That fast? Well, obviously it depends upon your industry and the capacity you have available. But, for many companies, our Partner Research methodology, network of contacts and international Sales & Distribution know-how makes entry into European markets a reality sooner rather than later.

There are just four important questions you need to ask yourself.
Once we have helped you arrive at the answers, you will have a good idea of just how best to market and distribute your products.

Here are those four questions:

1) Who are my priority customers?

• Ranking local customers by potential.
• Obtaining critical soft intelligence i.e. opportunities, preferred channels, and the competition.

Tip: Getting past secretaries and voicemails is difficult – doubly difficult in a foreign language! Local referrals can help to sell the interview.
can do this.

2) Who could distribute my products effectively?

• Who are the right players?
• Which market segment do they address?
• What market coverage do they have?
• What is their road map for the future?
• How well are they performing?
• What is their reputation?
• How motivated are they to sell your product?

Tip: Build a picture of the market iteratively by interviewing customers, suppliers, “movers & shakers” and uncover the drivers and barriers before approaching potential partners.
can do this.

3) What is the competition doing?

• Who is most successful and why?
• What are their distribution channels?
• How do they support their partners?
• How do they position their offer?
• Do they have national or regional presence?
• What are their weaknesses?

Tip: Utilise professional third party researchers. can do this.

4) What do I need to do to succeed?

• Identify and qualify distribution partners in each country.
• Prepare marketing materials and training documentation.
• Shape your offer to win.
• Choose the right tradeshows to attend.
• Respond professionally to RFPs in local language.
• Ensure diligent follow-up.
• Build and maintain relationships.

Tip: Ensure that communication is efficient and developments are acted upon promptly.
can do this.

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