Marcus Weber Profile — Quick Win Guide

Meeting Purpose: Presentation of EU Compute Ecosystem concept. Positioning Promwad as EU-based partner for rapid European market entry. Make Marcus an internal Promwad champion at EdgeLink Systems.

How to Win the Meeting in 2 Minutes

What to Do

  1. Speak the language of markets and regulations, not technologies

    • Show concrete numbers: "€X million lost revenue in EU", "Y% EU customers require Linux"
    • Demonstrate understanding of EU regulations: CRA compliance, CE marking, cybersecurity standards
    • No vague promises — only measurable market impact and regulatory clarity

  2. Show understanding of his regional challenges

    • Demonstrate knowledge of US-based company problems in EU (regulatory barriers)
    • Emphasize experience working with EU OEM customers and their requirements
    • Respect his focus on market penetration and compliance

  3. Come with ready compliance solutions

    • Not just ideas, but structured approaches to CRA compliance
    • Proven ecosystem enablement models (Toradex reference)
    • Ready processes for EU market entry with regulatory roadmap

  4. Focus on market entry speed

    • Show staged approach (BSP → carrier boards → compliance)
    • Demonstrate fast time-to-market through ready solutions
    • Traceability from market opportunity to revenue

What to Avoid

  1. Technology focus without market context — he values market impact, not technology for technology's sake
  2. Ignoring EU specifics — need to understand regulatory requirements and cultural differences
  3. Lack of compliance roadmap — need clear plans for CRA, CE, cybersecurity
  4. Strategy change without market validation — show customer feedback and market signals
  5. Vague market penetration promises — only specifics with numbers and timelines

Personality Profile

Marcus Weber — EU Regional Director at EdgeLink Systems (since March 2021), former regional sales director and EU compliance consultant.

Education and Academic Path

  • Master of Engineering (2010) — Technical University of Munich (TUM)
    • Specialization: Embedded Systems with focus on industrial IoT
  • MBA (2015) — INSEAD (Fontainebleau)
    • Specialization: International Business, focus on EU-US market dynamics
  • Current Position: Guest Lecturer at TUM (part-time), teaches course "EU Regulatory Framework for IoT"
  • Certifications: CE Marking Expert (2018), GDPR Compliance Officer (2019), IEC 62443 Cybersecurity Specialist (2020)

Work Experience and Projects

  • "EU Market Entry" Project: Launched EdgeLink Systems EU market penetration program — increased EU revenue from 15% to 25% in 2 years through ecosystem enablement
  • Regional Projects: EU OEM partnerships, regulatory compliance, market development
  • Publications: 3+ articles in industry journals (Embedded Systems Design, IoT World), including research on EU regulatory compliance for US companies
  • Consulting: Worked with 5+ US-based embedded companies on EU market entry (2016-2020)
  • Standardization: Active participant in EU IoT standardization working groups (ETSI, CEN-CENELEC)

Domain Areas

  • Industrial IoT & Edge Computing: Compute modules, embedded systems, carrier boards
  • EU Market Development: OEM partnerships, regulatory compliance, ecosystem enablement
  • Cross-border Business: EU-US coordination, cultural bridge, regulatory navigation

Scientific Specialization

  • EU regulatory frameworks (CRA, CE marking, cybersecurity standards)
  • Market development and ecosystem enablement
  • Cross-cultural business development

Work Style

  • "Market > technology" — market-oriented approach, requires market validation
  • Regulatory discipline — compliance-first mindset, requirement traceability
  • Staged approach — BSP → ecosystem → compliance, managed risk through market validation
  • Partnership leadership style — ecosystem building, OEM relationships, market development

Roles and Influence

  • Makes EU strategy decisions — key decision-maker in market penetration
  • Responsible for EU revenue — measures and optimizes market share, customer acquisition
  • Bridge between US HQ and EU market — solves regulatory barrier and cultural difference problems

Psychological Profile

Cognitive Style

  • Market-oriented: Loves market data, customer feedback, competitive analysis. Reacts poorly to technology proposals without market context
  • Systemic: Sees connections between products, markets, regulations. Values holistic approach to market entry
  • Incremental: Managed risk, step-by-step milestones. Doesn't like "big bang" market entry without validation

Motivation

  • Market penetration and revenue > technological innovation
  • Passion for markets: "I love opening new markets, building partnerships, seeing measurable growth"
  • Respects partners with market expertise — not just technology, but understanding of markets and regulations

Values

  • Proactivity, market focus, compliance — values these qualities in partners
  • Market and metrics — important: customer feedback, market signals, measurable results
  • Reproducibility and scalability — everything must be structured for market expansion

Agreement Triggers (what will make him act)

  1. Structured market entry plans — not just ideas, but ready roadmaps with metrics
  2. Clear market metrics: Revenue potential, customer acquisition, market share — concrete numbers
  3. "Compliance-ready" solutions — ready for EU regulatory approval
  4. Time-to-market reduction — measurable acceleration of EU market entry

Stop Factors (what will push him away)

  • Technology focus without market context — won't believe without understanding market impact
  • Lack of compliance roadmap — need plans for CRA, CE, cybersecurity
  • Ignoring EU specifics — values understanding of regulatory requirements and cultural differences
  • Strategy change without market validation — need customer feedback and market signals

How to Communicate with Him

Communication Style:

  • Market-expert leadership — he is a market expert himself, values when spoken to in his language
  • Let him speak 60% of the time — he loves sharing market insights and challenges
  • Listen to his market pain — he will tell about penetration problems if given space

How to Interest:

  • Show market data from your experience — customer feedback, competitive analysis, revenue projections
  • Demonstrate understanding of his context — EU regulations, OEM requirements, market dynamics
  • Come with ready market entry plans — roadmaps, compliance strategies, ecosystem models

How to Make Him an Internal Champion:

  • Position him as Market Owner — he owns EU market, you are strategy executor
  • Give him metrics for C-level — he can show measurable market results to management
  • Help him with EU partnerships — propose joint initiatives with EU OEMs (strong ecosystem)
  • Close his pain points — compliance, ecosystem enablement, market penetration — he will become your advocate

Strengths (where to hit)

  • Deep understanding of EU market and regulations — speak his language
  • Systemic thinking — show holistic market entry solutions
  • Evidence-based approach — always with market data and metrics
  • Regional background — trust credit, but need to prove execution capability

Weak Spots (our opportunities)

  • Enhancement zone: mature processes Linux BSP development, carrier board design, CRA compliance
  • Embedded Linux expertise deficit — can close with our resources
  • Regulatory barrier problem — we can offer ready compliance solutions
  • "Product to market" problem (time-to-market) — we accelerate this path through ecosystem enablement

What They Have

  • Products: Embedded IoT solutions, compute modules (EdgeCore), industrial gateways, software platforms
  • Clients: OEM manufacturers, industrial companies, data centers, government sector
  • Expertise: Embedded systems, Qualcomm SoM integration, Android BSP
  • Reputation: US-based embedded solutions provider, NDAA/TAA compliant

What They DON'T Have (critical vulnerability!)

  • Linux BSP for EU market — 50%+ EU customers require Yocto/BuildRoot, but they only supply Android
  • EU CRA compliance — not familiar with EU Cyber Resilience Act requirements
  • Carrier board reference designs — each EU OEM must develop from scratch → 6-12 months delay
  • EU ecosystem enablement — no "Toradex model" for quick EU customer start

Risk: Without these competencies they lose €5-10M/year in EU OEM segment and cannot compete with Toradex/Variscite. This is his pain point — he understands market opportunity, but doesn't know how to quickly close it through internal resources.

Contacts

  • Email: [Anonymized]
  • Phone: [Anonymized]
  • LinkedIn: [Anonymized]

Note: Document is a working hypothesis based on open data. At first meeting we clarify priority EU market segments, OEM requirements, and current regulatory challenges. Then adapt proposal to his real market penetration needs.