Sales Strategy for Asia-Pacific Expansion for Software / Internet / Technology company

Customer and Revenue Acquisition in Asia-Pacific Jeremy Geiger [email_address] / [email_address] Twitter: @RTMAsia / @AsiaParagon www.LinkedIn.com/in/ JeremyG www.RTMAsia.com

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Who Am I? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Who is RTM Asia? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

WHEN to consider Asia-Pacific expansion? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

WHEN to consider Asia-Pacific expansion? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

DIFFERENCES and considerations among AP countries *Note: ROUGH Generalization. Highly dependent on product, market, industry, etc. Size of Market Early Adopters? Unit Price Risks Most Typical Sequence Aust/NZ 1 Japan 2 China 3 Singapore/HK 4 Korea 5 India 6 Thai/Malay/ Indo/Phil 7

Sample Asia-Pacific Expansion Timeline Months Aggressive 0 6 12 18 24 Conservative 0 12 24 36 48 Aust/NZ Japan China Singapore and/or HK Korea India Thai/Malay/ Indo/Phil

Difference among AP countries: Product *Note: ROUGH Generalization. Highly dependent on product, market, industry, etc. Need for Localization Expected Product Maturity Need for Customization Aust/NZ Japan China Singapore/HK Korea India Thai/Malay/ Indo/Phil

Difference among AP countries: Support & Presence *Note: ROUGH Generalization. Highly dependent on product, market, industry, etc. Support Volume Local Presence (Partner or Direct) Channel Partner Network Depth Vendor Direct Presence Required Aust/NZ Single Japan Double China Double Singapore/HK Single Korea Parallel India Single Thai/Malay/ Indo/Phil Single

Levels of Localization for Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Partner Approach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Go-To-Market Requirements ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Go-To-Market Short-Cuts ,[object Object],[object Object],[object Object],[object Object],[object Object]

Investment & ROI Expectations ,[object Object],[object Object],[object Object],Note: Option to start with 3 rd party accelerator and then move to Big Bang or Strategic Investor once market traction Year 1 Investment per country Entity Employees Offices 1 st Year Target ROI Year 2-3 Profit Potential Long-Term Profit Potential Big Bang $500k - $1M 100% owned subsidiary Direct hires Rented 0% Med High Strategic Investor $250 - $500k Majority-owned subsidiary Direct hires Rented 250% High Med 3 rd party Accelerator $100 - $400k None Provided by 3 rd party Provided by 3 rd party 150% Med Low-Med Remote Partner Mgmt $100 - $300k None None None 0% Low Low

AP REVENUE in relation to global revenue? ,[object Object],[object Object],[object Object],[object Object]

AP REVENUE in relation to global revenue? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SUMMARY: For Business Development / Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object]

SUMMARY: For Localization People ,[object Object],[object Object],[object Object],[object Object]

Thank You. Questions? Jeremy Geiger [email_address] / [email_address] Twitter: @RTMAsia / @AsiaParagon www.LinkedIn.com/in/ JeremyG www.RTMAsia.com

Sales Strategy for Asia-Pacific Expansion for Software / Internet / Technology company

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Sales Strategy for Asia-Pacific Expansion for Software / Internet / Technology company