“Low Risk, High Reward USA Market Entry On The Cheap” This is not my comment but came directly from the COO of a partner on a conference call this morning so I had to share.
The Scenario.
Customer Results –As a reminder at Customer Results we help our clients improve revenues, i.e. generate more sales, more profitable sales, more effective service, lower costs of service and happier, more profitable long term customers by improving marketing, sales and service activities including contact center, field, mobile, social, self service and internet based customer interactions. As one part of this we provide sales representation and systems integration services for new and emerging and interesting technology and business process outsourcing (BPO) companies. Many of these are in niche solution areas, located outside the USA and integrate and complement the “big guys” in our space like SFDC, Siebel, SAP, Microsoft Dynamics, Cisco UCC, Genesys, Avaya, Apple, Nokia, RIM etc. Our service portfolio for these goto market partner activities include market awareness / market development, lead generation, sales pursuit, deal close and after sale service and customer relationship management.
The partner – a small but growing technology solution provider out of central Europe that provides a solution that affects mobile sales people and contact center agents in the sales and service portfolio. Having grown to over $5m in sales in just 36 months with 20 brand name clients they expect to reach $10m in 2012 and are interested in exploring the USA market. The CEO who has founded 3 other companies and sold 2 of them is very nervous about USA Market entry having both personally experienced and heard stories of nightmare in high cost and low performance and the ferociously competitive nature of the USA market which has caused the failure of countless companies.
The COO, VP Business Development, CEO and Customer Results have talked 6 times in 8 weeks about how they can trial the USA market in 2012 including a menu of services and the packages Customer Results offer including various monthly service fees and incentive payments and cash, reciprocal, potential equity compensation models, how we transition back the activity to them if they want a formal, independent launch in 2013 and even a joint venture company model to maximize their flexibility, legal coverage and mutual rewards.
Conversation #8, Dateline 9am EST Monday Dec 19th, 2011
Partner COO “Ah .. so let me summarize you are offering us a flexible, low risk, high reward USA Market Entry capability on the Cheap”
Customer Results “Couldnt have put it better myself .. although we don’t often get accused of being cheap .. by the way can we quote you on that”
Partner CEO “compared to the money I have spent in previous companies hiring sales people in the USA on large salaries and then the cost of letting those people go and all the other related costs trust me you are not expensive .. sure you can quote me”
Customer Results “will you do a YouTube video for us saying that”
Partner CEO “no”
Oh well you have to ask !!!
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