Our 5-step process to deliver results for scaling companies and their investors
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1. Barriers To Entry Analysis
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• Different markets present different barriers to entry
• Even basic parameters, like available pricing, are not the same in all regions • Weighting barriers to entering different markets enables comparisons • Prioritise international expansion based on ease of market entry |
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Databases provide list of companies •
A market map shows the relationships between companies • Profiling potential channels for easy comparison • |
2. Market Mapping
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3. Channel Partner Search And Selection
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• Profiling channel partners
• Shortlisting channel partners based on specific pre-requisites • Evaluating shortlisted channel partners • Selecting the ideal channel partner in the specific market |
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Creating a compeliing business case and propositions •
Establishing contact, securing meetings • Negotiation of terms • Contract execution • |
4. Channel Engagement
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5. Sales Management
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• Ongoing customer acquisition and sales
• After-sales relationship management • Channel support: technical, commercial, marketing, training • Logistics: EU warehousing, customs, VAT, EX1/EUR1, labelling, etc. |
