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
Knowing that you want to take your solutions global, and having a strategic plan to implement that effectively without diluting your existing business can prove difficult.
We work alongside you and your core team to ensure we understand your brand values, your offering and translate this into how we can create value for your clients, markets and relationships through global expansion.
With this service, you will be assigned an experienced Business Development Manager who will focus on the development of an international strategy, preparation of the business plan and the implementation of that business plan.
International Sales Channel Development
When you have firmly established that the channel distribution model is right for your business, you need to begin the vital work of building an effective distribution model that works for all parties involved.
Recruiting the correct channel partners that value the relationship and understand your brand is key. We have that knowledge and have developed a robust recruit, train, develop programme that enables us to work on behalf of our partners to reduce the lead time and risk associated with international channel development.
We nurture partnerships with distributors and specialist channel partners around the world which means that we can introduce our clients’ products globally to the appropriate channel partners who have the drive to support your growth plans. These are distributors who have contacts in their local market and who understand the subtleties of doing business in that market – the language, the cultural differences, the bureaucracy and so much more.
Sales Channel Management
Technology markets are fast paced and new entrants are vying for the attention of your channel partners. Nurturing the relationships with your channel is fundamental to a mutually beneficial partnership. Your channel partners need to know that you are invested in them and you want them to succeed.
Our Channel Account Managers become an integral part of your team to deliver consistency and personalised service to your growing international channel partners.
We deliver regular training and development and share valuable insight into your business and markets so the channel partners feel supported and able to engage with customers.
We can work with you to develop and implement effective customer acquisition programmes to support your channel.
We can build and develop a structured marketing programme, including marketing development fund management to help support your channels promote to their audience.
It is important to remember that the key to successful ongoing channel sales is to give your channel partners exactly what they need, when they need it and in a format that is right for their market. We have a strong relationship with leading global translation services who are native speaking engineers, enabling us to reproduce your collateral in almost any language with no loss of integrity.
International Lead Generation
The channel model is not right for every business. With complex solutions where the sales cycle is lengthy and requires a high level of input directly from your team, a direct to customer model may be more appropriate.
Actively feeding your sales funnel with quality leads in international markets requires skill and commitment. You need someone within those markets who can understand both the finer technological benefits your solutions bring, and how to find new business and nurture these through the sales funnel.
We find the people who need what we are selling for you. We attend trade shows on your behalf, in your company name. We help build your brand. We have the necessary technical conversations and the meetings with high profile C-Level people. We network on your behalf to make it happen.
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 Global Navigation Satellite Systems (GNSS) and rugged electronics. As our team and business grows, we are expanding our niche to include Inertial Navigation Systems (INS) and 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!
Why Terra?
We have a fully committed globally positioned sales team that have a wealth of experience in building sales through Channel set up and development, and through the complex and project sales process, which we can leverage a percentage of this global team to focus on your products and your key markets, as an extension of your team, for the same budget as a single employee!