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Selling into international marketsUNB Fredericton| October 23, 2012
A BIT ABOUT ME…• B2B STARTUP FOUNDER• STARTUP MENTOR• UNB GRADUATE
How best to sell into international           markets?                              http://www.flickr.com/photos/gianpierr...
Income & Population Density (2011)                                                                                        ...
$2.7-billion      $6.0-billion  1991 Revenues       2011 Revenues
Conseros Software100% Export RevenuesOperations in 3 countries
International MarketsAre the cornerstone of growth | Risk Mitigation
Not “if”, but “when & how”Most strategic question for any organization & its founder.
WhenIs the right time to grow beyond domestic borders?
Timing is Everything•   Start in the market where you have understanding & influence•   Least expensive method of validati...
Before taking that first step•   Get customer references & case studies•   Ensure a repeatable sales model•   Prove the bu...
Having these in place providesleverage to launch internationally.
Knowing when to hit the gas pedal is key.Scaling too quickly can spell disaster.                                          ...
Ready to launchWhat is the best strategy for growing beyond domestic borders?
Direct to Market                     Indirect via Channels Company sells its products and         Company employs a third ...
Direct to Market•   Offers the highest degree of control & focus to the company•   Best for complex products & services or...
Direct to Market•   Don‟t underestimate local and regional customs•   Business regulations, including employment and taxat...
Indirect via Channels•   In-market expertise & relationships•   Immediate scale•   Comes at higher variable cost, but litt...
Indirect via ChannelsBe selective & ensure mutual value add                                         http://cdn.api.warnerb...
Charting the Right CourseFor international expansion
Strategic DecisionMarket Share | Revenues | Future Acquisition                                               http://www.fl...
The Answer is BothDirect & Indirect Model                          http://www.flickr.com/photos/kellbailey/1805414461/
Early AdoptersBest acquired through a Direct Model                                       http://www.flickr.com/photos/ares...
How best to sell into international           markets?                              http://www.flickr.com/photos/gianpierr...
Contact Me:   E-Mail: jthompson@about.me   Twitter: @thomjeffSome of the photographs in this presentation were retrieved f...
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Selling in International Markets

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Presentation to UNB Business class on how to develop & sell into export markets.

  • When thinking about price and repeat business in an international setting, Daniel Lafontaine, expat in Korea for 15 years affirms that the “sweet spot” can be attained only when the sales director and other C-suite executives understand the cultural aspects, such as the country’s needs, behavioral patterns, and goals of the company in a particular country... http://goo.gl/hAUyWr
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Selling in International Markets

  1. 1. Selling into international marketsUNB Fredericton| October 23, 2012
  2. 2. A BIT ABOUT ME…• B2B STARTUP FOUNDER• STARTUP MENTOR• UNB GRADUATE
  3. 3. How best to sell into international markets? http://www.flickr.com/photos/gianpierre_soto/5505817770/sizes/l/in/photostream/
  4. 4. Income & Population Density (2011) International Markets DESIGN: DAVID WHITMORE; GRAPHICS: JOHN GRIMWADE GRAPHICS; RESEARCH: KAITLIN M. YARNALL; TEXT: JANE VESSELS; EDITORIAL RESEARCH: MAUREEN J. FLYNN, JULIE A.IBINSON, DAVID A. LANDE; PRODUCTION: LAWSON PARKER; GRAPHICS SOURCES: POPULATION REFERENCE BUREAU, UNITED NATIONS, WORLD BANK; CONSULTANTS: CARL HAUB (POPULATION REFERENCE BUREAU), HANS ROSLING (GAPMINDER); MAP DATA: OAK RIDGE NATIONAL LABORATORY LANDSCAN 2009 (POPULATION DENSITY)
  5. 5. $2.7-billion $6.0-billion 1991 Revenues 2011 Revenues
  6. 6. Conseros Software100% Export RevenuesOperations in 3 countries
  7. 7. International MarketsAre the cornerstone of growth | Risk Mitigation
  8. 8. Not “if”, but “when & how”Most strategic question for any organization & its founder.
  9. 9. WhenIs the right time to grow beyond domestic borders?
  10. 10. Timing is Everything• Start in the market where you have understanding & influence• Least expensive method of validation (customer, product, model)• Focus on execution: work out all issues before scaling
  11. 11. Before taking that first step• Get customer references & case studies• Ensure a repeatable sales model• Prove the business model
  12. 12. Having these in place providesleverage to launch internationally.
  13. 13. Knowing when to hit the gas pedal is key.Scaling too quickly can spell disaster. http://www.flickr.com/photos/lanier67/4047779644/sizes/l/in/photostream/
  14. 14. Ready to launchWhat is the best strategy for growing beyond domestic borders?
  15. 15. Direct to Market Indirect via Channels Company sells its products and Company employs a third party, a services „directly‟ to its client or reseller or distributor to sell theircustomer base without an outside products on to their customers party involved
  16. 16. Direct to Market• Offers the highest degree of control & focus to the company• Best for complex products & services or where relationships are key to sales• Comes at a cost: fixed & variable
  17. 17. Direct to Market• Don‟t underestimate local and regional customs• Business regulations, including employment and taxation• Corporate structure complexities
  18. 18. Indirect via Channels• In-market expertise & relationships• Immediate scale• Comes at higher variable cost, but little to no fixed
  19. 19. Indirect via ChannelsBe selective & ensure mutual value add http://cdn.api.warnerbros.com/WB_Portal_3.0/imageRequest?rendition=SmallThumbnail&contentId=087194
  20. 20. Charting the Right CourseFor international expansion
  21. 21. Strategic DecisionMarket Share | Revenues | Future Acquisition http://www.flickr.com/photos/uckhet/268319752/
  22. 22. The Answer is BothDirect & Indirect Model http://www.flickr.com/photos/kellbailey/1805414461/
  23. 23. Early AdoptersBest acquired through a Direct Model http://www.flickr.com/photos/aressa/3299022830/sizes/l/
  24. 24. How best to sell into international markets? http://www.flickr.com/photos/gianpierre_soto/5505817770/sizes/l/in/photostream/
  25. 25. Contact Me: E-Mail: jthompson@about.me Twitter: @thomjeffSome of the photographs in this presentation were retrieved from Flickr and made available under a CreativeCommons license. Please refer to each photograph for a link to the image source.

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