:
selected, identified and certified VARs
accounting of end users, web application providers and Service Providers
creation of trusted partnership with Hardware Vendor such as Imperva and Riverbed
units management
sales efforts.



getITaly's benefits:
avoid ALL bureaucratic costs and complexity!

NO trade-unions, insurance or unemployment benefit costs

NO legal costs or hidden charges

A “NO-budgetary-surprise”, negotiated and contractually stipulated fee

Assistance - or full management - of all aspects related to local
authorizations and legal requirements, for and on behalf of our clients



getITaly’s benefits: sales management services

20 partners at your disposal with an extensive experience, and more than 60
years of sales management positions in premier companies like Oracle, Sun
Microsystems, Netscape, CheckPoint, Compaq, SAS, HP, Dell, Wyse

More than 10 high-tech multinational brands, already successfully
operating in Italy, like Optenet, Wyse Technology, iPass

Introduction to the first 1000 Italian companies

Direct meetings with the best distributors, retailers, Italian system
integrators and top customers

Outlined databases of all the Italian companies and customers for massive DM
campaigns



… as well as to the entire Italian channels world!
Distributors Integrators
ItWay IBM
Magirus HP
Ready Accenture
Dot Force Reply
Sthrold Seven One
Bludis Business e
Esprinet GFI
Ingram Micro Lutech
Exclusive Network Elmec
EDS Lan Opera 21
Tech Data Filippetti
Tecnocael Telecom & Capital

©getITaly 20010
www.getitaly.net


getITaly’s benefits: staffing & services
In case you need specific operational support, our shared or
dedicated resources can be engaged to
handle secretarial activities
manage generic sales operations
pre-post sales actions
marketing
Flexibility over time
to adjust the number of resources engaged, to allow consistent
growth of the operations
Continuity
should any of the appointed resources decides to leave, an
immediate replacement is guaranteed


getITaly’s benefits:
location & premises
You can use getITaly’s office locations
or rent/lease your own premises

At our site, you can choose from basic shared-desk facilities to fully
dedicated office space



getITaly’s benefits:
additional services

You can pick and choose additional
optional services:
toll free number
Telemarketing
direct marketing
partner marketing
CRM
…



Management Team
Matteo del Corno, CEO

Co founder of getITaly, Matteo has a long career in sales in the high
technology industry, spent primarily in Italy working for IT multinationals,
among which Compaq and Sun Microsystems.
In the last ten years, he’s been serving as Country Manager in Italy for
different start-up companies such as Access Graphics, Netscape
Communication and Check Point Software Technologies.

Mariacarla Millone, VP Operations
MariaCarla is in charge of the planning and coordination of all the
operational aspects activities of getITaly, including finance and
administration.
Her carrer started at Gruppo Millone, and progressed serving as Operations
Director in the high technology field for companies such as Sun
Microsystems, Oracle Corporation, Compaq and HP.


Management Team
Mauro Cicognini, CTO
Mauro is responsible for the management of all the technical aspects, i.e.
products selections activities and technical people coordination. Almost 15
years of experience in Information Technology and Telecommunications.
Significant expertise in project management ,complex sales and operations
Recognized as a high achiever in business development.
Member of the Board for Clusit - the Italian Association for Information
Security.
Computer and Information security expert with focus on Identity and
Access Management.
Active on business consulting, business development, sales and marketing
Strong expertise on Italian ICT law and international standards
Education:
Massachusetts Institute of Technology - Sloan School of Management
Politecnico di Milano
He has been the CTO for local and International companies such as
Honeywell and Bull.


getITaly srl CEO and Chief Strategist

GET Italy
Headquarters
Matteo del Corno
Via Papa Giovanni XXIII, 4 ph +39 340 3939908
21020 Brebbia (VA) matteo.delcorno@getitaly.net
Matteo Del Corno
Italy

President and CEO
Ph. +39.0332 1851 340
You can also find our group on
Fax +9.0332-1851316
Linkedin by typing “GetITaly”
Under the “Search groups” box
info@getitaly.net
www.getitaly.net
©getITaly 20010

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