Do your sales enablement teams just do it for you?
Or does it require so much more?
Can you really manage everything in house?
Do your teams have the CQ mojo and strong local networks in every country?
Having recently returned from Mobile World Congress #MWC23 in Barcelona and ICC Mobile Fest in Istanbul in late January, I noticed how many start up, scale up and mid-sized Corporates either assume international sales scaling up is straightforward or is something that just evolves over time.
In reality, Go to Market implementation and Sales Enablement requires focus, expertise, human and financial resources and so much more.
If truth be known, companies can no longer survive and thrive over decades or hundreds of years if they do not grow and consolidate in several international markets. They also cannot focus on a single vertical i.e. Telco.
To achieve and embed a long term presence in a new country or region requires sustained sales focus.
Simply using an “Employer of Record” via companies such as Velocity Global, Omnipresence or Deel in new markets is insufficient.
Companies of all sizes, even multinationals need most of all:
- Seasoned, locally connected business developers who generate profitable sustainable revenue …BDRs with pedigree rather than newbie SDRs
- Local in country sector specialists who naturally refer business and who have a trusted network
- A culturally attuned sales or business partner who carries out sound due diligence on VARs
Distributors, System Integrators and MSPs (Management Service Providers) - Brand Stewardship and in country social media and PR coordination
- Financially strong partners who assure true continuity as opposed to remote individuals
Written by Charles Smee, Founder and Managing Director of Transaction Focus Ltd