What is your role at EMB?

I joined EMB in 2013 to take care of business development in France, then I was in charge of EMB's international business development. I am now the general manager of the company.

Why did EMB look to you for this international assignment?

I am naturally attracted by the international: Danish nationality, I grew up in Australia before arriving in France. I am therefore very familiar with Nordic, Anglo-Saxon and French cultures, and especially the specificities that govern the way of doing business in these countries.
I am also perfectly bilingual, which is a definite advantage in the discussions I can have with our prospects and our international clients.
Finally, I have a very good knowledge of the French market because of my previous experience at EMB. This allows me to help our foreign customers more effectively when they want to attack this market.

What are the main countries targeted by EMB internationally?

Historically, EMB has been working with companies in Benelux and France. But we also have a lot of B2B data in two English-speaking countries: in the United Kingdom and the United States.
So we decided to prioritize our actions in these countries because we know how to identify companies that export products and services to Europe.
We then propose to these companies our qualified and segmented bases which concern France and Belgium, to facilitate their commercial prospection for export.

Are some companies more likely to work with EMB to enter Europe?

We offer our solutions more specifically to large SMEs that do not have subsidiaries abroad. Thus, these companies can find new sources of growth for their products and services in European markets such as France, Benelux, the United Kingdom, or even Spain.

What data can you provide to these foreign companies wanting to increase their exports to Europe?

We offer what we can call the "fingerprint" of the companies they target: commercial identity, location, size of the company, turnover.
But also, and above all, the list of precisely sought-after contacts for whom we provide direct nominative contacts, email or telephone: sales managers, marketing managers, HR directors, managers, IT security managers, etc.
Our customers can then integrate all of this data into their CRM tool to animate their sales teams and more easily contact their targets.

Do you offer other types of benefits?

We can also do email campaigns on behalf of our clients. They send us their marketing messages and our data team is in charge of the campaign, of which we return the results and forms collected to our customers.

What are the results observed by your first international customers?

We have had very good results for campaigns in three countries for a large hotel group. This contract has just been renewed!
We have provided our client with more than one million personal e-mails, and the opening rates are higher than 30%.
This proves the relevance of our offers: foreign companies can concentrate and centralize their marketing efforts with a single provider. They control their costs while gaining efficiency.

What differences exist in the implementation of international commercial prospection compared to the French market that you know well?

The key point for our clients abroad is the legal issue, and even more so since the RGPD is effective in Europe. All the actors who wish to prospect in France seek nominative contacts.
The great strength of EMB is to offer a large volume, quality, and respecting the rules of collection: we are one of the three largest holders of nominative data B2B on the French market.