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Value-4IT Software Products Distribution
Given our knowledge of the
UK and indeed EMEA market place of ISV's, IHV's, VAR's and
Distributors, Value-4IT are ideally placed to assist the overseas
software manufacturer create a UK and/or EMEA operation, either
directly with their own company brand or via a distribution channel.
Value-4IT have assisted a number of software organizations in
establishing a UK and EMEA distribution channel with an all
encompassing service, including but not limited to:
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Distributor/Partner
Qualification (UK/EMEA shortlist creation) |
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UK Office Infrastructure
(Company set-up, Personnel recruitment, et al) |
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Distributor Management (Sales
qualification, Marketing, Technical training, et al) |
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Interim Management (UK
operation management for subsequent handover) |
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Support (Interim or long-term
Pre Sales and Post Sales implementation support) |
Ultimately local market success is
achieved via an appreciation of the culture, etiquette,
marketplace and indeed the business model required for success
in any given territory. Typically Value-4IT have assisted
software organizations from countries such as The USA and Israel
in establishing UK and EMEA operations. Of course, just as each
of the states within the USA might require a different business
engagement style, then largely the same is true for each of the
countries throughout EMEA. However the major difference is
culture and language, where there are numerous cultures and
languages throughout EMEA, while largely the culture within the
USA is universal, as is the language spoken and written, namely
English! Similarly the USA has its own hierarchy of revenue
opportunity from state-to-state, while a similar hierarchy
applies within EMEA. All of these subjective considerations
generate a requirement for a carefully qualified business plan
and a modicum of timely value-added input and mentoring from
like-minded but locally based business partners.
Value-4IT are ideally placed being a UK based operation that can
assist EMEA market penetration via a cost-efficient and tangible
modus operandi for non-UK based software organizations. Software
distribution is a serious matter and even establishing a network
of distributors can be time consuming, but without qualification
and commitment to sales generation, such an investment may very
quickly become precarious, as the distribution channel appointed
might require a significant investment in support time, while
generating little or no revenue, which of course impacts the
overall bottom-line. In conclusion, EMEA is a significant and
geographically dispersed economy with an ever-increasing
requirement for best-of-breed and value-added software
solutions; and so as with anything in life, a modicum of
pragmatic speculation will increase the chances for organic
accumulation.
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Practice might make perfect - but perfect practice might get
even closer! |
I think there is a world market for maybe five computers (IBM Chairman 1943).
Thomas
Watson |
