Plan To Succeed – Going Through Channels Part II

Common Pitfalls in Recruiting International Distributors   The sad truth is that most international channel partners do not actively sell the products they represent.  In order to succeed you need to have a careful selection process to identify and qualify the best prospective partners   When a company decides to take its first steps towards…

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Plan To Succeed – Going Through Channels

Why Resellers Don’t Sell    Properly structured and supported, indirect channel are often the fastest, most cost-effective way for a company to scale its business overseas.  But, the fact is – most resellers don’t sell.  And the reason they don’t sell has much more to do with you than your technology, the marketplace or the…

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Plan To Succeed – Going Direct

Setting up an Office Overseas   Setting up an overseas subsidiary may be the right move for some companies, but it is not a decision to be made without careful consideration.   One of the most important decisions management will make when it decides to expand internationally is whether or not to set up an…

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Plan To Succeed – International Market Selections – Does Size Matter?

When going international many companies automatically go after the largest markets, but this is often a mistake.     When a company makes the commitment to expand internationally, one of the first, critical questions they face is that of market selection.  Success or failure in the first foreign foray will often determine whether the effort…

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Plan To Succeed – What Does It Take To Succeed

WHAT DOES IT TAKE TO SUCCEED?   Going international will take time and resources. It will require at least the same thought and preparation that would go into product development. Most software companies have a comprehensive product development plan that takes them through a logical process: Concept – establish objectives Feasibility analysis – will it…

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Plan To Succeed – International Market Selection – Does Size Matter?

International Market Selection – Does Size Matter?   When going international many companies automatically go after the largest markets, but this is often a mistake.     When a company makes the commitment to expand internationally, one of the first, critical questions they face is that of market selection.  Success or failure in the first…

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101 Questions every company should ask before going international

 Introduction Going international requires careful thought and planning.  When it is done properly it will accelerate revenue growth, add significantly to the bottom line, and ultimately make a company more valuable in the eyes of investors or potential acquirers.  However, many companies underestimate the challenges, as they rush out to set up offices and recruit…

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