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Most companies underestimate what is involved in going international.
There is the question of direct sales versus indirect. And
if you go indirect with a channel of distribution, there are
value-added resellers, system integrators, dealers, resellers
and agents. A truly International consulting firm must know the difference and be able to give the kind of advice a company needs to decide which approach to take.
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| ENTERING
AN ASIAN MARKET REQUIRES: |
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Understanding
dramatically different business cultures and practices |
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Creating
a market for channels to sell into |
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Selecting
channels with technical, market reach and financial
strength to properly partner with you |
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Managing
channels on a daily basis - it is harder than managing
US channels |
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Delivering a whole product that is appropriate for
the Asian market |
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Building
success stories and market traction |
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| AND
YOU HAVE TO DO THE FOLLOWING: |
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Market
Research |
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Strategy
and Business Plan |
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Market
Coverage Strategies |
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Country
Selection |
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Channel Selection and Set up |
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Distributor
Contract |
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Country
Implementation |
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Distributor
Management |
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Add
Distributors and/or Countries |
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To
sign up a distributor is easy. But to break a contract
and leave an unprofitable one may be difficult and
expensive. Like a marriage, choose your partner carefully.
Call the expert. iga helps you strategize, implement,
and manage a successful network of channel of distribution. |
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| iga
helps you: |
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Create channels of distribution that achieve business
goals, penetrate new markets and launch new product. |
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Develop
and nurture strong channel relationships. |
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Determine
the best structure of the network. |
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Delineate
the tasks to be performed by the channel partner
based on customer needs. |
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Identify
“eagle” channel partners, and establish
and maintain profitable relationships with them. |
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Manage
and defuse conflict among channel partners. |
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Understand
the perilous legal issues involved in channel of
distribution. |
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Structure
your sales organization to sell in niche market. |
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Prepare
for new and emerging trends. |
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| iga
employs a proven approach to help US companies successfully
enter Asian markets through aggressive channel marketing: |
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Product positioning based on market and competitive
assessment |
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Systematic
country selection |
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Channel
selection |
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Delivery
of whole product to enhance channel productivity |
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Sales
programs focused on channel management to drive
revenue and market share growth |
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Implementation
of “market creation” programs |
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Coordination
of pre and post-sales support |
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Executive
recruitment of local team |
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Development
and execution of success metrics |
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| iga
delivers effective sales management training to channels
to insure optimal revenue growth and return on investment: |
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Design
and implement channel revenue forecast management
process |
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Manage
sales cycle process |
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Prepare
probability assessment worksheets |
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Aggressive
account planning process with channels |
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Define
end-user qualification and best fit profile |
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Prepare
sales presentation including: |
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Differentiation,
pain points, solution, ROI, case studies |
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Standard
proposal |
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Agreements/Contracts
for Partners and Licenses |
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Case
examples / success stories |
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| Channels
do not create markets. They sell into markets. iga coordinates
aggressive market and demand creation programs for our
clients: |
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Competitive
analysis |
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Collateral
and materials |
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Lead
generation activities |
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Drive
product requirements for local market |
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Product
positioning |
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Determine
whole product offering for each Asian market |
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Marketing
plan to support sales |
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Marketing
initiatives |
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Lead
generation activities including “seeding”
strategy |
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Training
Program (internal and external) |
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| Finally,
successful sales growth demands that vendors deliver robust
support. iga provides: |
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Coordination
of local pre- and post-sales support |
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Training
local team |
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Sales |
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Pre-sales
technical |
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Post-sales
technical |
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Installation
and implementation |
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End-user
usability |
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