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

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Jeremy Geiger
Jeremy Geiger

Comprehensive presentation on sales strategy for software / SaaS / internet / technology company for global expansion into Asia-Pacific from experienced veteran.

BusinessTechnologie
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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]
RTM Asia Client List
Agenda ,[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]
Agenda ,[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
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
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]
Agenda ,[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
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
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
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

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

  • 1. Customer and Revenue Acquisition in Asia-Pacific Jeremy Geiger [email_address] / [email_address] Twitter: @RTMAsia / @AsiaParagon www.LinkedIn.com/in/ JeremyG www.RTMAsia.com
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  • 10. 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
  • 11. 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
  • 12.
  • 13. 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
  • 14. 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
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  • 27. Thank You. Questions? Jeremy Geiger [email_address] / [email_address] Twitter: @RTMAsia / @AsiaParagon www.LinkedIn.com/in/ JeremyG www.RTMAsia.com