Sales Plan and Execution

The skills required to exploit a new regional market are very different from those needed to maintain and augment existing channels with a mature customer base. The choice of field personnel is key and we are careful to choose individuals with clear previous experience of this challenge.

Initial Market Penetration
To expedite initial market penetration, a direct 'end-user' sales approach, possibly addressing your primary EMEA target accounts on a vertical basis, will maximise the opportunity for an early ROI.

A 'pull/push' sales strategy is often the best approach in this initial phase. If worked correctly, this technique provides direct sales influence, focus and control within initial target end-user accounts 'pull' while 'pushing' the order fulfillment through a solution provider favoured by the prospective customer.

Direct control over the end-user account will expedite the sales process achieving an early 'in region' reference customer. Appointment of the favoured solution provider should overcome any post sales support concerns and result in a pro-active channel partner going forward.

This strategy may be the optimum initial approach for 'next generation' technology specifically targeted at the Enterprise, Financial, Internet Service Provider (ISP), Carrier or Government sectors. Successful OEM sales, while primarily a direct sale, may also benefit with support from a favoured solution provider.

Channel Sales Going Forward
An initial direct sales approach maybe supplemented by the parallel appointment of regionally based 'single tier' indirect channel partners strategically located across the region. For indirect channel partner appointments, we will initially look to appoint System Integrators type organisations in preference to Value Added Resellers (VAR's) or two tier distributors.

It should be remembered that set against an initial direct sales pull/push approach, a pure indirect sales strategy (perceived as an easier methodology adopted by most sales acceleration/outsourcing companies) will significantly elongate the time it takes to achieve the initial customer wins.

Forecasting & Execution
We expect execution of an 'Agreed' sales plan to be closely monitored by both parties. To facilitate this, GlobalXtend personnel will adhere to your own individual forecasting schemes in addition to weekly sales forecasts based on our own proven structure. If agreeable, GlobalXtend personnel will also take part in your regular sales calls to discuss progress and resolve any issues that arise as we move forward.

We would expect to run most sales cycles to contract stage, liaising closely at all times with your personnel. We see final pricing and contract negotiations as a joint exercise.

Summary
GlobalXtend's personnel have developed a very focused market entry methodology through years of practical experience. The individuals we manage during the assignment will be seasoned professionals who have strong understanding of your market, technology and appropriate target customers. We understand this business and we deliver results.