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Europe Is
Different
Europe is not a single market - it’s many countries,
and each is a market in its own right. Each is different from the U.S. as well
as each other;
sizes of markets, widely varying business cultures,
different partnership and margin expectations; and even different legal systems
with important employment implications. English may not be their preferred language. Who are
the
potential partners and competitors?
To do business
in Europe, you cannot simply extend your U.S. business model. Products are like
exotic flowers. To flourish, they need the right soil, the right climate, the
right nutrients and the right husbandry. The seed has to be planted at the
right time.
And in each country, only a few partners can really deliver
for you with the right support and focus.
Your product
may the most important thing in your business world. But in a world dominated
by big players such as EMC and IBM, it may not be as vital to your partners.
Ask yourself the following simple questions:
- What is the best business model to maximise
revenue, minimise outlay and manage risk?
- Which partners can you work with effectively and
how will you get the relationship off the ground?
- Who are your competitors in Europe and what
strategy have they adopted? How can you outmanoeuvre them?
- How can you generate quality leads quickly to
keep your new partner(s) interested?
- What is the right marketing mix for you? How will
get the maximum return? What will work and what won’t?
If you don’t
know the answers, how will you build the right plan? And how you will find the
right answers?
What CoBuilder
Can Do For You
To win, you
need affordable local expertise. That’s where CoBuilder can help. CoBuilder’s
mission is simple: to help you succeed in Europe. You bring the idea. We know the
market and we have the contacts to turn potential into real revenue.
We don’t have a
single recipe for success. We analyze your needs and match them to the optimum strategy
and implementation.
Typical Go-to-Market Activities
CoBuilder can
provide you with a realistic picture of your market; provide market input for
future product plans and direction; and research the market acceptance of your
products and services. Services include:
Competitive
Analysis. Your competitors have their own-go-to-market plans.
Which countries do they operate in? Have they set up their own offices or do
they use indirect channels? Are they successful or not? CoBuilder can find the
answers, allowing you to find the richest pickings. We can also provide country
competitive analysis for other products by market share by country, by
competitive product business model and by
competitive product country organization
Building the
Right Business Model: Sales Channels. Your distribution channel connects your business to your European prospects.
But who do you choose? Resellers and distributors are mandatory as they are
your sales arm with a minimum financial investment from your side, but all too
often we hear of foreign businesses spending more money on a channel operation
than they earn in revenue. So who has the right business plan, geographical
coverage, market access, focus, resources and credibility to make significant
profit for you? It can be like looking for a needle in a very expensive
haystack.
Pipeline
generation. Are those early prospects real or
not? Did your first attempts at marketing generate any real leads? CoBuilder
can help you find out, by qualifying them on a case by case basis.
CoBuilder can
help you define the right strategy, and then find the right partners for success.
Your chosen partners need EDUCATION in order to keep them up to date and to
keep your product in their field of vision. It must be done cost-effectively,
well, and on a continuing basis. Let CoBuilder help you develop the right value
proposition, provide prospect information etc.
Why CoBuilder
We have the
experience. Each member of CoBuilder's team in
Europe is a proven expert in building revenue based on technology hardware or
software products for US businesses.
We know
technology products. We have the
connections. It’s not just prospects you need. You’ll want to find the right
channel and technology partners, brief the most influential local analysts and
press, use the most cost-effective business services, develop relationships
with the most powerful allies. We already know most of them, and if we need
something different, we know exactly where to look.
We know Europe. We live and work here! We’re based in Europe. We
breathe Europe every day. We have extensive contacts and experience in every
European country. Yet each of us also has many years’ experience of working
with US companies. We are your eyes and ears.
How will
CoBuilder work with you? CoBuilder acts
in a representative capacity - we are not a reseller. We'll work directly with
your customers and support them locally. For those who need channels, we’ll
help you find out the right partners, and we’ll help them become effective
resellers or agents, and manage them on an ongoing basis for you. We will be
your sales and business development management team in the geography, taking
care of channel and contract obligations between you and your customers and
partners.
To find out how
CoBuilder can help you achieve your business goals in EMEA, please contact us.
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