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Synopsis
The Australian & New Zealand (ANZ) markets offer a high take-up rate on new and emerging technologies, however their size often leave vendor management with a hard decision on timing their entry here.
Yet without local representation and feet on the ground, the vast majority of products or services just do not make any significant headway. The process of finding those feet though, balancing the revenue growth and the budgetary requirements, is often a challenge of it´s own.
Technology vendors have the following considerations when looking at entering or ramping up the ANZ region:
The business and product acceptance practices and processes are different here to the USA, Europe or Asia proper, this often leads to false definitions of and expectations on the product and market opportunities.
The ANZ market has few resemblances with the mainstream Asian markets. Many Hong Kong, Tokyo or Singapore etc based or managed sales organisations do not succeed here.
Staff recruitment is a critical factor: find the right people first time round!
Correctly defining the target markets: who here will buy my products here and when?
Correctly defining the sales model: channel and/or which degree of direct sales touch.
Partner selection: getting the channel right: Do or die on channel success?
Is distribution key, and if so which distribution partners? Contract negotiation?
Reliance on a distribution or reseller agreements alone to deliver the results is a risk!
Optimising the partnerships and getting them productive is the key.
Training, certification, channels and partner programs need defining and executing.
Getting involved in the opportunities is the target, winning them is the expected result…
Remaining cost-effective whilst growing…
Making the wrong decisions on the above will probably result in the following:
Revenues and resulting profits suffer
Competitors are presented a window of opportunity to enter or gain in the market or segment
Re-aligning your entry or growth strategy or methodology is expensive and a timewaster…
Is IMS the answer?
Be there: Rapid and cost-effective market presence, entry & activity.
Flexibility: You choose when and how strongly you wish to expand and ramp up.
Technology savvy: IMS staff and partners are data communications industry players
Effective: This has all been done before, with whatever adaptation required.
Transition: When you are ready to transition to your own staff, we will assist.
Facilities: Physical or virtual offices, facilities and services available
Suitability? : Best you contact us today, with whatever questions you may have…
Want to know how you can do it better? Contact us now, or call 03 9866 7200
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