The most efficient route to international success. From initial selection to actual sales activities.

Posted by Chris Gerretsen on Apr 25, 2017 11:21:12 AM

We are often asked which steps we are taking when engaging with a new vendor. How do we verify if a specific solution or technology is a good fit for the markets where we are active? Which information is required to create a meaningful joint business plan? How do we onboard our staff? And how can we optimize the initial lead generation and prospect penetration activities with / for our partner vendors?

Expanding into international markets? 6 things to check!

Posted by Jos van der Meulen on Apr 20, 2017 12:37:41 PM

Expanding into international markets? Going abroad with your business and finding clients outside of your home market can be challenging. Cultural differences, language issues, legal hurdles and the sheer physical distance with the prospects are preventing many tech and software companies to become active outside of their home turf. This can be for good reasons. But it can also be based on unrealistic fears, doubts and uncertainties. This checklist helps you to assess whether your company is ready to start up activities in new, uncharted territories.  

Open-Source Deep Learning, AI for Solving Business Problems in Europe

Posted by Heike Braakhuis on Mar 20, 2017 10:25:43 AM

Collaboration with Skymind Inc.
Today, Skymind Inc., the creator of Deep Learning 4 Java (DL4J), the largest open-source neural net library for the Java Virtual Machine (JVM), has joined forces with IT sales and business development firm Aexus BV. The collaboration aims to help European enterprises build in-house solutions for solving business problems with deep learning.

How Qualifio achieved 50%+ market coverage in the Dutch publishing & media market within a year

Posted by Eric Haeken on Dec 19, 2016 1:35:23 PM

Qualifio is the most powerful online platform to create and publish viral interactions on websites, mobile apps and social networks. Within one year, Qualifio achieved a 50%+ market coverage in the Dutch publishing & media market.

Improve revenue predictability by better qualification of your key accounts

Posted by Chris Gerretsen on Dec 15, 2016 3:15:08 PM

One of the key challenges of CEO’s and VP’s of tech and software companies is to make their revenues more predictable. They need to ramp-up their sales teams, and build effective processes for prospecting and sales pipelines in order to be able to provide reliable revenue forecasts to investors and / or shareholders. An in-depth understanding of the strength of the sales funnel is crucial here. Obtaining such an understanding can be complicated, especially in enterprise sales situations, where several departments are involved and the decision making process can be opaque. 

Related: 10 Questions to ask when selecting your sales outsourcing partner

We have developed a qualification checklist to help you analyze the strength of your funnel. It consist of 19 questions and is divided into 5 categories:

How to expand your international business in a clever and cost effective way

Posted by Maaike Voeten on Dec 15, 2016 12:34:00 PM

You might recognize this..
You want to grow your company's business and accelerate sales. Not just in your home market, but internationally. Where you and your executives don’t know the culture or language. And where you don't have existing customers or even contacts yet.

10 questions to ask when selecting your sales outsourcing partner

Posted by Chris Gerretsen on Dec 5, 2016 12:51:42 PM

Selecting the right partner for your market development activities is not easy. Sales and business development activities in a new territory are of strategic importance to your organization. Therefore, a sales outsourcing partner must be selected wisely and carefully. Here’s a list of questions you should ask in order to separate the wheat from the chaff.

6 Reasons for outsourcing your sales when expanding internationally

Posted by Maaike Voeten on Dec 1, 2016 10:00:00 PM

Any company expanding internationally must take the target nation’s legal, regulatory, and cultural environment into consideration. Companies can thereby choose to build up their own sales force in the new, uncharted territory, or they can outsource (part of) the commercial activities to a specialized organization. Especially for suppliers of complex tech and software solutions, outsourcing the commercial activities may be an excellent choice or welcome addition to their international expansion plans for the reasons set out below.

Why your European market entry strategy should start in the North

Posted by Chris Gerretsen on Nov 29, 2016 2:13:22 PM

 “The European market” does not exist. Europe is a motley collection of countries and states, each with their own culture, language, history and oddities. For software and tech companies wishing to penetrate the European market, it is often difficult to determine where to begin. So what should be the starting point of your European market entry strategy?

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