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Start ups and SMB's in the Information Technology and Communications (ITC) must go global to secure their perdurability. There is some basic questioning that should be addressed before laying-out the action plan. External consulting like Ailanthus can help achieving results in a short period of time, not to say the go or not go (yet) flag.
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Sales & Marketing Consulting for ITC Exporters
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Exporting your Products or your Technology abroad
www.ailanthus.esTwitter.com/Ailanthus_Spain
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The Market
Are these services known?
Is there a Market?
Can I succeed in this Market?
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When launching products or services
in a new market, some basic
questions arise
Ailanthus will help you finding out those answers
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Introspection
Status
today
• Happy with its business?• Can be improved?
Future
• Pressures to make better numbers?• What are the Markets with better chances?
Competitors
• Are the competitors doing better?• Do we know what is their edge on us (if any)?
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Introspection
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Product• Right product ?• Price• Support
People• Sales Team• Support Team
Market• Is there a market?• Do we chase the right segment?
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SWOT – International Business
• Product Portfolio• Technical Specs• Flexibility• Time to Market• ??????
• Sales Team?• Sales Channel• Brand Awareness• Support• Prescribers?• ????
• New Entrants?• Traditional Solutions
Providers?• ????
• Large Market• Spanish Multi-National
Corps• Distribution channel avid
for new products?• ????
STRENGHTS WEAKNESSES
THREATSOPPORTUNITIES
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The 3 Laws of Success
Look for References
Focus on what matters the most
Get the Most Out of your Team 6
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oter
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Look for References
• In your region• In other regions
Do not invent, just copy what the leader is doing!
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Target segments
Services & Price
Sales Strategy
MarCom Strategy
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Focus On What Most Matters
• Pareto Law, or 80/20
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Key Accounts
Key Re-Sellers
Effective MarCom
Sales Team Efficiency
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Get the Most of your Team
Employee
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HOW CAN AILANTHUS HELP?
Collaboration Proposal for Exporters
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Porfolio of Services
Business Consulting
Business Assesment
Competitive Analysis
Market Study
Sales Consulting
Interim Int’l Sales Director
Value Proposition Definition
Target Accounts Definition
Sales Channel Strategy
Business Development
Account Management
Marketing & Comms
Consulting
Interim Mrkt Director
MarCom Plan
Social Media MarCom Plan
Brand Awareness
Loyalty Plans
Outsourcing
Complete Marketing Function
Complete Sales
Function11
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Our Mission
We assist companies willing to expand their international operations
Business Development
Design and Execution of Marketing Actions Oriented to Increment the Bottom Line
Specialized in the introduction of technology start-ups, innovative business and small size organizations
Extensive networking contacts within Intensive Users of Technology Industries
Project Consultants12
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Value Proposition
“Tuning” your value proposition to International Markets
Who are the Competitors to be beaten in the Region?
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Competitive landscape
The Market
Market «state of the art» THE USER (CUSTOMER)
YOUR products
Competitors’ products
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Partners Eco-System
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• Systems Integrators• Consulting• Solution Partners
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oter
Tex
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Spanish vs I’tl Eco-System
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• What is the International Ecosystem to resemble Spain’s?
• International Systems Integrator
• Regional Systems Integrators
• Local Systems Integrators• Vertical “niche” consulting
& integrators
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Overall Plan
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• Achieve sales target?• If not, why?• SWOT• How is the channel incentivated? Is it loyal?
Analyse present situation
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on s
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Follow us: twitter.com/Ailanthus_Spain
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Contact Details
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The working languages of the Ailanthus Advance team are English, French, Nordics & Spanish. Feel free to contact us for a non-binding consultation!
Email:
Business Development & Sales:
MarCom & Social Media:
Office:
AILANTHUS ADVANCE, SL
Aramayona 6 - 2C
28022 Madrid – Spain
t.: +34 91 192 2002
f.: +34 91 329 1423
m.: +34 609444251
www.ailanthus.es
Twitter.com/Ailanthus_Spain
