International Sales Channel Management
Nothing beats the enjoyment and pride of first international sales! However, is there any guarantee that it will lead to international business? Internetional sales driven by web leads considered to be a pull model. It is completely dependent on the middleman's web search, relies on luck factor and an effective marketing team that is prominent on attracting relevant web visitors.
Given that the middleman probably researches for other vendors as well, the attachment to the solution is weak; the price turns out to be the only determinant for a deal to go through and that it leads to lower supplier surplus.
While the pull model has its own merits, such as effortless sales, it is quite unstable unless it is supported with a push model. Push model assures the field team to work on developing partnerships and get involved in sales opportunities. Such involvement proves to help the customer retention and better pre-sales work. Such partnerships help form an ecosystem for the IT vendor.
While push model assures a more stable partner base for the IT vendor, it is an expensive proposition.
In order to avoid the costly nature of push model while still ensuring that IT startups get enough level of push for building a partner ecosystem, FND Group brings international sales channel management services.
