00:00In a world where selling online everywhere requires both simplicity and compliance,
00:06an integrated approach makes all the difference.
00:09That's what we're about to discover with Nextway from the Royal Monceau in Paris.
00:30Hello Pierre-Henri, thank you so much for being with us.
00:41You're the Vice President of Global Accounts at Nextway, so first question obviously, what's Nextway?
00:47Nextway is a company as a global sales enabler. You really have to see Nextway as go-to-market
00:53enabler for software video games producers, digital content providers, manufacturers to
00:59some extent. So we provide all-in-one solutions to help them distribute and resell the products
01:04globally all across the world through one single integration with one platform, Nextway.
01:09So what personally led you to join this adventure?
01:12Actually, it started more than 10 years ago for me, started with marketing side,
01:16developing my skills, then leading to some very important deals for Nextway with Fnac,
01:21French company, French bricks and mortar. And that led me to join the sales team,
01:25then leading the sales team, and then regrouping both existing accounts plus new business activities.
01:31And could you explain to us in simple terms what the Merchant of Record model is exactly?
01:37Merchant of Record and the beauty behind the model of Merchant of Record is relying on one
01:41partners to basically handle the whole complexity of your online sales enablement, right? We allow you to
01:50rely as a partner on your product, making sure that you do the best products you can while
01:56Nextway will take care of the whole distribution part, right? Reselling locally in more than 140
02:02countries in local currencies with local customer support, handling local taxes, local invoicing, etc.
02:10You already talked about payments, taxes, invoices, but how does Nextway make it easier to sell across
02:16different countries? Exactly. You really have to see Nextway as a combination, a mix between
02:21e-commerce capabilities, so in-house developed platform for handling the whole and full stack of
02:27e-commerce management, plus bringing the Merchant experts, meaning tax experts, legal experts,
02:33compliance experts, and of course e-commerce experts that will help you run the platform for you.
02:39You really have to see Nextway as your AdSource Payment team, e-commerce team, making sure that we
02:45deliver the best experience and the best purchase flow for your users. I would like to know in what
02:52way does your solution stand out from your competitors? Nextway's course is really a wide-glove approach,
02:59meaning that we do the extra miles for our partners. We understand that migrating from one existing e-commerce
03:05solution can be complex, expensive, and long. We take on to us, let's say, the responsibility and the
03:12bearer of the efforts to make sure the transition is smooth, and we bring consulting experts to make
03:19sure this happens as smoothly as possible. So you help the transition, right? We do help the transition,
03:24and most of the time we help them achieve their goal, right? Which can be e-commerce performance,
03:30optimization of the conversion of the lifetime value of their users. That can be global expansion,
03:36testing new business model, testing new business line. We handle, of course, subscription for sure,
03:41but also pay-per-use, and also enabling one ecosystem. We're managing their B2C, B2B sales,
03:49B2B2C marketplace distributions. Everything. Everything, yes, basically. And we help them embrace
03:56this whole complexity through one single integration, one single point of contact nextway.
04:01Okay, and how do you support your clients with subscriptions and long-term growth?
04:05In a world where acquiring new users, especially paid users, for subscription is ever more expensive
04:13and complex, we make sure that every marketing expense you're going to make as a company will
04:21be improved and optimized. So we enhance what we call the customer lifetime value, meaning that making sure
04:27that each and every acquired users will renew as much as they can, increase and upgrade as much as we can,
04:33and make sure that we get the most out of it.
04:36And in your point of view, what defines Nextway's success today and maybe tomorrow?
04:41I would say it's our understanding of the market and of this ever-growing complex world, right?
04:50We were discussing the fact that these rules, the compliance rules related to all topics of online sales,
04:56right? Compliance related to data management, which is key right now with all the GDPR and all this stuff
05:02related to data protection. Compliance related to tax, tax is getting ever more complicated.
05:08Invoices, right? We have e-invoicing coming very soon in Europe and getting mandatory for in almost
05:15all countries. So you really have to have a local approach. Each and every market is different.
05:20We see this future. We see all this complexity. We anticipate it and we help our partners to,
05:26to, let's say, to be compliant through us. And obviously you adapt and to such a fast changing
05:33environment also. Thank you so much, Pierre-Henri. It was a pleasure having you here. Thanks a lot.
05:41Staying competitive means making the global experience simple for the customer and secure
05:47also for the company. Thank you for that. See you soon on Forbes.fr.
05:56Bye-bye.
05:59Bye-bye.
06:15Bye.
06:19Bye-bye.
