A Global Metric for B2B Sales – how do your sales measure up?

As B2B companies look for areas of growth, going global and looking at emerging markets comes to the top of the list these days. The US economy has been on a good run from last year into 2012 but Europe is a big question mark.  Sizing up market estimates, sizes and plans is always a challenge.

One metric that can be used is to look at the revenue of the leading companies — The Global 5000. These companies represent approx $43 trillion of revenue, a major footprint across the globe. If we assume that B2B sales & marketing want to sell to these companies, most of the decisions will eventually be made at HQ … the home country of these corporations.  If your organization’s sales mirrored the global B2B market, the breakdown would look something like this:

• US 35.7%
• other Americas 3.2%
• EMEA 32.1%
• AsiaPac 29.1%

Every company will group their geographies differently and of course their business results, target markets and customer base will be different. Here are some examples of companies and their % of revenue by geographic regions:

Oracle Corp

• Americas 51.5%
• EMEA 32.3%
• AP 16.2%

BASF

• North America 20.6%
• Europe 53.1%
• AP 20%
• ROW 6.4%

United Tech

• US 52.6%
• Europe 21.8%
• AP 16.2%
• Other 9.3%

Sojitz Corporation

• Japan 67.7%
• Americas 4.4%
• Europe 3.4%
• other Asia 20.8%
• ROW 3.7%

Accenture

• Americas 44.2%
• EMEA 42.6%
• AP 13.3%