Events » International Market Strategy Business Class (MLB)

Preparing for Market: Developing & Maximising Your International Market Strategy

Are you looking to seriously explore your opportunities in the international market arena?

In this four-hour Melbourne business class a panel of industry experts will give you practical insights into defining and aligning your business and international marketing objectives and formulating your international market strategy. They will also assist you in identifying your target markets, give you the tools to successfully pitch and sell your projects and understand how to approach government assistance programs. This Business Class will be split into three distinct areas:

Creating Your Market Strategy with Ian Murray, Untangled Octopus

Ian will talk you through the critical elements of a great market strategy including:

  • Articulating your personal and business brand;
  • Defining and aligning your business objectives and international market strategy;
  • Consistency and cadence of marketing messages;
  • Defining your target markets and potentials clients;
  • Measuring your success.

Features to TV formats - Who’s Buying? Which market? Where and How?

Richard Harris, Screen Australia; Mark Lazarus, Arclight Films; and Miriam Stein, Hatch Entertainment will discuss:

  • Strategies for approaching the international market for your feature film, scripted and non-scripted TV project, from financing to selling;
  • How can Screen Australia help?
  • Market testing your ideas before financing;
  • Pitch Perfect: Preparing to pitch & creating great marketing materials;
  • Creating a buzz – the value of pitching competitions;
  • Selling into the USA: Do you need an agent? How do you get one?
  • Finding and working with international partners: distributors, sales agents, broadcasters and co-producers;
  • Making the most of your market experience;
  • Follow up and being the ultimate closer.


Warren Cross, Export Incentives; John Bernie (Sydney) and Raymond Radice (Melbourne) Export Market Development Grants, Austrade.This team of experts will share invaluable insights on how to best prepare for and approach EMDGs (Export Market Development Grants) to assist you in supporting your international market activities.

DATE: Thursday, 26 March 2015
TIME: 1.00-5.00pm
VENUE: Holding Redlich, Seminar Room, Level 8, 555 Bourke Street, Melbourne VIC 3000

Members: $90 | Non-Members: $150

Cancellation Policy: Refunds are given for any cancellations made up to 48hrs prior to the Breakfast Briefing, and are subject to a 25% administration fee. Refunds are not given after this period.

We do not accept AMEX.


Ian Murray Ian is the former COO of the branded content business Brand New Media and subsequently COO of the television production company Freehand Productions prior to founding Untangled Octopus, an advisory firm specialising in the creative industries. Ian is an experienced, hands-on media executive who has worked in both public and private businesses and advises many of Australia’s top television production, music, design, advertising, and entertainment companies. He has a passion for all things digital, and Ian holds a Bachelor of Business from the University of Technology Sydney.

Mark is a highly-experienced production and development executive and award-winning feature film producer. He is currently Head of Creative & Acquisitions for Australia at Arclight Films and is in early pre-production on the feature film, Jungle, starring Kevin Bacon and to be directed by Greg McLean. He was previously a drama investment manager at Screen Australia where he worked on such films as Patrick Hughes’ RED HILL, Kimble Rendall’s BAIT 3D, recent Sundance phenomenon THE BABADOOK, upcoming Simon Pegg-starrer, KILL ME THREE TIMES, the Spierig Brothers’ time-twister, PREDESTINATION starring Ethan Hawke and Julius Avery’s SON OF A GUN starring Ewan McGregor, among others. He also supervised Screen Australia involvement on a raft of high-profile television drama series including the INXS Miniseries, and NEVER TEAR US APART from Shine and Network Ten. Mark also worked on several children’s television series for the organisation. At SA, he worked on the projects of a wide range of talented Australian and international filmmakers, including PJ Hogan, Jerry Zucker, Stephan Elliott and Anne Fontaine.

Mark’s most recent producing credit is The Loved Ones, winner of the Cadillac People’s Choice Award for TIFF’s Midnight Madness sidebar in 2009. His previous films include Restraint, directed by David Denneen (2008) and Australian Rules (Sundance, Edinburgh Film Fests 2002, International Humanitas Prize Finalist 2002, Australian Film Institute and IF best picture nominee).

Mark has had several film executive positions as well. In 2007/08, he was a project manager in the film development branch of the Australian Film Commission. Before that, he was executive producer of Filmgraphics Entertainment. He was also head of development and acquisitions at Ocean Pictures where he acquired Phillip Noyce’s Rabbit-Proof Fence. His first executive appointment was as creative affairs executive at Fox Icon Productions (20th Century Fox and Mel Gibson’s Icon Productions joint venture).

Mark was born in the USA, attended Duke University, and lives in Sydney.

Miriam has spent 25 years in the production industry. An Australian Film Television school graduate, she was a SPAA policy advisor, worked in TV and film, has been an international market regular, intimately knows the industry, has a strong local and international network of contacts and has strong business, creative and entrepreneurial skills.

She started her own production company Tama Films Pty Ltd in 2001, where she produced the feature film, Hey Hey It’s Esther Blueburger starring Danielle Catanzariti and Oscar nominees, Keisha Castle-Hughes and Toni Collette, which premiered in competition at the 2008 Berlin International Film Festival, released in Australia by Miramax Films and sold in over 20 territories and appeared in hundreds of film festivals. Miriam was Associate Producer on Accidents Happen starring Geena Davis and Executive Producer of Monkey Puzzle.

In 2011 she began working on a content business with Greg Logan and in 2012 they launched Hatch Entertainment. They co-created and produced the one hour scripted comedy pilot called The Very Trevor Ashley Show for SBS, which aired in May 2013.  They won the 2013 MIPFormats International Pitch Competition in Cannes with their music format Big Again, which is being distributed by Warner Bros International Production and their latest format Clean Slate has been optioned to U.S. company, Good Clean Fun. Their talent and focus is format creation and they are working with distributors, broadcasters and production companies in Australia, USA, UK, China & Italy. Hatch is represented by Creative Artists Agency (CAA).

Richard Harris took up his current role in March 2015. Prior to this he was CEO of the South Australian Film Corporation (SAFC) for seven and a half years.

As SAFC CEO Richard introduced a suite of initiatives and programs that underpinned a resurgence in local production levels and built the creative and production company base in the state. In particular, he created FilmLab, the development program which nurtured a new generation of South Australian talent and resulted in films such as 2014 Sundance and Berlin Golden Bear award-winner 52 Tuesdays, 2011 Sundance-selected Shut Up Little Man! An Audio Misadventure and 2014 SXSW hit The Infinite Man, among others.

He also oversaw the construction of the state-of-the-art facilities at Adelaide Studios which have hosted a range of feature and television productions including The Babadook, The Rover, Tracks, ANZAC Girls, Sam Fox: Extreme Adventures and Deadline Gallipoli, and provided post-production services to films such as Wolf Creek 2, All This Mayhem and Charlie’s Country.

Prior to taking up his role at the SAFC Richard was the Executive Director of the Australian Directors Guild for nine years.

His previous experience included policy positions at the Screen Producers Association of Australia and at the Australian Film, Television and Radio School.

He has taught media policy at the University of Sydney and is the author of the Currency Press publication Film in the Age of Digital Distribution. In 2007, he was labelled by Variety as one of 20 global film executives to watch and in 2010 was listed as one of Australian industry magazine Encore’s ‘Power 50’.

Screen Australia’s Business and Audience Department

• Backs individuals and businesses to maximise opportunities for success through the provision of enterprise funding, targeted P&A and distribution grants and international market support.
• Assists proven Australian talent to reach their potential by providing marketplace expertise and facilitating career development.
• Promotes a vibrant screen culture in Australia through support for key industry events.

Warren Cross is a lawyer, who has worked in the arts and entertainment industry for over 30 years. A graduate of Sydney University Law School, and former partner in national law firm Gadens, he has advised some of Australia’s leading exporters of intellectual property, technology and services. He is currently CEO and Senior Legal Counsel for Export Incentives Pty Ltd, a division of Cross & Co Lawyers. After launching the firm in 1992, he pioneered the use of the Export Grant Scheme by “intelligent”  exporters. His submissions for clients Sydney Dance Company, Australian Ballet, Sydney Symphony and Belvoir Street Theatre, led to their net overseas touring costs being accepted as eligible expenditure for the first time. He also secured EMDG eligibility for Australia’s leading independent film producers. He has authored numerous submissions addressing regulatory and revenue issues affecting SME exporters and been widely published. His keynote speech to the MIDEM Music Conference in France was lead editorial in US music industry bible Billboard. He is the only Australian lawyer to be a chapter author in New York based Clarke Boardman’s Entertainment Industry Handbook. He has acted for some of Australia’s most successful intellectual property exporters, as well as being an advisor to the Australian Commonwealth Government and a Board Member of the Export Council of Australia.

Raymond Radice is a Senior Grants Auditor (VIC/TAS) with Austrade. Austrade is the federal governments trade commission for Australian exporters responsible for administering the Export Market Development Grants (EMDG) scheme. Raymond is a member of the Institute of Chartered Accountants and has worked with a diverse range of companies across many different industries during his 5 years at Austrade. Previously Raymond has worked for companies such as Ernst and Young, Phillip Financials KK in Japan and Topdeck Travel throughout Europe’