Developing your UK Market Entry strategy.

 

There are many risks inherent in launching into the UK market. The key question is “Will my software sell in the UK?” To help answer this important question ICTlaunch’s UK Market Entry Strategy is a developed Market Intelligence and Sales Delivery methodology designed specifically to help you develop your UK business strategy and tactics.

 

The UK Market Entry Strategy is a bespoke program designed for new UK market entrants comprising three elements that help build a complete picture of your readiness to commence your UK business, these are:

 

· Market Intelligence

· Partner Development

· Customer Account Penetration

 

Market Intelligence

 

Prior to setting up a UK operation we can work closely with our customers to understand the proposed market opportunity and business strategy and agree appropriate ways of gathering intelligence. This can for example, be completed by research and questioning key potential customers or leading figures within the target sectors to help identify:

 

· The nature and size of the target market

· Intended purchasing priorities

· Key Business Issues for organisations in the market

· The main players within sectors

· Types of solutions being implemented

· Competitive analysis

· Benchmarking on criteria such as performance, price, service

· Refinement of your value proposition

· Factors affecting requirements

· Key market/company/product perceptions

· Key potential Partners (ISVs, VARs, OEMs, SIs)

· Partner suitability assessment

· Market perception of competitors capabilities

· Identify key immediate opportunities

 

ICTlaunch’s market Intelligence will help you make the right strategic and tactical decisions based on a clear and accurate understanding of your UK market, key trends and the major factors driving change, enabling you to commence your UK business with confidence.

 

Partner Development

 

If partnering is a key component to your UK business strategy, then identifying and choosing the right partnerships is vital. The wrong partners of ineffective partner relationships can set back UK market entry by months.

ICTlaunch’s Partner Development service will help you get it right by providing the intelligence and informed insight you need, including:

 

· Identification of Value Added Resellers, System Integrators, Independent Software Vendors, OEMs, and Consultants that operate in your market

· Identification of markets & suitability of skill sets by partner

· Customers types by partner & case studies

· Strengths and weaknesses of each potential partner

· Example partner value propositions and fit with your product and solution.

· Market and customer perceptions of different partners

· Any existing partner solutions that are designed to solve your market value proposition

· Existing competitor relationships with partners, SWOT analysis

· Commission expectations and potential financial value to you of selected partners

· Potential Partners analysis or view of your company and solution(s)

· Ideal partner requirements from a vendor

· Recommendations on how to improve you partner program

· Recommended engagement strategy for each prospective partner

 

ICTlaunch’s Partner Development service will help you identify which companies to partner with, which partners to prioritise, and how to do so, quickly and effectively.

 

Customer Account Penetration

 

Your first UK sales are a key factor in your medium and long term UK success. In order to meet this initial challenge it is important to focus on the following factors:

 

· Which companies in which sectors, to focus upon for quick sales success?

· Identify and understand in depth, your target customers’ business, their strategy, current challenges and needs.

· Use knowledge to develop target account sales action plans that add business value and enable higher value sales revenue.

· Use account intelligence to deliver sales action plans quickly

 

ICTlaunch can help obtain the target account intelligence needed and communicate this quickly to you and/or your UK sales resource. This information can also be used to help define your UK sales staffing requirements and ensure their effectiveness.

ICTlaunch’s Account Penetration service will provide the information and intelligence to help you quickly focus on and penetrate new customers cost effectively.

 

UK Market Entry Strategy