Vendors Going Global

Beyond North America

So you may have decided there are some highly attractive markets outside of North America that appeal to you and your business.
‘Going international’ is a terrific step forward and is a great opportunity to apply the experiences from your domestic sales model success. As you look for local representation in the international markets you’ve identified, you’ll want to spend a few moments thinking through several key questions:

• How do I ensure that my organization is aligned to support our investment in international markets?
• How do I select the ‘right’ partner from day one and avoid the costly process of ‘partner of the day’?

Across North America

As a company based outside of North America, you have proven a model that has worked well in your local customer community. Without a doubt, the markets in North America are tantalizing in size and growth but immediate market access may have some obstacles that may not be readily apparent. These invisible roadblocks could delay your local success unnecessarily.

• What are some of the hidden issues I must identify as I look to expand my business in North America through partners?
• How do I know if my partner model is going to work given the geographic separation?

International Channel Partners

If you are looking for the right technology vendor to represent locally, you are probably wondering the best way to initiate a dialogue with leading providers based in North America. The search process is tough, even in this day and age of inexpensive communications, 24×7 availability and technology solutions that transcend borders.

• At the heart of the search process is establishing a series of discussion to establish and build on the concept of mutual trust.
• What are the key success factors to think about to establish a solid footing of trust in the first place?
• How do you sustain the trust given the separation of time and cultures?

Comment on the discussion of these and other current issues on our Blog.