office (207) 389-4676
cell (508) 308-6525
cell (508) 816-2046
 
Nelon, Davis & Associates

A FULL SERVICE INFORMATION TECHNOLOGY CONSULTING COMPANY

Success Stories

Transformation of an International Software Start-up Operation

Opportunity

An international software company expanded its operations into Asia/Pacific using a direct sales model to introduce its software into new markets. Disappointing  revenues and poor penetration into the region resulted in the company questioning the validity of its direct marketing and sales business model.

Solution

After evaluating Asian buying behaviors, including purchasing patterns and preferred trading relationships, the company decided to redeploy its market expansion using an indirect sales and marketing model. The company understood that the indirect sales model fit the Asia purchasing mentality better than a direct one due to long-standing buying customs. Developing and licensing indirect channels and partners created new opportunities for software revenue by tapping into existing partner/client relationships and cultures not well understood by the States-based software firm.

Result

The company booked significant immediate sales generated by its Asian-based partners. Plans for expansion into additional territories within the region received the resources required to ensure on-going successful campaigns. Sales revenues continued to achieve budgeted goals for units sold, market penetration and margins on operations.

Your Satisfaction Is Guaranteed

Please contact us for a preliminary assessment of your needs.

Telephone: (207) 389-4676

Email:
JRNelon@NelonAssociates.com
JGDavis@NelonAssociates.com