VALIDIFY

Overview

UK MARKETA growing and vibrant retail market

UK RETAIL MARKET

LargestRetailMarketinEurope

Why come to the UK?

LargeandGrowingPopulation :62M

PerheadtheUKisthelargestecommercemarketintheworld

Earlyadoptersofretailtechnology

Mostadvanced omni-channelmarket

And What about BREXIT? It’s business as usual, and theUKwill continue to be the 5th largest retail economy in theworldandagreatplacetodobusiness.

BARRIERS TO ENTRY

Expensive

The UK is a very attractive and advanced retail market, BUT

HighlyCompetitive

Difficulttocreatetraction

Regulations

CompaniesenteringtheUKspendmostofthefirstyeargettingorientated,buildinguptheirdata,creatingawarenessthroughmarketingandrecruiting.OnaverageearlystagecompaniesenteringtheUKwouldbudgetaminimumof£500,000inyear1tohaveanychanceofsuccess

ProductOffering

EstablishingUKproductmarketfit

Referencability

Localclientreferencesare

critical

THE KEY TO UK SUCCESS: LOCALISATION

Team

Recruitingtherightteamfor

successintheUK

Partnerships

Connectingwiththerelevantlocal

partners

Competition

IdentifyingandcompetingwithUKcompetitors

Adapting to the local market is the primary challenge for companies entering the UK, and it can take many forms

WHY VALIDIFY?Partners, Mentors, Entrepreneurs

WHO IS VALIDIFY?

Validify areexpertsinemergingretailtechnology

Experts in emerging retail technology

WHO IS VALIDIFY?

Wetrack,evaluateandvalidateemergingtechnologythatwilldriveinnovationinretail

Experts in emerging retail technology

Investors

VALIDIFY CREATES A WIN-WIN ECOSYSTEM

Retailers

RetailTechInnovators

ValidifyDelivers

EcosystemPartners

FOR TECHNOLOGY COMPANIES

ValidatetheirpropositionReduceRisk

AccelerateGrowth

ValildifyCreates a Win-Win Ecosystem

THE RETAILER PANEL

Validify leveragetheiruniqueRetailerPanelandwidernetworkaspartoftheprogramme.

TheRetailerpanelismadeupofdecisionmakersfromover40leadingretailersintheUK.Themembershipiscontinuallygrowing.

CORE

ACTIVE

PROGRAM BENEFITSWe help you to reduce the UK barriers and maximise your go to market strategy reach

1. Campaignactivationinweeksratherthanmonths

2. Maximise salesandmarketingbudget,whilereducingbusinessrisk

3. Accessto;4. Industryexpertise– Validify’s partners

andteamareallexperiencedretailtechnologyprofessionalswithhugeeCommerce experience.

5. Strategicinputongo-to-marketactivity6. AccessValidify’s retailerpanelandwider

networkvia1-2-1meetings,retaildinnerandevents

7. ComprehensiveTop500retailerdatabasewithfullaccessanddatamigrationtoyourownCRM

8. Accessourinnovativesalesandmarketingtechnologytoolsforuseonothercampaigns

VALIDATION• Identify Challenges• GotoMarketStrategy

ACCELERATION• SegmentMarket• TargetCustomers

REALEXPERIENCE

• BusinessIntelligence• EventsandRetailPanel

DELIVERABLES

MARKET VALIDATION PROGRAM

TheValidify MarketValidationProgramenablestechnologycompaniestorapidlydefinetheirproductoffering,validatingkeyaspectsdirectlywiththeirtargetaudiencethroughValidify's unique'RetailInnovationPanel'andgeneratingacomprehensiveUKmarketentrystrategy.

The Smart First Step

Stage 1 Stage 2 Stage3 Stage 4 Stage5 Stage6

Capturingallexistingrelevantinformation,companyproduct,orgstructure,competition

Gainingacompleteunderstandingofthecompanyandproduct,including;businessmodel,pricing,clients,casestudies,partnersandcompetition

Define usecases,salesmessages,businesscase,marketsegmentation,targetaudience,potentialpartners,etc…

Recommendationsbasedontheprogramandretailerfeedback,includingaproposedactionplantocoversales&marketingforthenext12months

Capture

Review

Define

Action PlanValidate

Workingsessionswithtargetretailersselectedfromthepanelandpotentialpartners

Road Test

Roadtestgotomarketstrategiestomaximise ROIincludingBizDevandDirect/IndirectMarketing,etc…

STAGE 1 – CAPTURE

• CompanyInformation

• Organisational structure

• Allsalesandmarketingcollateral• Pricingmodel

• Competitorinformation

• Partners– TechnicalandResell

• Clients/Pipeline

Capturing and reviewing all existing relevant information, company product, org structure, competition.

STAGE 2 - REVIEW

• Companyhistory

• Organizationalstructure

• Productoverview– Demo,Q&A• Sales&MarketingCollateral– Documentation andWebsiteincludinghighlevel

SEOaudit

• SalesProcess– CACbychannel,salesfunnel.salescycle,pipelineconversion

• Clients– Sectorreview,casestudies• Pricing– ModelandROI

• Competitorreview

• Partners– Technologypartners,channelpartners

Through a workshop process gain a complete understanding of the company and product, including;business model, pricing, salescycle, clients, casestudies, partners and competition

.

STAGE 3 - DEFINE

• Defineretailertargetaudiencebasedonsectors,size,technology

• Identifytargetretailersandpotentialpartners

• Identifytargetpersonalwithintargetretailersandbuilddatabase• IdentifysubsectionofrelevanttargetswithintheValidify retailpanel

• IdentifysuitablepartnertargetswithinValidify’s partnernetwork

• Defineeffectiveusecasesforvalidation

• Finalise salescollateralforvalidationmeetings

Define use cases, sales messages, business case, market segmentation, target audience, potential partners, etc…

STAGE 4 - VALIDATE

• OnetoonemeetingwithtargetretailerswithinValidify retailpaneltovalidateassumptions

• OnetoonemeetingswithrelevantValidify partnernetworktodeterminepotentialchannelopportunity

• Iteratesalesandpartnercollateralbasedonfeedback

• Presentatthenextretailpanelevent/dinner

Workingsessionswithtarget retailers selectedfrom the panel and potential partners

STAGE 5 – ROAD TEST

• Developcallscriptforbusinessdevelopmentactivity,roadtestmessagewithrelevanttargetlistof100-150retailers

• 6-8weeksofbusinessdevelopmentactivitytorefinecoldcallmessageandmeasureeffectiveness

• Captureandmitigateobjects

• Furtheriterationofmessagebasedoncallfeedback

• KeyworddevelopmenttotestpotentialofSEOandPPCacrossprimarychannelsLinkedin,Facebook, Twitter,etc..

• Events– IdentifyrelevanteventsanddetermineROIeffectiveness

Road test go to market strategies to maximiseROI including Biz Dev and Direct/Indirect Marketing, etc…

STAGE 6 – ACTION PLAN

• Clearmessaging,usedcasesforsalespresentation

• Assurancearoundvalueproposition,pricingandROI

• Completemarketsegmentation– retailcategories,size,enduser,partners• Testedtargetdatabaseofretailersforimmediateuse

• Completescripts,objection sheetsandsalescallsrecordingsforinternalteamtrainingandsupport

• ROImeasurementsonprimarydirectandindirectsaleschannels• 12monthcontentstrategy– thought leadershipcontentrecommendationsfor

useinlongformcontent,blogging andsocialmediaengagement

• 12monthrecommendedcalendarofevents

Recommendations based on the program and retailer feedback, including a proposed action plan to cover sales & marketing for the next 12 months

WHY VALIDIFY

WeareveteransoftheUKretailtechnologymarketandwehaveworkedwithmostoftheTop500Retailers

Validifycan be your trusted partner when trying to reach the UK Market

ExperienceWehavebuiltsuccessfultechnologybusinessesourselves,whicharestillrecognised intheindustrytoday-Amplience,PortalTech

FoundersWehaveunparalleledaccesstoUKretailersandthewiderretailtechnologyecosystem

Great ConnectionsWehavedevelopedasuiteofservicesdesignedspecificallytohelpretailtechnologyinnovatorstorapidlyestablishearlytractionandacceleratetheirgrowthintheUK

Proven System

THANKS

Prepared by:Fergal O’Mullane: Managing Partner

fergal@validify.co.uk