2. # Why Latin America #
. Brazil is 5th biggest internet population
. Brazil is #2 in Facebook users
. 3 world’s biggest economies
9th – Brazil
15th – Mexico
21st – Argentina
. Digital Transformation penetration: 40%
. Perfect time – still cheap to invest
. New rising stars countries with +5% growth
. 20 Countries & 2 languages
. 239,1M Mobile phones in 2017
. In 2017 - 114,84 mobile/100 hab.
. SMB is 27% of total GDP
. Top Accounts focus in:
Brazil, Mexico, Chile and Colombia

3. # Common Approaches and Pitfalls In Latin America #
:: Jack of All Trades Strategy ::
“Hire a local guy a
let him sink or
swin”
Limited coverage, variable
commitment, hard to bet on a legacy,
lack of local marketing, BDR execution
is weak - roller-coaster behavior

4. # Common Approaches and Pitfalls In Latin America #
:: The Remote Control Strategy ::
“Hire a Guy (usually
in Miami) and he
will control the Geo
through his Skype”
Too impersonal, weak commitment by channels or sponsors in Key
accounts, small legacy, lack of local identification, potential post sales
problems - roller-coaster behavior

5. # Common Approaches and Pitfalls In Latin America #
:: The Fat Cat Strategy ::
“Give a distribuitor
a share of the
revenue and they
will develop the
market for us”
Variable commitment (too many brands per dist), No dist has real full coverage
in Latin America, small risk with slow rampup, lack marketing and lead
generation - usually slow on sales

6. # Common Approaches and Pitfalls In Latin America #
:: The Rich Man Strategy ::
“Build a team, an
office, set a high
quota and ask for
results”
Possible a big stress and a great failure or at least a big turnover to achieve the
desired position. Requires a strong financial position. At the end too cost to start,
producing a bad stressful environment.

7. # Common Approaches and Pitfalls In Latin America #
Does Your Sales Playbook Fit ?
Rational Process vs. Relationship
Inaccurate Budget Control & Forecast
Buyer Process lacks maturity
Clients in Power Position always
Low investment in Training
Price Oriented Market – Bargain Culture
Safe paths to avoid corruption
English is still a barrier

8. # Job to Be Done #
Provide affordable, risk reduced, effective and
predictable sales operations in Latin America
ü Proper Geo Coverage Strategy
ü Ensure Commitment in the Sales Organization
ü Risk Management
ü Cost-Effective Operation
ü BDR & Lead Generation Emphasis
ü Produce a Legacy Ecosystem and soft transition to your own establishment
ü Marketing Strategy

9. # Our Solution #
We can provide a safe path to start, grow and
succeed in Latin America
Business Transformation Experts
Latin America HUB
o 20ys Experience in IT and Teleco
o Conducted by Senior Partners only
o Legal Presence in Brazil, EU and US
o Expertise in both Channel and Key
Account Management
o Trilingual Operation and marketing
o Deep Technical Knowledge
o Great Reputation
o Share the HUB with non-compete
brands

10. # Our Solution #
Landing
Strategy
Geo StartUp
Operation
Geo
Operation
Management
Your Own
Latam
Operation
First Things, First!
Let’s review together
your plans, go-to-
market, channels,
KAM, Training and
Tech support
strategies.
Let’s execute the short
term strategy and
produce winning
results.
Here we manage the
Value delivery and
relationships
All set. You know the
Geo, have recurrent
revenue and great
clients. If you wish to
establish your own
operation we can
provide a soft transition.

11. # Our Solution #
First Things, First! Let’s review together your plans, go-to-market, channels,
KAM, Training and Tech support strategies.
:: Landing Strategy ::
q Product Training (our team)
q Best Fit: Product x Market Segment
q Promotional Channels and Strategy
(events, co-markting, PR & Digital)
q BDR plan to generate leads
q Go to Market Strategy
q Key Accounts Approach
q Channels Approach
q 1 Tier / 2 Tiers
q Coverage vs. Control
q Sales & Tech Training
q Product & Marketing Localization
q Value Delivery Approach

12. # Our Solution #
:: Geo StartUp Operation ::
q Short Term Win Plan (6 Months)
q Set Goals for Win Plan
q Channel Recruitment, Plan the
partnership activities, Training,
Close Contracts
q Key Account – Presentations,
Qualify in terms of Fit, Budget
and Timeframe
q Pipeline flow reporting and
management
q First Impressions report
q Close contact with YOU.
Let’s execute the short term strategy and produce winning results.

13. # Our Solution #
:: Geo Operation Management ::
q Key Account Management
q Channels Program Management
q Marketing Activities Management
q Reporting using your tools and
technologies
q Delivery Overview
Here we manage the Value delivery and relationships

14. # Our Solution #
:: Your Own Latam Operation ::
q Set a plan for a smooth transition
q Team recruitment
q Communicate with clients, channels
and strategic allies
q Office Location (if that applies)
q Legal advice
q 6 months to 1 yr. Handover
q Coach the new Latam head or team
All set. You know the Geo, have recurrent revenue and great clients. If you wish to establish
your own operation we can provide a soft transition.

15. # Our Solution #
Landing
Strategy
Geo StartUp
Operation
Geo
Operation
Management
Your Own
Latam
Operation
:: Common Timeframe ::
(2 Months) (6 Months) (End on 2nd 3rd
Fiscal Year)
(On Demand)

16. # Our Solution #
Landing Strategy
Geo StartUp
Operation
Geo Operation
Management
Your Own Latam
Operation
:: Common Financial Agreement ::
(2 Months) (6 Months) (End on 2nd 3rd
Fiscal Year)
(On Demand)
Your Revenue Stream
Retainer Fee
Commission Fee

17. Now you’ve got a more rational and
straight forward solution. Makes sense for
your Business?
If so? Contact us.
Rafael Sampaio
RampUp – Business Transformation Experts
rsampaio@rampup.com.br
+55 11 999697019
Skype: rs.sampaio
Linkedin:
www.linkedin.com/in/rafaelsantossampaio