The document discusses eHarmony's expansion into global markets. It describes eHarmony as a pioneer dating brand founded in 2000 that uses a matching service rather than profiles and pictures. The document then discusses: 1) eHarmony's organic expansion into markets like the UK, Australia, Brazil, and Japan as well as its investment in eDarling in Europe. 2) Some of the key considerations for entering new global markets like choosing the right markets, deciding between organic expansion vs partnerships, and challenges of setting up local offices and hiring local talent. 3) The main issues around global vs local sales and marketing approaches, validating customer propositions in new markets, determining how local the brand needs to

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5. eHarmony – Going Global
NOAH Conference, November 2011

6. Who we are...
• Founded in 2000 by Dr Neil Clark Warren
• Pioneer brand - evolved market with a true
matching service
• Business model – matchmaking, not pictures
and profiles; $200m+ revenue
• International:
• Organic: UK, AU, Brazil, Japan
• Significant investment in eDarling in Europe
•Competitors:
• Match/Meetic, Parship, Elitepartner
• Increasingly fragmented mobile and social
landscape of dating players

7. Going Global: Getting Started…
• Which markets? Why eHarmony chose Brazil and Japan for
organic...
• Organic vs. JV/Licensing vs. Minority Investment - Pros/ Cons of
each
• Key considerations and challenges:
– Local offices
– Hiring – Local talent
– Creating a global culture and company
• Can you keep perspective on the long-term? The road to
profitability can be a long and tricky one...

8. Sales & Marketing: The Key Issues…
• Global or Country by country? Can one
size fit all?
• Launch smart: validating a customer
proposition in a new market
• Brand: How local do you really need to
be?
• It’s a channel story….

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