As expanding its activities into other territorries is an important way of increasing revenues for any ISV and as, sometimes, it is difficult to evaluate the best way to do so and to find partners for helping doing it, Mediadev has put together a range of services in order to facilitate and accompany the international development of its clients which are :
1. Market Study :
In order to help American ISVs evaluate the importance of expanding into the EMEA Market, and to determine the most efficient method to do this, MediaDev will conduct a Market Study and will provide the following customized information :
- Knowledge of the specific EMEA Market conditions, in regards with the technology of the ISV : maturity of the market, competition (global and local players with a breakdown per country, market share, etc...), main difficulties / advantages faced by US companies for this specific area of the market,….
- Specific knowledge of prospective customers : details on cultural concerns, decision circle structure, Organization Chart,...
- Details on EMEA ecosystems for Vertical / Horizontal solutions
2. Localization :
- Text translation into any EMEA language
- Adaptation of all material to fit local cultural specificities
- Technical services to ensure that the localization of the Software doesn’t affect functionalities and performance (a service provided by our subsidiary, Wylog, specialized in application development).
3. Recommendations :
Based on the results obtained from the market study, MediaDev will provide the ISV with recommendations for the most effective way for the ISV to establish its presence in the EMEA. Recommendations will include, but will not be limited to:
- Determining a sales model: relying on indirect sales model (through resellers, VARs, SIs, OEMs,...), opening up local offices, or mix of both models
- Listing countries to be targeted in order of priority
- Constructing a marketing plan for the fiscal year detailing which actions (and when) must be taken (online and / or offline marketing actions, seminars / tradeshows, telemarketing,...)
- In the case that the ISV decides to open local sales offices, MediaDev will support the ISV in the following manner: finding qualified candidates for leading EMEA Operations, identifying possible Office locations,….
4. Setting up the channel :
Should the ISV choose to rely on partners to sell their products in Europe, MediaDev will help the ISV identify the best reselling candidates, whether ISV,SI, WI, Reseller, VAR, OEM. After this decision has been taken, MediaDev, using its fully owned database, will conduct a telemarketing campaign in order to identify potential reselling partners. All potential leads will include the following information:
- overview of the company : activity sector, turnover, number of employees
- overview of products / solutions sold
- information on geographical and activity sectors covered
- information on client portfolio
- number of technical (pre-sales and support) and sales resources
- decision making circle (Product Manager, CTO, Partner Manager, Managing Director,...)
- willingness to meet with one representative of the ISV to study terms for a partnership
5. Awareness building :
As soon as the ISV is ready to operate in the EMEA Market, MediaDev will build up the awareness of their products and solutions by use of the following methods:
- The distribution of information on the ISV and it’s products / solutions by running email blasts and / or Direct Mails and / or banner ads / sponsorship of newsletters (in this last case by either using DeveloperEye, MediaDev’s portal, or third party resources)
- The Identification of a PR agency and the follow up on the efficiency of the work done by the agency
- The Organization of seminars and / or participation to tradeshows from end to end
6. Recruitment of early adopters :
At this stage, MediaDev will run telemarketing campaigns targeting end-users in order to identify sales leads for the ISV to follow up on. The criteria to select the target will include : country, activity sector, size of the company, technical infrastructure in place (OS, Databases, Application Servers, ERP, CRM,...).
A lead will include the following information and will meet the following criteria :
- Company Overview: company name, address, telephone (reception and/or direct line) email address (where possible) job description, overview of company activity
- Information about technical infrastructure in place (application servers, web architecture, ERP, CRM, etc.)
- Description of main strategic and / or critical applications in place
- Technical and functional overview of the project
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