The investment required to launch advanced technological solutions into new markets and territories can be cost prohibitive for many small to mid-sized businesses.
What model will you choose? What events should you attend? How do you gain and maintain the mind share of your strategic business targets? Will you need to recruit in each new territory?
At Terra Global Solutions, we have the knowledge and expertise to help you navigate the risk involved and maximise your budget. We know international markets and are well connected with both the major and more specialist channel partners who can help you grow.
We provide a range of strategic business development, channel acquisition and management, as well as sales and marketing capabilities for technology-oriented companies looking to grow. We can offer a bespoke service based on your needs and requirements, whether this is an in-depth, in-region technical sales team or specialist technical sales training.
International Business Development
Taking your solutions global is an exciting opportunity, but without a clear strategy and effective implementation, it can prove challenging. Maintaining focus on your core business while expanding internationally requires careful planning, dedicated resources, and a partner who understands the complexities of global markets.
At Terra Global Solutions, we work seamlessly alongside you and your core team to fully understand your brand values, unique offering, and business objectives. We translate this understanding into actionable strategies that deliver tangible value to your clients, strengthen your market positioning, and foster long-lasting relationships in new regions.
What We Provide:
With our International Business Development Service, you will benefit from:
- Dedicated Expertise: You will be assigned an experienced Business Development Manager with a proven track record in global expansion and market entry.
- Strategic Development: Together, we will design a tailored international strategy that aligns with your company’s growth goals while ensuring minimal disruption to your existing business.
- Business Plan Preparation: We prepare a comprehensive business plan detailing market analysis, target regions, competitive landscapes, and actionable steps for successful market penetration.
- Seamless Implementation: Our team drives the implementation of the plan, proactively identifying opportunities, setting up channels, and building relationships with distributors, partners, and end customers.
- Continuous Support: Through regular updates and performance reviews, we ensure your international growth remains on track, adaptable to challenges, and positioned for success.
Why Partner With Us?
With a global network of sales engineers and local market specialists, Terra Global Solutions combines deep regional knowledge, industry expertise, and strong relationships to accelerate your international growth. We focus primarily on the aerospace and defence sectors, where our experience and reputation enable us to open doors and deliver results quickly.
We don’t just provide advice—we act as an extension of your team, committed to driving sales, building channels, and executing strategies that position your company for sustainable success in global markets.
International Sales Channel Development
Expanding internationally with technical or complex product demands a comprehensive, strategic approach to establish a network of capable distributors and resellers. Our service focuses on creating, managing, and optimizing channel networks that ensure your advanced solutions succeed in global markets.
In-Depth Market Research
Thorough market analysis is the foundation of building a successful global channel network. We provide:
- Market Readiness Assessments: Evaluate technology adoption levels, digital maturity, and customer demand in your target markets.
- Regulatory and Compliance Insights: Identify regional technical standards, certifications, and bureaucratic requirements necessary for market entry.
- Customer and Use-Case Analysis: Pinpoint local customer pain points, use cases, and opportunities that align with your product’s capabilities.
- Competitor Benchmarking: Understand competitor positioning and channel strategies to differentiate your offerings.
Targeted Partner Recruitment
We identify and onboard the right channel partners with the skills and resources to effectively represent your brand and solutions. Our approach includes:
- Partner Profiling: Define the ideal partner based on industry expertise, technical capacity, and market reach.
- Rigorous Vetting: Assess potential partners’ financial stability, operational capabilities, and market reputation.
- Proven Industry Connections: Leverage trade shows, professional networks, and digital platforms to target experienced partners.
- Pilot Projects: Conduct small-scale implementations or trials to test partners’ technical proficiency and commitment before formalizing agreements.
- Value Proposition Presentation: Showcase the benefits of partnering with your business, including access to innovative solutions, technical support, and co-marketing opportunities.
Comprehensive Partner Enablement
Effective channel networks require ongoing training and support to empower partners with the tools and knowledge to succeed. We offer:
- Customised Training Programs: Equip partners with deep knowledge of your product features, technical specifications, and deployment processes.
- Certification and Accreditation: Establish structured programs to validate and enhance partners’ technical and sales expertise.
- Advanced Technical Support: Provide tiered assistance, including direct access to engineering teams for complex troubleshooting.
- Knowledge-Sharing Platforms: Create partner portals with technical documentation, use cases, FAQs, and community forums for continuous learning.
- Solution Development Collaboration: Work with partners to co-create tailored solutions for specific market needs, fostering trust and innovation.
Strategic Co-Marketing Initiatives
Marketing technical products requires tailored strategies that resonate with local audiences and demonstrate real-world value. Our services include:
- Localised Campaigns: Develop region-specific messaging, including case studies and testimonials relevant to local industries.
- Technical Workshops and Webinars: Organize joint events to educate potential customers and showcase the practical applications of your solutions.
- Comprehensive Sales Tools: Provide ROI calculators, product comparison guides, and technical white papers to help partners effectively communicate value to customers.
- Collaborative Marketing Support: Work with partners to execute campaigns, promotional events, and customer engagement activities that drive sales.
Network Optimization and Growth
Sustaining and expanding your channel network is essential for long-term success. We focus on continuous improvement by:
- Performance Monitoring: Use data-driven KPIs to track sales performance, customer satisfaction, and partner engagement.
- Feedback Loops: Regularly gather insights from partners to refine strategies and address challenges promptly.
- Technology Integration: Equip partners with CRM or ERP tools to streamline operations and enhance customer relationship management.
- Innovation Support: Help partners adopt emerging technologies, such as IoT, AI, or cloud solutions, that align with your product portfolio.
- Strategic Expansion: Identify new regions and industries for growth and onboard compatible partners with the expertise to succeed in those markets.
By leveraging our expertise in global channel development, we help businesses navigate the complexities of distributing technically complex products and solutions, ensuring seamless integration, maximum reach, and sustained growth in international markets.
Sales Channel Management
Building Strong Relationships
- Collaboration and Transparency: We foster open communication and shared goals with channel partners to build trust and alignment. Regularly share performance metrics, feedback, and resources to ensure mutual understanding and continuous improvement.
- Dedicated Channel Account Managers (CAMs): We assign CAMs as primary points of contact to provide personalised support, strategic planning, and conflict resolution. This role ensures consistency and strengthens the partnership.
Partner Training and Enablement
- Comprehensive Training Programs: We co-ordinate tailored training sessions on product knowledge, sales techniques, and marketing strategies through various formats such as online courses, certifications, and workshops.
- Localized Support: Channel partners offer native-speaking professionals to adapt training materials for different regions without losing content integrity.
Marketing Support
- Structured Marketing Programs: We work with our clients to develop marketing initiatives, including managing marketing development funds (MDF), to help partners promote products effectively to their audiences.
- Digital Tools: Use partner portals or learning management systems (LMS) to centralize resources, streamline communication, and track partner progress.
Performance Monitoring and Incentives
- Tracking Metrics: We evaluate partner performance against KPIs like sales targets or customer satisfaction. Use this data to identify areas for improvement.
- Incentivisation: Reward high-performing partners with financial or non-financial incentives to encourage alignment with company objectives.
Flexibility in a Rapidly Evolving Market
- Adaptability: Stay ahead of technological advancements by continuously updating training programs and strategies to meet changing customer demands.
- Proactive Engagement: We identify new opportunities for growth by aligning with innovative vendors and adapting offerings as needed.
International Business Services
We offer bespoke services on a case-by-case basis to fulfil your business needs in any of the regions we cover with our sales teams. Some of the services we offer are listed below, but please contact us if you have any other requirements.
Trade show support
We are very experienced in running events all over the world, whether you have a full sized stand with a number of staff or a small stall, we can support you with organisation, logistics and staffing of your booth, as well as creating collateral in local languages.
At the event we can man your booth, gather leads and have conversations with prospects, delivering best in class experience for your brand, increasing visibility and brand awareness.
Market research
Have you successfully been selling your product or solution in your home or other markets but want to explore uncharted territories?
Before taking the plunge, and the risk, we can help you map out the territory and find prospect distributors and resellers for you.
For businesses looking to enter new markets getting good, reliable market data and research is crucial to strategic planning. We will use our specialist network as well as third party data to deliver you are tailored and specialist service that can tell you exactly what you need to know. In a global market that is forever fluid, knowledge is crucial to building a successful and sustainable business.
New partner acquisition
Utilise our extensive global network of resellers and distributors to find the right customers for your product or services. We will find prospects that are interested in your offering and will arrange initial meetings for you.
Marketing planning
Is your organisation very strong is creating products and solutions that stand above the competition but are struggling to get the attention of the market?
With our tailored marketing services, we can help you get noticed on a local, national or multinational scale. Our team has experience in Marketing for some of the strongest brands in the world and can work with you to create a marketing approach that suits your needs and budget.
FAQ
What markets do you work in?
We specialise in partnering with technology companies, are a team of specialist sales engineers and focus largely on complex electronic technologies including, but not limited to, Global Navigation Satellite Systems (GNSS) Inertial Navigation Systems (INS) Weather Radar Solutions.
Do I need to cover the world from the start?
No, not at all our adaptable global services allow you to grow your expansion alongside each local market’s response, which give you true scalability.
What services do you offer?
We provide a range of sales, business development, channel management and marketing capabilities for technology ordinated companies looking to grow. We can offer a bespoke service based on your needs and requirements, whether this is an in-depth, in-region technical sales team to specialist technical sales training. Read about some of the companies we support HERE
Is there a typical sized business you prefer working and partnering with?
We typically work with companies with a turnover of between 1 to 20 million dollars (Though sometimes bigger), who are looking to expand their market reach and global awareness. The key driver and benefit are that these companies don’t always have the budget to employ the necessary full-time/in-house sales team that have an International Technical experience. Whereas at Terra, we have these experiences and expertise to be able to leverage a percentage of our global team for the same budget as a single employee
What is the costing structure?
We work on a retainer or project by project basis and pride ourselves on bespoke, flexible agreements that perfectly align with business objectives and company budgets.
Which Vertical Markets can your support?
Our sales team has at least 40 years selling experience in a wide variety of target verticals, such as Defense, Aerospace, Space, Enterprise, Power & Utilities, Telecommunications, Broadcast, Finance, and Production Manufacturing. Working in the local language and culture. We’ve launched numinous tech clients in more than 100 countries globally.
Can you support other Technologies?
We are always eager to learn, and our global team already have a wealth of experience in different product technologies, so it’s always worth having a conversation, and discussing if we can help and if we are a good fit for your business.
What Visibility will I have?
Sales Team outsourcing doesn’t mean losing control. We love data! You get total insight into budget and sales activities with the dedicated Sales Manager directly reporting to you, and our global sales management providing support. A single contract and monthly invoice covering all your expansion costs.
What other services can you provide?
While Sales and Business development teams are at our core, we are also able to assist with technical services, sales support, Marketing, website development and administrative services support. Call us to discuss your company needs!
What is the difference between Distributer & Reseller?
A Distributor purchases products directly from manufacturers in bulk, manages logistics, and supplies them to resellers or retailers. A Reseller, however, buys from distributors or manufacturers and directly sells products to end customers, often focusing on retail.
What is the difference between Business Development & Sales Management?
Business Development focuses on long-term value creation through strategic initiatives like market expansion and partnerships, while Sales Management emphasises short-term revenue generation by optimising sales processes and leading sales teams. The former involves broader, collaborative strategies, whereas the latter is tactical, targeting immediate goals through clear metrics like sales quotas and win rates.
Why Terra?
We have a team of highly skilled specialists and experts in global sales, equipped with extensive experience in channel setup, development, and managing complex project sales processes.
Our fractional Business Development model allows you to tap into a dedicated portion of this global team, focusing exclusively on your products and key markets. With local knowledge, language capabilities, and a deep understanding of regional business nuances, we act as an integrated extension of your team to drive results effectively.
This tailored approach provides access to world-class expertise and resources at an attractive price point.