Selecting the Right Market Entry Strategy
For small companies entering the market ANAHAT recommends the appointment of an exclusive distributor which performs product localization, markets aggressively (as if it were an extension of your company), and becomes nearly self-sufficient in providing technical support. Often the ideal partner is a specialized division of a large firm, or sometimes a small company, that makes your product its flagship offering.
Market Entry Strategy for Large Firms
ANAHAT recommends that large clients sign up multiple non-exclusive resellers, and recruit a small sales and technical team to manage these channels, perform demand creation, and provide support in this are Demand creation is essential to success. In certain cases, a large company can appoint o long-term exclusive distributor. If there are significant marketing or localization expenses, the partner needs several years to become profitable, without the fear of having its distribution rights taken away. Like any good marriage compromise and constant effort is required to be successful.
Market Entry Strategy for Firms
In the case of service companies, there are various partnering scenarios. To fully localize and replicate the Western company’s service menu, a joint venture partner willing to commit significant staffing, infrastructure, and market development funding is recommended. If the service can be delivered remotely, a pure sales agency relationship will suffice.
Market Assessment
ANAHAT conducts a market assessment to help clients determine the available market size, competitive landscape, distribution channels, market trends, peer group comparisons, and optimal market entry strategy. In addition to providing a comprehensive market research report, ANAHAT couples our research with potential partners in this port of the world. Clients benefit from face-to-face interaction with customer prospects, reseller candidates, peer group executives, and industry experts to further refine and validate our conclusions. ANAHAT is able to tap into a “brain trust” of executives in our headhunting database to provide in-depth analysis of competitors’ strategies and the industry dynamics. ANAHAT market assessment provides a blueprint for entering or expanding in this of world.
Partnership Development
How do you find, engage, and negotiate the best possible partnerships through which to enter the market? ANAHAT provides comprehensive recruitment of strategic partners to maximize your channel coverage and revenues in this port of the world.
ANAHAT has over the years built and refined a database of the business development managers and decision- makers at 10,000 companies. They know and trust ANAHAT as a “marriage broker” of qualify technology, and are extremely responsive. We quality, rank, and line up all the suitable partners at the starting gate together. ANAHAT coaches them on their business plants, cross-pollinates customer / sub-reseller partners, and generates a “bidding war” among them. The result is a more highly motivated, qualified, and staffed partnership.
Partnership Development Phase I
- research pool of the most advantageous partners
- contact, screen and rank partners
Partnership Development Phase II
- set up partner meetings in country
- determine short list of candidates
Partnership Development Phase III
- get partners under NDA, provide product for evaluation
- coach candidates to candidates to create business plants
Partnership Development Phase IV
- generate Letters of Intent
- negotiate partner contracts or purchase orders
Bottom line: a typical partnership development project is significantly faster and less expensive than dedicating the resources necessary to undertake the effort internally. Moreover, typical projects generate upfront payments and revenue commitments.
Choosing the Service that is Right for your Business
ANAHAT provides a comprehensive menu of business development services in this port of world for construction, Energy and Renewable, Health cane mining market. Many corporations engage ANAHAT to provide an initial market assessment and recommendation concerning the revenue potential, recommended market entry scenario, and required organization. Alternatively, clients with a clear market entry imperative move directly to a full business development project to recruit distribution partners, strategic customers, and investors.