Go-to-Market Execution

ImplementationHaving identified an optimum Route to Market and identified key channel partners with specific sectors the next step is to agree terms.

On the rocks of many new territories lie the wrecks of many new market entry strategies, scuppered by the detail of new channel partner agreements.

Channel Partner Agreements

Points to consider in any channel partner agreement include:-

  • Territory
  • Product Group
  • Pricing Strategies
  • Payment Terms
  • Currencies
  • Trade Marks
  • Sub-distribution
  • IP ownership
  • Local Regulatory Interpretation
  • Applicable Law
  • Incoterms
  • Warranty
  • Service Agreements

A badly drafted, or neglected area not negotiated ahead of time can, and probably will, cause major issues as revenues develop for both parties.

 Training, both sales and product, are competitive advantages in markets where competitors are local but under developed or are global but not locally developed. On going sales and product training programmes will make a solid and measureable difference to a firm’s market share gains.

Personnel Selection

 Selecting local personnel to support the firm’s global ambitions is another potential area of competitive advantage.

 Hanford exists to create accelerated, sustainable competitive advantage to our clients’ global market development programmes. We have developed regional Channel Partner Agreements and led Product and Sales Training Programmes for many firms across multiple territories. We have also recruited and built successful regional sales and marketing teams to our client’s specific needs.

Contact us now to see how Hanford Consulting can help you create new business opportunities overseas.