Topdesk distinguishes between large markets and smaller markets. For the bigger markets, like Germany or the United States, they have their own sales teams locally. This gives them more control and since there are many market opportunities, this can be more cost-efficient in the long run than working with resellers.
For the smaller markets, e.g. like Sweden, they work with local resellers who get a part of the margin on the software and can offer their own implementation services. Especially in the beginning, when volumes still need to grow and turnover may not cover the costs of a complete sales team, this lowers the investments in market entry.
What helped Alliance experts when finding resellers for Topdesk in Singapore, was the extensive preparation. Topdesk had a clear company presentation, a technology roadmap, they knew how to distinguish themselves from other similar software vendors and with the experience they already had with other resellers, they could indicate a clear turnover growth path for Singapore that would be feasible for the reseller.
현지 컨설턴트가 가능한 비즈니스 파트너를 찾아줄 수도 있고, 직접 찾아낼 수도 있습니다. 하지만 어떻게 이들에게 제품이나 서비스를 마케팅하고 판매하도록 설득할 수 있을까요?
이를 위해서는 명확한 전략과 충분한 재무 세부 정보가 포함된 수출 계획이 필요합니다.
Other it Cases