THE OFFER: INSTANT INT’L MARKETING & SALES OF SOFTWARE PACKAGE
With this package we aim to provide tools for the start-up, scale-up, mid-sized software company interested in creating a new income flow from their product or service by taking it to the international market or enlarge the international footprint that they already have.
As a customer you probably have resources already in-house that have the competence and can do most of the work but need some structure and thinking. Where there are gaps we can usually fill in.
YOU CAN CHOOSE TO BUY THE FULL LAUNCH PACKAGE (RECOMMENDED) OR INDIVIDUAL CHAPTERS THAT YOU MAY NEED QUICKLY.
SOME CHAPTER HEADLINES
1/ PACKAGING OF THE SYSTEM
Preparation of the system for delivery (physical deployment or SaaS) including documentation, primary education and more. Practical advise and comments to written material on a time and material basis.
2/ PRE-STUDY/DESIGN STUDY AT PROSPECTS
Template pre-study schedule that can be adapted to new prospect prior to giving final and binding offer. Purpose is to define customer requirements, functional and non-functional, and other dependencies that will affect the need for adaptations and adjustments in order to successfully deliver a system software to the customer. This chapter will in addition define internally which organisational functions that should be involved in the chain for a GO decision for an efficient decision making. Collect customer insights. For Pre-study Agreement template see point 8.
3/ SUPPORT & NEW ADAPTATIONS
Packaging of the support offering. Setting up a support model with a dedicated support staff that understand the customer’s market. IT-staff that are ready to implement new adaptations ordered by the customer. Templates for Support Levels, escalation schedules and response times. For Support and Maintenance Agreement see point 8.
4/ BUSINESS MODELS
Define the desired business model. It’s all about how a customer will pay for license, delivery services, support and additional enhancements. It is typically a topic during negotiations with prospects where it is easy to give away too much which eventually will be costly and eat into profits. It is a requisite to be able to give one or two business models to a prospect in order to start a negotiation.
Define unique selling points for the system software, if possible compared to competitors’ systems. May require a separate session (workshop style – digital or physical) where AG will use the best expertise as soundboards and advisors, depending on business.
6/ MARKETS – A BASIC MARKET RESEARCH
Define markets and potential prospects appetite. Map and prioritize markets in order of importance and potential success rate. Select direct approaches (persons/top level management) for selected prospects for immediate sales possibilities. This will give and understanding of the existing markets and realistic possibilities.
7/ MARKETING & SALES PLAN
Marketing – the need to position your company as a prominent software provider also in new markets. Must be done in a cost-efficient way where use of most of the tools in the toolbox will be considered together with marketing (physical and digital) experts.
Targeted sales – for cost reasons initial sales often need to be targeted directly towards selected prospects and the low hanging fruits.
We will provide suggestions for template agreements that easily can be adopted to fit your needs.
Included templates are:
- Pre-Study Agreement
- License and Delivery Agreement
- Support and Maintenance Agreement
- Enhancement Agreement
International launch puts new requirements on your organisation. It is important that it is easy for new customers to navigate and find the right persons. Communication is much more difficult than you think. Especially with markets where language may be a barrier. This requires some extra thoughts so that it does not become a burden on neither side.
10/ COMPETITOR SURVEY
Which competitors are out there? Are there other competitors in the international market than what you know about from you home territory?
11/ PARTNER STRATEGY
Do you need a partner in some markets? Or not at all? Reflect before going to market if there is a need for a partner in selected or all markets. Often it is more difficult to find one if mistakes have happened in a first launch phase without a partner in markets that requires one.
12/ NEED FOR A PROOF-OF-CONCEPT EVALUATION?
Sometimes it is good to have a POC evaluation before going big into a new market. We have the tools for you.