Bussiness Development in Brazil
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The document outlines business development opportunities in Brazil, emphasizing the unique challenges foreign companies face when entering the market. It introduces Motim, a consultancy that assists with local market knowledge, customer acquisition strategies, and tailored solutions to help businesses thrive in Brazil. Key statistics demonstrate Brazil's potential, including its large population and significant contributions to major international companies' revenues.
Bussiness Development in Brazil
- 1. BUSINESS DEVELOPMENT IN BRAZIL 1
- 2. MUTINY AMMUTINAMENTO 反乱 MUITERIJ MUTINERIE MEUTEREI MOTÍN БУНТ MYTERI 兵變 تمرد गदर 2 A mutiny is a rebellion against proper authorities. It is a journey into doing things in a different way. The denial of the status-quo. This translates into our business culture by openly opposing anti-efficiency patterns and seeking creative solutions. As you´ll find out, this is especially necessary when it comes to hacking into the Brazilian Market. #JoinTheMutiny
- 3. 3 If your company already has a validated product in your core market and you have the appetite for international expansion, let´s talk. We´ll help you find if expanding to Brazil is the right thing for you at this moment. If it is, we will pay a visit to discuss how we can support you. THIS PRESENTATION IS MADE FOR YOU IF YOUR COMPANY FACES ONE OF THESE TWO SCENARIOS: “WE SUCCESSFULLY STARTED SELLING IN BRAZIL, BUT THE NUMBERS ARE DISAPPOINTING. WE´VE BEEN TRYING NEW STUFF BUT STILL DIDN’T GET REAL TRACTION” THE PLAYERS We know how frustrating that is and have dealt with it, quite successfully. We found that the magic is in the details. Let us fine-tune the way you approach the Brazilian market and it will become a great contributor to your business. ”WE KNOW THAT EXPANDING TO NEW MARKETS IS THE NEXT BIG THING. BUT TO BE HONEST IT SEEMS TOO RISKY. WE DON´T KNOW ENOUGH ABOUT DOING BUSINESS IN BRAZIL.”
- 4. o 5th most populous country, with almost 210 million people. o World's 9th largest economy, aiming to be the at 5th position. o Many international B2C and B2B companies have Brazil & LatAm as one of their most profitable markets: Uber - Brazil is the second market, only behind the US. World´s largest city operation is in São Paulo. AirBnb´s number of visitors grew 71% in Brazil in 2018. Brazil corresponds to 8% of Netflix's global annual revenue (over 1 billion BRL or 400 million USD) LatAm has 20% of Spotify's global users. Brazil is the perfect market to test and prepare for a LatAm expansion push. o Top 3 global engagement rates in social media. o Brazilian economy is expected to grow 2,5% in 2019, and 2,7% in 2020. o E-commerce, sharing economy and digital advertising growing 2 digits annually. 4 THE OPPORTUNITY #Don’tMissTheParty
- 5. Ok, so you got a great product and you are scaling in your core market. Good for you! But just translating your website or app and hiring Portuguese speaking customer support won’t be enough. Developing a profitable business in Brazil demands specific market knowledge to deal with a totally different business culture, different language, different customers, different currency, different payment methods, different legislation and regulation authorities... And the list goes further. 5 THE PROBLEM UNLEASHING THIS UNTAPPED POTENTIAL IS NO PIECE OF CAKE
- 6. WE CONNECT We use our extensive network of partners to remove bottlenecks and seize market opportunities. Logistics, local payment solutions, media, press, legal, government, etc… You name it, we've got it covered. 6 MOTIM is a boutique consultancy focused on international business development. We are a one- stop shop for companies that take internationalization seriously and want to benefit from the untapped potential of the Brazilian Market. THE SOLUTION WE DIAGNOSE AND PLAN After understanding your business and its potential in the local market, we propose a lean, cost-effective plan to tackle it. WE ACQUIRE We support your customer acquisition strategy with expertise and a scientific approach to optimize your channels and open new ones for maximum performance in Brazil. WE RETAIN We follow up with your customer base to understand their needs, build trust and grow a community. This means less churn, higher lifetime value.
- 7. Market Research Localization Payment Methods Pricing Strategy PR Social Media Customer Support Performance Marketing Content Production Legal Logistics Expansion to other LatAm markets... 7 WHAT WE DO We offer a myriad of services to help your company thrive in Brazil. Depending on your company’s needs we’ll use one or many of them in combination, for maximum performance. Anything else?
- 8. MORE THAN AN AGENCY Our holistic approach towards business development has been validated and approved by several national and international companies. We are your growth partner. 8 The methods matter. These are ours: HOW WE DO DATA DRIVEN We use creativity, technology, data, and deep market knowledge to boost your business in Brazil, supporting your team on improving your funnel at every step. ROI FOCUSED We decide together with your team which tactics to use, in order to make sure that your investment in Brazil brings you the return you and your investors expect.
- 9. SILAS COLOMBO Chief Communications and PR Officer Silas is a journalist who’s always been passionate about the role that effective communication plays in the development of businesses, ideas, companies and projects. He started his career in one of the most prestigious media vehicles of Brazil (Veja São Paulo). Over three years, he was responsible for more than 50 cover stories and special publications. As a communications and public relations consultant, he led communication campaigns for brands such as Itaú (#1 private bank in Brazil), Volkswagen and the Organizing Committee of the Rio2016 Olympic Games. Most recently, as a CCO at Motim, he has been responsible for the public relations strategy of more than 20 innovative companies, from startups to multinationals. GABRIEL DE OLIVEIRA CEO Senior Consultant With a bachelor from the most prestigious Brazilian law school and a post graduate degree from LMU in Munich, Germany, Gabriel has been providing legal and business counselling for companies for over a decade. He founded his first digital business in 2012 and has since expanded his area of expertise to strategy, management and marketing, helping national and international clients develop their business in Latin America, acting as country manager and CEO of international brands in Brazil. He has a proven track record on using a data driven, result-oriented, lean methodology that has helped innovative and complex businesses to thrive in the Brazilian market. 9 WHO WE ARE (plus a team of 10 extraordinary people)
- 10. 10 OUR CLIENTS
- 11. 11 BUSINESS CASES B2C FREELETICS THE COMPANY Freeletics is a Munich based company whose vision is to challenge and inspire everyone to become the best version of themselves, with the help of its market-leader fitness apps. Now with 36 million users, 4 apps and a clothing line, Freeletics is one of the fastest-growing sports and lifestyle companies in the world. THE CHALLENGE When Freeletics reached out to us in early 2015, the initial excitement around launching Freeletics in Portuguese had turned into a bitter disappointment. Despite the company’s efforts in localizing the apps and offering customer support in portuguese, the overall performance in Brazil was way below the expectations.
- 12. THE SOLUTION Our initial assessment revealed that localizing the apps was only the tip of the iceberg. So we proposed a 360 degree approach where our consultants would remotely contribute with various teams at Freeletics HQ. We acted decisively in many fronts, such as PR, social media, customer support, payment methods, pricing strategy, content production, performance marketing and partnerships. After only 6 months it was already clear that our contribution paved the way to make Freeletics one of the most famous apps in Brazil and surely a market leader in the fitness segment. Now Freeletics has a profitable operation in Brazil, which is growing steadily. Brazil turned from a "business adventure" into one of the top 5 markets for Freeletics, with a growing community of over 3 million users, which now nearly represents 10% of the global Freeletics community. 12 BUSINESS CASES B2C FREELETICS
- 13. THE COMPANY Owned by a Swiss technology group, ‘Esens is a Blinkist-like multi-device platform that offers 15- minutes summaries in audio and text of non- fictional best sellers. THE CHALLENGE Esens reached out to us months before the Brazilian launch, seeking support to establish their local operation. We were involved in the recruitment of the team, pricing strategy, quality control of the content offered, marketing strategy for launch and its maintenance for continuous growth. The goal was to quickly conquer a volume of users that would finance the first few months of operation, as well as to create brand awareness that attracts investors, establish fair competition with local brands and prepare the company to stand the arrival of international players. 13 BUSINESS CASES B2C ESENS
- 14. THE SOLUTION With our extensive network of contacts and partners, we were able to assist in recruiting a dream team composed of technology-savvy and experienced professionals. Together with the international team and the recently recruited stakeholders, we planned and executed a successful launch and laid the foundation for a solid continuous operation. In particular, the press launch strategy brought great results (57 million people impacted), and in parallel with the other marketing initiatives was able to attract more than 10 thousand new users to the app. Also, a lean and scalable summary production process was established. 14 BUSINESS CASES B2C ESENS
- 15. THE COMPANY Sprinklr is a worldwide company that provides a complete social software platform that helps enterprises manage consumer experience at every interaction. The platform provides end-to-end social functionality including paid media, owned media, and earned media for large enterprise clients, such as Nike, Microsoft, McDonald's and Nasa. THE CHALLENGE When Sprinklr started its operation in Brazil, it faced a fierce competition by local players widely known by the decision makers of the market and with prices adapted to the Brazilian reality. Also, because Sprinklr aims at large clients, negotiation of new accounts would take up to 7 months, demanding extraordinary efforts by the team. It was clear that Sprinklr had not only to adapt its service and prices to the local standards, but also to develop awareness and trust among the decision makers. 15 BUSINESS CASES B2B SPRINKLR
- 16. THE SOLUTION Our research revealed which adjustments had to be made on the product / pricing side. We also found that the decision makers in Sprinklr's market were the account managers of the marketing agencies working on behalf of the top companies in Brazil. Next step was to find out the most effective channels to influence these decision makers. With a solid PR strategy, we positioned Sprinklr in niche press vehicles dedicated to presenting technology trends to marketing professionals. With recurring articles and other publications, we used the credibility of those niche media vehicles for a targeted trust- building process with the decision makers. In addition, we reached out the main public using social-media monitoring cases of famous international brands, as well as data about the digital relevance of popular topics in Brazil. This turned out to be decisive, because the agencies would only use Sprinklr as a tool, if it had reached a certain awareness level. The total reach achieved by these efforts were of over 15 million Brazilians every month. 16 BUSINESS CASES B2B SPRINKLR
- 17. 17 www.motim.cc ola@motim.cc /motim.cc +55 11 5061-3602 Rua Bom Pastor, 2732 - Ipiranga - São Paulo/SP