Telecommunications operators are under pressure and vendors while approaching operators, need to recognize these challenges to position themselves and help them achieve their objectives. Network service providers can choose to either optimize the traditional access business or search for new sources of revenue. In practice, we witness that often companies pursue a mixture of these two
Help your customers understand their problem, show them how you can help them solve ‘buy on emotion’, make sure they understand that you and you alone can help them; at this point, emotions kick in. Only then will they move from being convinced by you and your solution to buying from you.
– Understanding business culture This is the most important prerequisite to doing business in the region. Knowing the business and overall culture will help entrepreneurs: Avoid embarrassment for either themselves or their clients Understand if their products are suited for the market Understand how business should be done (stakeholders, regulations, pre-requisites, partnerships,…) – Finding the
Advantages • Local presence and expertise • Control your sales strategy • A cheaper option than having a distributor Disadvantages • No control on the direct relationship with your client • Dependence on the agent for a specific market or client • Legal issues If done properly, having a sales agent can be the best option
Beaucoup de petites entreprises ont du mal à s’adresser aux marchés internationaux et les principales raisons sont généralement les ressources humaines et matérielles limitées, le manque de savoir-faire et l’absence de notoriété. Cependant, ce qui est perçu ou considéré comme une faiblesse peut en fait s’avérer être un atout pour permettre à ces entreprises de
Like the egg and chicken question, many professionals and executives ask the same question, especially when budgets are tight: which comes first, resources to find out what new international markets to address or market opportunities to justify resources assignments? Many managers and executives oddly either set regional priorities and then put resources to qualify these
While Emerging markets can be an excellent arena for trying out product innovations far from competitors’ prying eyes, they represent a much greater opportunity in viewing these markets not as one vast lab but as unique environments filled with poorly addressed opportunities that could be creatively addressed with an innovative business model. Creating new business models,