How T o Succeed in International Business Introduction Mathieu - - PowerPoint PPT Presentation

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Sep 25, 2022 175 likes •432 views

How T o Succeed in International Business Introduction Mathieu Nicodme 20 years of International Sales Worked in Europe, Latin America, US, Asia and Middle East Enjoy the field T odays Presentation How to expand your

SLIDE 1

How T

Succeed in International

Business

SLIDE 2

Introduction

 Mathieu Nicodème  20 years of International Sales  Worked in Europe, Latin America, US, Asia

and Middle East

 Enjoy the field

SLIDE 3

T

day’s Presentation

 How to expand your business

internationally

 A check list of important aspect to

consider

 A few advices regarding the inevitable

questions raised by international partners and distributors

SLIDE 4

A Journey

SLIDE 5

A Journey in 1987

SLIDE 6

A Journey in 1987

If you don’t go, you don’t know!

SLIDE 7

A Polish Company: Podróż

 Polish SMB less than 50 employees  Successful in Poland right now  Develop their own solution  Consist of hardware and software  Subscription/Service model possible  B2B market  Standalone solution  Can be integrated

SLIDE 8

Podróż wants to go International

 How to make it work?  How to make it worth?

SLIDE 9

Where to go

 SWOT  What is the competition doing?  What kind of price do they have?  What is their distribution model?  Identify the best potential  Take advantage of incoming demands

SLIDE 10

Prepare

 Everybody must be on board  Translate and adapt :

Marketing material
Sales material
Invoices and certificate

 Specific norms / Usage?  Define your first customer

Sector / Type / Name

 Integration capacity (Manual, API, SDK)  Local marketing event targeting your

prospects

SLIDE 11

Why a local partner?

 Important for Support / Sales / Marketing  Language and culture  Customers from your target group  Will assume part of the financial risk  Will be instrumental is adapting your

marketing and communication within the local market

 POS with other solution related

SLIDE 12

Contracts

 First contract should be simple and

straight to the points

 Quantities should be mentioned  Exclusivity:

Time limited
Territory/Sectors restricted
Quantity/Success motivated

SLIDE 13

4 types of partners – part 1

 Distributors

To sell quantities over reseller and/or

customers

Will expect marketing investments and fast

selling

 Integrator

To sell solution within a project
Could be one shot, could be with every

project

Hard work but rewarding eventually

SLIDE 14

4 types of partners – part 2

 Local Sales Office

Dedicate one or more Sales People to market

the solution

Usually ask for a retainer (3 to 5K a month)

and kick back on sales

Will ask for exclusivity

=> Can be a good solution to start a market but it is rarely a miracle solution. Be present, be active and do not waste time to reconsider

SLIDE 15

4 types of partners – part 3

 VAR

Real money via the integration and/or the

support

Should be interested in the subscription.
Need a well documented API/SDK
Will require good support for development

=> If the model is right this is a win-win situation

SLIDE 16

SELL !

SLIDE 17

T

sell

 Be close to the sales process to

understand what is working and what is slowing you down

 Focus on a limited amount of sectors to

have a good understanding of your potential

 If a partner is involved, join the party to

visualize the process and the results.

SLIDE 18

Conclusion

 Specially in the EU context, it is easy to

recruit customers outside of your usual areas of work

 It does not have to be expensive  Do not believe in stereotype but know

them

 Be open minded but not naive

SLIDE 19

Thank you - Dziękuję Ci

Mathieu Nicodème Mathieu.nicodeme@gmail.com +358 40 500 5470

SLIDE 20

3 CASES

SLIDE 21

The Publisher goes to Middle East

 Invest in local marketing event and

dedicate sales and technical forces to the market

 After 8 months, a customer is ready to

buy, but it needs an Arabic version

 Cost for Arabic localization are too

expansive, no common ground, the market is abandoned

SLIDE 22

Startup wants to recruit VAR

 Major account in France requesting a

deployment of the solution within its

rganization

 VAR will do the integration, the

translation and the support of the solution

 Software architecture forbid the insertion

f a layer between the customer and the

Startup

 Project is abandoned

SLIDE 23

Specialist goes to Germany

 Startup makes a market study to identify

the biggest actors in the laboratory sector in Germany

 Using a local support, meeting are set

with key actors of these companies

 Within 12 months 2 major actors are

deploying the solution and 2 others are evaluating.

SLIDE 24