International sales

10 Nov

Should I publish the price of my software in my website in B2B international sales?

One of the issues that B2B software companies, which are seeking to market their products in international markets are struggling with, is whether it is advisable to openly and transparently publish the software prices on the company's website. There are three approaches: The first approach holds that prices should not be publicized, fearing that customers would be deterred by the prices even before they make contact with the company as well as in order to prevent exposure of this sensitive [...]

By b2b marketing, Global market, Global marketing, Global sales, go to market strategy, go-to-market, International marketing, International sales, Marketing plan, marketing strategies, pricing, Software marketing, Startup marketing, strategic planning 0 Comments Read more...
16 Jun

Exhibition CEBIT 2018 – to prepare in Hebrew and present in Germany

Exhibitions and conferences have been, and surprisingly are still one of the common B2B marketing channels CEBIT 2018 changes format and turns into a stage for innovation in the field of information security as well. This year, the exhibition moved to the month of June and is held in a new format, turning into a huge festival of digital innovation. Accordingly, the security zone will be particularly large. What some the Israeli companies do not know is that the exhibition has [...]

By b2b marketing, Exhibitions, Global market, Global marketing, Global sales, International sales, Software marketing 0 Comments Read more...
30 May

My B2B software solution is excellent – why is it so hard to sell it overseas?

A common phenomenon I encounter in my work meetings with B2B software companies and startups is the frustration of founders, CEOs and sales managers that although they have an excellent product it is very difficult to sell it overseas. The frustration from this situation is particularly big when it concerns a product that has succeeded in the local market in Israel, so there is no doubt about the usefulness of the solution, its rich functionality and the company's delivery capabilities. [...]

By b2b marketing, Business partners, Channel partners, Distributors, Global market, Global marketing, Global sales, International marketing, International sales, Software marketing, Startup marketing 0 Comments Read more...
31 Jan

The main reasons startups fail

Geektime published a survey listing the main reasons startups fail. Quickly glancing at the survey shows that “bad marketing” is responsible for only 15% of cases, while looking at the other reasons in-depth (% of respondents who listed a specific reason) reveals a much more worrying picture: “We built a product and searched for a problem” (42%) – This is very common among Israeli startups, which have advanced technological skills but a lack of vision when it comes to identifying target [...]

By Global market, Global marketing, Global sales, go to market strategy, go-to-market, International marketing, International sales, marketing strategies 0 Comments Read more...
06 Sep

In which arena are you competing when internationally marketing your B2B software?

B2B startups, and even more established companies, that develop innovative products are very focused on the product and its development. These companies have invested all of their capital, time and efforts into developing and improving the product. When they face difficulties entering international markets, they don’t seem to understand why it’s so hard to sell a product that is better than the competition, and why clients don’t simply realize it and just buy the product or at least start [...]

By b2b marketing, business development, Global market, Global marketing, Global sales, go to market strategy, go-to-market, International marketing, International sales, Marketing plan, marketing strategies, Software marketing, Startup marketing, strategic planning 0 Comments Read more...
21 Aug

Should you sign a B2B software distribution agreement with overseas distributors?

Most B2B software companies I work with seek to identify distributors, resellers or other channel partners in order to promote their products in relevant international markets. This process is often undertaken without proper planning and preparation, and suddenly companies are left wondering whether they should sign a detailed distribution agreement or forego it entirely and work without a written agreement.  Read the full article which was published in Status - the  Magazine for Strategic and Managerial Thinking in this link .

By business development, Business partners, Channel partners, Distributors, Global market, Global marketing, Global sales, go-to-market, International sales 1 Comment Read more...
09 Aug

Copywriting that sells: An effective vehicle for your B2B marketing strategy

We cordially invite you to our upcoming event “Copywriting that sells: An effective vehicle for your B2B marketing strategy” – to be held on July 13th, 08:45 AM, at Google Campus Tel Aviv, 98 Yigal Alon St. Tel Aviv. The impact of your company’s strategic marketing plan on your bottom line is not always obvious. Nevertheless, a good marketing plan is an elementary factor for succeeding in the global B2B marketing arena. Once all your marketing efforts are aligned with your strategic [...]

By b2b marketing, Global market, Global marketing, Global sales, go to market strategy, go-to-market, International marketing, International sales, Marketing plan, Software marketing, Startup marketing, strategic planning 0 Comments Read more...
02 Aug

“The Distributor is My Client”

Any reasonable person would tell you that this statement has a built-in contradiction. In a live survey that I conducted during one of my lectures in front of a large and experienced crowd of exporters, around 67% believed that if a locally-based company that develops or manufactures products and solutions works with a distributor or other channel partner abroad and issues them an invoice, then the distributor is that company’s client. A few exceptions aside, this is a mistake. The [...]

By b2b marketing, business development, Business partners, Channel partners, Distributors, Global market, Global marketing, Global sales, go to market strategy, go-to-market, International marketing, International sales, Startup marketing 0 Comments Read more...
10 May

The Alternative Pitch – Presentations and Software Demos that Actually Work

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 [...]

By b2b marketing, Global market, Global marketing, Global sales, International marketing, International sales, Software demos, Software marketing, Startup marketing , , , 0 Comments Read more...
01 Apr

Are you too lazy to put your International Marketing Plan in writing?

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 [...]

By b2b marketing, Business partners, Global marketing, go-to-market, International marketing, International sales, Marketing plan, marketing strategies, Software marketing, Startup marketing 0 Comments Read more...