Are you addressing all the available market?

The decision to move into a new market or a new area of the world cannot be taken lightly because the costs are significant. But if the decision is made then the cost of failure is even greater, so it is important to de-risk the sales aspects of the project by properly addressing sales enablement.

SfS has helped several clients move into new markets. The case study below describes one project and the testimonials in the right hand pane provide more examples.

Case study: Software and services company goes worldwide

Business Situation	Company providing software and services to the oil and gas industry Sets objective to raise the proportion of its business from outside the home market from 20% to 50%
Opportunity	Grow the business substantially Make the business more resilient by avoiding over-dependence on one market
Challenges	To win business in new countries Sales needs to become more pro-active Some countries require local sales partners
Needs	Sharpen the focus by developing a specific services product portfolio Choose the right target markets Make the newly created service products “sales ready”
Solution	Analysed markets and capabilities and clustered services into saleable groupings – the services products Produced Sales Guides that explained what each service product is, why it is valuable to customers and how it should be sold Sales Guides disseminated to direct sales using internal seminars and used as an integral part of the channel partner recruitment process
Result	The clear and compelling value propositions presented in the Sales Guides enabled our client to recruit a better quality of channel partner The Sales Guides enabled salespeople to achieve a higher level of customer engagement The project formed the foundation of our client’s successful overseas growth