Business Expanding STrategies

ABOUT US

COMPANY FORMATION

Our company was founded in 2017 having been realized that IT companies show strong interest in expansion in foreign markets.
We have developed a practical method by which we can successfully sell our Partners’ products and services in foreign markets.
As foreign expansion features a fair amount of characteristics (see relevant menu point of our website), and very few business enterprises have the means of capacity and resources, our company aims to sell several, non-competitive products of several principals.

BASIC PRINCIPLES

•  Our Partners outsource their foreign expansion or a part of it to our company.

•  Our Partners’ products must be non-competitive with each other.

•  Our Partners will be introduced to each other.

•  Our Partners will have a right to veto the application of a new company.

THE CHARACTERISTICS OF SELLING IN FOREIGN MARKETS

ACTIVITIES

Foreign expansions demand a team as there shall be diversified actions to be done.

International Business Development

Account Management

Channel/Partner management

Sales Management

Product Marketing Management

Marketing Management

The establishment of a sales team is always an investment. We can calculate with it as we can with all investments of a future return. In this case, the ratio of return depends on the selling cycle of the products.

There are three basic factors defining the characteristics of the foreign expansion:

CAPACITY

We have to consider the pre-sales implementation capacity of our Partners so there cannot be an indefinite amount of workload to be put on them – meaning, that the simultaneous follow-up on too many business opportunities, holding presentations and gaining more and more business offers may result in difficulties in resources and capacity.

DECISION PRIORITY

Since we are not in the domestic market, the decisive priority and rhythm of the people/managers are different.

TRUST

Branding must be established which takes extra time. Moreover, there must be two kinds of trust to be established:
• one for the product,
• and one for the company.
For an enterprise, which so far has only operated in a domestic market shall be a new experience and its weight is not generally felt. It depends a lot on how professionally reacts to the responses and to the requests of the new market.

These two factors mean that the work of the sales representatives operating in foreign markets is more hectic, their schedule is more difficult to plan than it is for their colleagues working in the domestic market. Based on experience, there might be weeks to pass between the setting of an introductory meeting, a business presentation and the follow-up of the activities discussed on the meeting (all governed by the time of the decision mechanism) during which the particular clients are -in fact, must not - be disturbed.
Therefore, in case a sales representative handles only a limited amount of clients or applicants there may be days to pass during which such an employee cannot carry out an effective business activity.
Foreign expansion is governed by two, seemingly contradictory factors:
• A team has to be set up - this demands more people.
• The time of the team will not be sufficiently capitalized.

OUR SERVICES

We operate as sales representatives for our Partners.
We operate with the authorization of our Partners.
As representatives of our Partners, we conduct our work by applying their image with their email address, business cards, etc.
We spend our agreed working days on the premises of our Partners.
We operate by complying with the code of ethics and internal regulations of our Partners.

Why an offer by BEST is better than working with an employee:
• We charge a monthly service fee, thus our Partners can spare on HR costs.
• There is a team comprised of several experts with more experience and social capital.
• As we represent more than one – but never competing – companies (they are our Partners), the costs of a possible foreign emergence, market research and presentation are distributed between those Partners who aim to get to the same market.
• Our services are provided within the framework of contracts of indeterminate duration, which follow each other in a well-distinguished schedule.

IN THE INITIAL PHASE

The acquisition of the product(s), focusing mainly on pre-sales and sales aspects.
• We recommend a meeting with the clients of our Partners so that we could learn about the advantages of the product(s) from their point of view.
• We observe the existing marketing materials, the website in a consulting service.
• Suggestions and proposals for business development necessary to foreign expansion.
• Legal consultation (business proposals, contracts) concerning finance, taxation and customs.
• Pre-sales services.
• Potential modifications in products – mainly concerning license.
• To conclude agreements with selected networking organizations.

The setting of a strategy, the survey of the target markets upon the BEST methodology.
By our estimation, the activities listed above take approximately 2-5 months.
As we represent several Partners we schedule our time spent onsite and offsite by coordinating our and our Partners’ resources.
The end of the initial phase: the agreement on the strategy targeting foreign expansion.

SALES PHASE

• The performance of the selling strategy by countries.
• The end of the sales phase: the conclusion of the first contract with the potential customers by countries.
• Managing existing customers, upsell, and cross-sell by countries and by customers.
• Managing of annual support fees and charges.

OUR POTENTIAL PARTNERS

The commence of the expansion in foreign markets demands a series of well-identifiable, interdependent decisions.

1. A decision to make a presence in a foreign market or to expand an existing capacity.

2. To achieve this, the company may assign employed sales representatives.

3. If not, the company aims to hire new sales representative strategies. In this case, our business method guarantees a cost-effective solution.

Our potential Partner companies are considering foreign expansion. The general conditions are the followings:

Unique products with references.

Investment capital.

Human resources in pre-sales and delivery roles.

Flexibility:

• There may be a need for changes in organizational processes within a short period.
• The products must be flexible enough to adapt to the legal and characteristic business demands of the specific markets fast.