market entry europe for tech companies
TRANSCRIPT
Market Entry Europe
Market Entry Europe: Many Questions
Q: What channels can we plug into get our product into the market?
Q: What is the fastest most effective way to test and enter Europe?
Q: How do we decide whether we sell direct or indirect?
Q: For US companies, the UK as a large itself must be the best starting
point?
Q:Where to locate a sales team when going into a new market
like the UK?Q:Is English enough to sell into
Europe?
Q:What trends in Europe are important to understand before/while entering?
Q:Will our brand/reputation from our current market transfer
to our new market?
Q:What role do local agents play in selling into foreign (European)
tech markets?
Welcome
If you have any questions, please interrupt…
Type into the Chat/Question screen
Donagh Kiernan, Founder and CEOTenego Partneringwww.tenegopartnering.com http://ie.linkedin.com/in/donaghkiernan
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Build and Manage Sales Channel for Software
Companies
Your Alliances TeamPart-time Executives
We Deliver International Sales
Tenego Clients
Tenego’s Global Network• To date, executed across UK & Ireland, Across
Europe, North America, Mexico & Latin America, Middle East, North Africa, India, China, South Asia…
• Growing Global Network - on the ground presence with partnerships in place and in discussion in – UK, Switzerland, Canada, US East Coast, US
West Coast, Brazil, UAE, Scandinavia…
Market Entry Europe - Agenda1) About Europe2) Is Your Business Ready?3) Market Selection4) Market Entry Options5) Direct6) Indirect (Partners)7) Other Considerations8) Q&A
About Europe• 730 Million People• 50 countries, over 200 languages• Over 28 currencies, 18 countries in the EURO
currency• 27 countries in the European Union• 87 distinct ethnic groups• Mix of Developed, Developing & Emerging
Economies• Mixed Economies and Sector Strengths
Is Your Business Ready?• Your Know your Target Customer• You know why the customer buys, Your
Customer Value Proposition • You know how to sell and deliver your product
in your current markets and the capabilities required in Marketing, Sales, Delivery and Support
• Specialist trumps Generalist• Local trumps Remote• Bottlenecks for growth
Market Entry: tip #1
Don’t Limit Your Reach by Language.
Language is an easy skill to acquire, the ability to sell your product is not.
Europe: Is Language a barrier?• What markets can you sell in English?
– UK & Ireland, Netherlands, Scandinavian Countries and as part of EMEA Middle East and North Africa
• Other Countries, Who can you sell to in English?– Senior Teams in International Companies– High Professional Educated people in Science,
Engineering, Technology etc• Local Language may be needed for Pre-sales,
Technical & Implementation• What Product Localisation is needed?
Market Entry: tip #2For Sales
start where the Market exists
Your European HQ Location is a decision for finance and operations
Market Selection• The market opportunity
– Where is the greatest need– Ease of access the market – Your ability sell– You ability to deliver– You ability to support
• through Sales Partner Channels, where are they and what markets are they successful in?
Testimonials
“Providing effective Market Entry into Europe, Latin America and further ”
Martin Dolan, CEO, CR2– c€25M, in 60 Countries– Multichannel Banking Software– Tenego driving CEE, Mexico, Latin America, India and Indonesia
To Learn More on Market Entry Europe• Download the full video, hosted by Tenego
Partnering’s CEO & Founder, Donagh Kiernan• Or email:[email protected]
Donagh KiernanFounder and CEOTenego Partnering
Build & Manage Sales Channels
Outsourced/Interim Management
Your Alliances Team
Software Business Experts
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Results Focussed
CONTACT DETAILS:NSC Campus, Mahon, Cork, Ireland+ Dublin, London & Dubai
Announcing New Offices: M4 Corridor UK, Switzerland
Web: www.tenegopartnering.comEmail: [email protected]
www.twitter.com/dkiernanwww.linkedin.com/in/donaghkiernan Donagh Kiernan
Founder & CEO