We cordially invite you to our upcoming event – “The Alternative Pitch - Presentations and Software Demos that Actually Work” – to be held on June 8th, 5 PM, at Google Campus Tel Aviv, 98 Yigal Alon St. Tel Aviv. Most companies' presentations are built in a logical structure, with the purpose of leading the audience to certain conclusions. This is in particular valid in B2B software presentations and demos, which have a functional and technical nature. All the investment in international marketing [...]
The importance of preparing an international marketing plan for the purpose of planning and implementing marketing and sales operations abroad has already been discussed at length elsewhere. We will not delve into all of the advantages of preparing a marketing plan, but they include: Defining target clients on whom we wish to focus Establishing brand positioning and a unique selling proposition Setting marketing and sales targets Defining your product scope Determining pricing models Establishing sales channels and distributors Planning [...]
How Will You Make Distributors Want to Work with Your Company and Successfully Sell Your Products in Global Marketing?
Appointing distributors in B2B start-ups and software companies is rather common. In a previous article, we listed the 5 Most Deadly Mistakes of B2B Start Ups and Software Companies When Locating and Recruiting Distributors Abroad. We’ve seen that one of the common mistakes results from the companies’ approach, by which it is sufficient that they find a good distributor, and it will do the work of breaking into the target market for the company. This approach does not take into consideration the [...]
https://youtu.be/S2DHDE8xraM Seminar on integrating marketing and Web strategy for B2B software companies. Are you planning to break into international markets? Do you wish to increase your success? We invite you to a seminar, to be held on March the 21st 2017, dedicated to the penetration process of B2B software companies into global markets through a B2B marketing and Web strategy, based on our experience as consultants accompanying companies in similar stages. For registration click here.
The dream of breaking into global markets During my work, I accompany startups and small to medium tech companies in the B2B field in their efforts at penetrating international markets. Most of these companies are globally-oriented and the dream to break into global markets is the goal of most of them. The entrepreneurs are confident in the technological or functional superiority of their product and are ready for the big challenge. Are they? Each time I am once again baffled by these [...]
Read the article in Hebrew in this link
The 5 Most Deadly Mistakes of B2B Start Ups and Software Companies When Locating and Recruiting Distributors Abroad
Most start-ups and software companies in the B2B field recruit distributors abroad. The benefits are clear, and the following can be included as the major ones: A local distributor is a much cheaper alternative compared to the costs of opening an office and recruiting local employees The distributor has relations and better familiarity with the local market than we have – it reduces our time-to-market The distributor has presence and speaks the local language, resulting in better communication with [...]
International high-tech companies wishing to extend their global reach to new territories may opt for building up indirect sales channels. Using distributors is a common option. Distributors may be defined differently in different industries and by their respective players. By a distributor we refer to a legal commercial entity in the target market which is legally and organizational wise independent from the international company and which: • Commits to promote, sale and optionally provide implementation and first line support services, if [...]