Selling Software in the Global Market: Benchmarks and guidelines for success in international markets

9781581280050: Selling Software in the Global Market: Benchmarks and guidelines for success in international markets
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Want to improve your company's international sales and profits? Planning entry into new markets? Is your product ready to conquer the world? We put the world at your fingertips. Over the past year, we have received an incredible number of phone calls and letters asking for information about global operations. Software executives are crying out for a book that can help them overcome the challenges of doing business internationally.

In Selling Software in the Global Market, 1996-97, Culpepper and Associates gives the information you need to chart a course for worldwide success.

Why all the hoopla? Because the global market is no longer some economics professor's theory-it's where we do business every day. As trade barriers fall, software companies need to be ready to grow with new opportunities. As customers expand overseas, they expect software vendors to provide the usual services to new locations. The Internet is creating a whole new connection between software customers from around the world.

How can your software company build profits and avoid pitfalls in the global marketplace? Your answers are all right here...

A Worldwide Perspective Selling Software in the Global Market, 1996-97, will be an invaluable resource for every member of your management team. Its 340 pages compile the in-depth survey results from more than 50 leading software companies selling outside North America. Our wide-ranging sample included companies doing business in: Latin America, Western Europe, Eastern Europe, Asia Pacific, and Middle East/Africa.

To help you find the benchmarks that fit your firm, the data in Selling Software in the Global Market, 1996-97 is broken down by geographic markets, by software product category and price range, and by the percentage revenue earned outside North America.

Our sample companies also represent a good cross-section when considering what percentage of their business is international : one-third do more than 33% outside North America; one-third do 10% to 33% outside North America; and one-third of the book's survey respondents do less than 10% of their business outside North America.

How Can Selling Software in the Global Market Help You? If you are experienced in world markets, this is your chance to compare and contrast your firm with other similar companies.

If you are new to the global marketplace, you can learn from those who have gone before you. Selling Software in the Global Market, 1996-97 addresses the important international issues: How do prices, profit margins, and growth rates vary between Western Europe, Asia Pacific, Latin America, and North America? What are the major issues software companies face in managing successful sales channels, how do these issues vary by geographic area, and what are the best solutions for each area? What responsibilities should be delegated to your agent or remarketer? What support should you give your agent or remarketer and equally important, what should you NOT give them? What approaches are being used to internationalize products? How rapidly is international customer support being implemented on the Internet? What is the value of ISO 9000 registration? What are the key factors you should consider before sending an employee overseas?

Around the world in 340 pages. This book addresses all of the issues of running a global software company. It is an outstanding tool that can help you build profits and avoid pitfalls as you sell beyond North America. Anyone seeking to grow software sales worldwide needs this report!

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