Expanding Overseas? In the technology / media / telecoms space? Don’t hire a person, hire a team.
For too long the standard practice to expand a business overseas is to hire a local person for sales and business development. Often these people are armed only with a mobile phone and a business card from the home country. It is our experience that these people are often need a full back office to succeed and do not have the skills to properly manage an overseas initiative all alone.
How effective can one person be without regional knowledge and support? How likely are they to provide you accurate picture of the opportunities in a given region, and how do you track progress?
This approach is largely hit and miss. It requires an individual to step outside their comfort zone. It is our experience that a successful market entry or a start up - requires:
- Some local evidence of infrastructure. A local landline phone number, fax, and an office address for correspondence and meetings. These don’t need to be fixed to a physical office - a number of virtual offices exist.
- A sales and business development expert - a consummate networker.
- A marketing professional - you need to know what events are going on in your market. You need to reach out to prospects.
- A marketing creatives team - the ability to knock up PDF’s, micro-sites, HTML email campaigns, blog posts.
- Back office and administration support - The critical systems to effectively capture business and to communicate this to all.
VORARI’s specialist teams have extensive expertise in using the latest processes and business technology to help you realise your objectives.
With VORARI you don’t get a single person - you get a professional business development and market entry team - for the same price of a single employee.
Can your team do this? Consistently? every week?
- Upcoming marketing events calendar in your industry. Available as an iCal subscription feed covering the next 90 days?
- Conference call to identify and plan selected campaigns?
- Creation of online campaigns with campaign microsites and social media to work in concert with your offline campaigns to build up lead awareness before your conferences. And weekly reports that you can track?
- Timely and relevant blog posts to your industry?
- Genuine solutions sales and ability to engage in complex sales?
- Weekly lead and opportunity activity reports?
- Local phone number with PBX and FREE SIP call routing to your SIP compliant PBX?
- Regional support infrastructure in place to receive, track and action pre and post sales support requests as a level 1 helpdesk?
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