Arne joined Funnel in November 2021 as an SDR in Stockholm. Since then, he’s navigated the transition to an RDR role and taken on the challenge of being a part of establishing Funnel’s APAC presence when he moved to Sydney in April 2023. In this blog post, he reflects on refining sales processes for a new market, his current role as a Product Advocate supporting free-plan users, and the collaborative spirit that fuels cross-continental teamwork at Funnel.

You began your Funnel journey in Stockholm and are now based in Sydney. Tell us about your journey.

I joined Funnel in November 2021 at our Stockholm HQ as a Sales Development Representative (SDR) after completing my master’s in Strategic Entrepreneurship in Sweden. Originally from Germany, I had previously lived in Australia, the Netherlands, and Norway before settling in Sweden. Funnel’s SDR role felt like a perfect fit, and later, when our BDR and SDR teams merged into the Revenue Development Representative (RDR) role, I embraced the expanded responsibilities.

Then, when Funnel planned to open a Sydney office, the opportunity arose to join the team there temporarily. In April 2023, I moved to Sydney to help establish our presence in APAC. It’s been rewarding, as I’ve had the chance to refine sales processes, navigate the APAC market, and work closely with an amazing team here. Recently, I transitioned from a dual RDR and Product Advocate (PA) role to focus solely on assisting our free-plan users, helping them explore the product’s potential and succeed in the long term.

How did your experience in Sydney compare to your expectations?

My time in Sydney has been amazing, and I’ve really enjoyed every moment here. I spend as much time outdoors as possible, taking full advantage of the lifestyle. The experience has exceeded my expectations, both in terms of work and the overall vibe. However, the “Australian winter” did take me by surprise. It felt a lot colder than I expected, even though I’d visited before as a backpacker. Still, with Sydney boasting around 300 sunny days a year, I really can’t complain, especially after experiencing Sweden’s long, dark winters!

What are some of the challenges you faced while working in Sydney?

Moving to a new city can be daunting, but having a great team made it much easier. I’ve been fortunate to have fantastic colleagues in Sydney, and together we’ve explored the city, attended Australian football games, and checked out some amazing restaurants and bars, which helped smooth the transition.

Over time, my social circle grew beyond work. One of the perks of a longer assignment abroad is the chance to settle into local routines and build habits. I joined a run club and played beach volleyball weekly, which has made me feel more connected to the local community.

Of course, there are challenges as well. Being the only representative of my team here and managing a dual role keeps me busy, so time management and task prioritization are essential. Coordinating meetings and communication with our other offices can also be tricky with the time difference.

Your journey from RDR in Sydney to Product Advocate is fascinating! Can you share what your role entails and what a typical day looks like?

A typical day for me always starts with checking email, our CRM, and Slack notifications. Due to time zone differences, many notifications come in outside of my working hours, so it’s important to review and respond promptly. After that, I have several meetings each day with potential clients and free-plan users, addressing questions on platform features, walking through functionalities, discussing pricing, and providing support. I also help run trials for users looking to expand their use of the platform. Some questions get quite technical, so I often consult with our Support and Solutions Consultants to provide accurate responses.

Throughout the day, I also proactively reach out to certain accounts to initiate meaningful conversations and showcase the value of our solution. This role has been an incredible learning experience, as each use case is unique and the product continuously evolves, which keeps me on my toes. Since the free plan is relatively new at Funnel, it’s exciting to be at the forefront of this initiative and feel connected to the energy surrounding it.

What are the key differences between the APAC and European markets?

In my experience, the APAC market differs quite a bit from the European market. Many companies here are still in the early stages of adopting advanced marketing reporting, and it is not yet as highly prioritized as in other regions. However, there are some notable exceptions, with certain companies having very mature and sophisticated marketing setups. I’ve already noticed significant strides in market maturity since we first arrived, which is a promising trend.

Cultural differences also play a big role, requiring adjustments to conversations to ensure they resonate. Overall, I’d say the approach in APAC, especially in Australia, tends to be more informal and relaxed compared to EMEA.

Read more about our Sydney office here!