Maxio ANZ Expansion Proposal | Marcus Wood

Maxio ANZ Expansion Proposal

From Zero to Market Leader in 18 Months

3 Core Priorities

ARR Protection & Stabilization

Partner-First GTM Strategy

Scalable Revenue Engine

3 Key Numbers

$800K+ Year-1 ARR Target

<12mo CAC Payback

60% Partner Pipeline

3 Milestones

30-Day ARR Protection Audit

90-Day Partner Activation

180-Day Revenue Acceleration

Executive Summary & Value Proposition

Why Maxio needs boots on the ground in ANZ – now

                    🚨 The Urgent Problem
                    $Millions in ARR at risk with zero local presence
Chargebee gaining ground with aggressive ANZ pricing
53% of ANZ SMEs reducing software spend – price sensitivity critical
IFRS 15 compliance driving urgent CFO buying decisions
Existing customers vulnerable to local competitor poaching

                

💡 The Strategic Solution

Low-risk entry: Partner-first model minimizing initial investment
Immediate stabilization: 30-day ARR Protection Audit prevents churn
Scalable growth: Channel partners drive 60% of pipeline by Month 6
Local expertise: 2+ years ANZ B2B SaaS market intelligence
Proven operator: 18 years finance + commercial experience

📊 Financial Projections

Year 1: $800K+ new ARR
Efficiency: CAC payback <12 months
NRR: 110%+ through expansion
Rule of 40: 35% Q1 → 50% Q4
ROI: 5-7x on initial investment

                    ✅ Why Marcus Wood
                    Finance DNA: 12 years corporate finance – speaks CFO language
Commercial success: $1M+ revenue growth through partnerships
ANZ network: Active relationships with 30+ SaaS CFOs
Proven results: Found $2M+ lost revenue at Equifax APAC
Strategic alignment: Focus on efficiency & operational excellence

                

Market Landscape & Target Customer

ANZ’s $12B SaaS market is ripe for Maxio’s enterprise-grade solution

📈 Market Opportunity

TAM: $12B total SaaS market
SAM: $8-9B B2B SaaS segment
Target: 7-9K SaaS companies
Growth: 22% CAGR in cloud adoption
Maturity: Sophisticated billing needs (GST, multi-currency)

                    🎯 Ideal Customer Profile
                    Revenue: $2M-50M ARR B2B SaaS companies
Complexity: Usage-based or hybrid billing models
Team size: 2-10 person finance teams
Tech stack: NetSuite, Xero, or QuickBooks users
Pain points: Revenue recognition, investor reporting

                

⚔️ Competitive Landscape

Chargebee: Strong presence but lacks enterprise features
Stripe Billing: Developer-focused, weak on finance
Zuora: Over-engineered for mid-market
Local players: Lack depth and global best practices
Maxio advantage: RevOps + compliance in one platform

🏢 Key Market Dynamics

Price sensitivity: 15-25% below US rates expected
Trust factors: Local presence and references critical
Compliance: IFRS 15 and GST handling mandatory
Channel preference: 70% buy through advisors
Decision makers: CFO-led with CEO final approval

Segment	FinTech	HealthTech	EdTech	Enterprise SaaS
Market Size	150+ companies	200+ companies	100+ companies	300+ companies
Avg ARR	$5-20M	$2-10M	$1-5M	$10-50M
Key Pain	Complex compliance	Usage billing	Seasonal revenue	Multi-product
Entry Strategy	Big 4 partnerships	VC portfolio	Direct sales	Channel partners

Go-to-Market & Sales Strategy

A phased approach from learning to scaling

90-Day GTM Execution Timeline

🔍 Days 1-30: Discovery

Master Maxio product suite & playbooks
Shadow US sales & customer success teams
Map existing ANZ customer base
Conduct 15+ market validation calls
Identify top 10 at-risk accounts

🛡️ Days 31-60: Stabilization

Launch ARR Protection Audit
Visit all existing customers
Document expansion opportunities
Sign first 3 partner MOUs
Close $30K quick-win upsells

🚀 Days 61-90: Acceleration

Activate partner channel
Launch IFRS 15 webinar series
Build 50+ opportunity pipeline
Close first new logo deals
Establish revenue momentum

                    🤝 Partner Channel Strategy
                    Tier 1 – Accounting Firms: Big 4 + mid-tier (BDO, Grant Thornton)
Tier 2 – VC/PE Firms: Blackbird, AirTree, Square Peg portfolios
Tier 3 – Tech Partners: NetSuite, Xero, MYOB implementers
Enablement: Certification program + 20% referral commission
Target: 60% of pipeline from partners by Month 6

                

🎯 Direct Sales Motion

Approach: Challenger methodology – teach, tailor, take control
Lead message: “Why 67% of ANZ SaaS leaves money on the table”
Sales cycle: 45-60 days average
ACV target: $30-50K ARR per deal
Win rate: 25%+ on qualified opportunities

💰 Pricing Strategy

Localization: 15-25% below US rates
Entry tier: AU$350/month (US$229)
Growth tier: AU$730/month (US$479)
Partner discounts: 20% first year
Payment terms: Quarterly options available

                    📣 Marketing & Demand Gen
                    Content: Monthly “SaaS Finance Leaders Forum”
Events: Quarterly Sydney/Melbourne roundtables
Digital: LinkedIn thought leadership campaign
PR: AFR/SMH coverage of ANZ launch
Partnerships: Co-marketing with channel partners

                

Execution, Scale & ROI

Building an efficient growth engine with clear financial returns

Revenue Operations Execution Matrix

Phase / Timeline	Revenue Targets	Operational Metrics	Team & Resources	Key Activities
Foundation Months 1-3	$60K new ARR <5% churn 105% NRR	60-day sales cycle CAC <$5K 20% win rate	Marcus (solo) HQ support $100K budget	ARR protection Quick wins Partner recruitment
Acceleration Months 4-6	$200K cumulative <3% churn 110% NRR	45-day cycle 30% partner pipeline Rule of 35	Marcus + contractor 10 active partners $150K budget	Partner activation Expansion focus Market presence
Scale Months 7-12	$800K+ total <2% churn 115% NRR	35-day cycle 60% partner pipeline Rule of 40+	3-person team 25+ partners $200K budget	Team building Process optimization APAC expansion
Dominate Months 13-18	$2M+ run rate Best-in-class 120%+ NRR	<30-day cycle CAC <12mo payback Rule of 50	5-7 person team 50+ partners Full P&L ownership	Market leadership M&A opportunities Regional expansion

12-Month Investment Plan

Category	Q1	Q2	Q3	Q4	Total Year 1
Personnel (Marcus)	$58K	$58K	$75K	$75K	$266K
Commissions/Bonus	$15K	$20K	$25K	$30K	$90K
Marketing/Events	$35K	$60K	$90K	$135K	$320K
Partner Programs	$20K	$50K	$85K	$135K	$290K
Travel/Operations	$15K	$24K	$32K	$42K	$113K
Additional Hires	–	–	$45K	$90K	$135K
Quarterly Total	$143K	$212K	$352K	$507K	$1,214K

                    📊 Financial Returns
                    Revenue: $800K+ Year 1 new ARR
Efficiency: 66% gross margin by Q4
CAC Payback: <12 months consistently
LTV:CAC: 3:1 minimum ratio
Break-even: Month 10 on cash flow basis

                

🎯 Operational Excellence

Philosophy: “Adopt, then Adapt” global playbook
Efficiency: Partner-enabled delivery model
Automation: CRM workflows and reporting
Support: Leverage US team for 24/5 coverage
Quality: Weekly pipeline reviews with HQ

📈 Scaling Triggers

Month 3: Hire CS if NRR <105%
Month 6: Add AE at $200K ARR
Month 9: Partner manager at 25+ partners
Month 12: Solutions engineer for enterprise
Month 18: Full country team (5-7 people)

                    🏆 Success Metrics
                    Revenue: 3x ARR growth in 18 months
Market share: Top 3 player in mid-market
Partners: 50+ active channel partners
Efficiency: Industry-best Rule of 40+
Strategic: 2-3 M&A targets identified

                

Strategic Execution Matrix

Priority / Phase	Revenue Protection ARR Stability & Growth	Partner & Channel Development Ecosystem Building	Customer Expansion Upsell & Land-Expand	Operational Efficiency Low CAC Growth Engine	Market Presence Local Trust & GTM
0. Discovery Phase Weeks 1-2 Foundation & Intel	Review $X ARR at risk Map customer concentration (80/20) Identify top 10 churn risks Document IFRS 15 pain points Calculate current Rule of 40 baseline	Study 800+ global partner playbook Map Big 4 + mid-tier contacts Research top 20 ANZ VCs/PEs Analyze Xero/MYOB ecosystems Review US referral commission model	Deep-dive existing ANZ base Map expansion white space Study usage patterns Identify cross-sell opportunities Document customer success stories	Learn Maxio RevOps architecture Master product capabilities Understand GTM playbooks Review pricing models Study competitor battlecards	Interview all ANZ customers Run market perception survey Map cultural buying nuances Analyze Chargebee positioning Research M&A landscape
1. Immediate Days 0-30 Stabilize & Quick Wins	Launch ARR Protection Audit Secure meetings with at-risk accounts Target <5% churn Close $30K in quick upsells Implement health scoring	Sign 3 MOUs with partners Launch IFRS 15 webinar series Meet 10+ accounting firms Pitch Blackbird, AirTree, Square Peg Create 20% referral program	Contact 100% of ANZ base Identify US→AU entity connections Launch customer health surveys Create ANZ pricing (15% below US) Schedule quarterly business reviews	Adopt global playbook locally Set up CRM workflows Build ANZ demo environment Create Rule of 40 dashboard Document 60-day sales process	Announce “Maxio Arrives in ANZ” Launch LinkedIn presence Join SaaS Alliance ANZ Begin customer outreach Map FinTech vertical players
2. Short Term Days 30-90 Build & Accelerate	Achieve <3% churn Launch Customer Health Program $100K new ARR Maintain 105% NRR Weekly churn reviews	10 active partners Close first partner-sourced deal 30% pipeline from partners Launch certification program Monthly partner webinars	Engage 6-10 expansion targets Launch usage analytics Create upsell playbooks Test pricing elasticity 20% expansion revenue	Build lean workflows 45-day sales cycles Offshore/hybrid delivery model CAC <$5K Weekly ops reviews	Host CFO roundtables Speak at SaaS events Publish thought leadership FinTech vertical campaign PR in AFR/SMH
3. Mid Term Months 3-6 Scale & Optimize	Maintain <2% churn $500K ARR run rate Predictive churn models 110% NRR Multi-year contract focus	25+ partners Big 4 partnership signed 50% pipeline from channel VC portfolio programs (5+) Partner advisory board	Structured upsell process Launch customer advocacy Cross-sell campaigns Enterprise tier targeting APAC expansion prep	Rule of 40 achieved 35-day sales cycles Automated reporting CAC payback <12mo Hire Customer Success Mgr	FinTech vertical dominance Launch HealthTech vertical Customer advisory group M&A target engagement (2-3) Awards submissions
4. Long Term Months 6-12 Dominate & Expand	$1M+ ARR Industry-best retention Predictive expansion models 120%+ NRR IPO-ready metrics	50+ partners 60%+ pipeline from channel Top 50 SaaS firms covered International partner leverage Channel profitability	APAC expansion launches $100K+ enterprise deals Multi-product adoption Strategic account program Customer-led growth	Rule of 50 trajectory Industry-best efficiency 5-7 person team Automated operations Best-in-class metrics	ANZ market leader 3+ verticals dominated M&A integration complete APAC HQ consideration Permanent GTM team

Risk & Mitigation

Anticipating challenges and building resilience

⚠️ Market Risks

Competition: Chargebee price war
→ Mitigation: Focus on enterprise features & compliance
Economic: Continued SME budget pressure
→ Mitigation: ROI-focused messaging, flexible terms
Currency: USD/AUD fluctuation
→ Mitigation: Multi-year locks, local pricing

                    🎯 Execution Risks
                    Ramp time: Slow initial traction
                            
→ Mitigation: Quick wins via existing base
Partner dependency: Channel concentration
                            
→ Mitigation: Diversify across 25+ partners
Talent: Hiring quality people
                            
→ Mitigation: Start solo, hire proven performers

📊 Financial Risks

CAC creep: Inefficient spending
→ Mitigation: Weekly CAC monitoring
Churn: Losing existing customers
→ Mitigation: 30-day protection audit
Cash flow: Long payment cycles
→ Mitigation: Quarterly payment options

✅ Governance & Controls

Weekly: Pipeline review with US sales
Monthly: P&L review with CFO
Quarterly: Board update on KPIs
Milestones: Clear go/no-go decisions
Reporting: Real-time CRM dashboards

Risk Assessment Matrix

Risk Category	Probability	Impact	Mitigation Strategy	Owner
Existing customer churn	High	High	Immediate 30-day audit & engagement	Marcus
Partner activation delay	Medium	High	Pre-signed MOUs, aggressive incentives	Marcus + HQ
Price competition	High	Medium	Value-based selling, ROI focus	Marcus
Talent acquisition	Medium	Medium	Start solo, hire after proof	Marcus + HR
Technology gaps	Low	Medium	Roadmap alignment with product	Product team

Next Steps

Clear path from discussion to execution

Immediate Action Plan

Week 1

Alignment Meeting

Finalize KPIs and success metrics
Agree on compensation structure
Define reporting cadence
Set onboarding schedule

Week 2-4

US Onboarding

Shadow sales & CS teams
Master product capabilities
Review global playbooks
Access CRM and tools

Day 30

ANZ Launch

Press release announcement
Customer protection audit begins
Partner outreach initiated
First customer visits scheduled

                    🤝 Proposed Structure
                    Role: Country Manager / VP Sales ANZ
Base: AU$260-280K ($170-185K USD)
Variable: 40-50% OTE on ARR targets
Equity: Options vesting over 4 years
Authority: Full P&L ownership by Month 12

                

📋 90-Day Deliverables

Complete ARR Protection Audit
Sign 5+ partner agreements
Build 50+ opportunity pipeline
Close $60K+ in new/expansion ARR
Deliver ANZ market playbook v1

🎯 Success Criteria

Month 3: <5% churn, 3 new logos
Month 6: $200K ARR, 10 partners
Month 12: $800K ARR, hire decision
Month 18: $2M run rate, profit positive
Long-term: ANZ market leadership

                    ✅ Mutual Commitments
                    Maxio: Product support, US resources
Marcus: 100% focus, relocation ready
Timeline: Start within 30 days
Reviews: Monthly check-ins with CEO
Flexibility: Adapt based on results

                

Ready to Win ANZ Together

With your platform and my execution, we’ll build ANZ into Maxio’s next growth engine

Let’s Connect Call Marcus: +1 470 530 3635