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| | The Marketing, Channels/Partnership & Sales Execs Network is not currently active and cannot accept new posts | | Prospecting oversea | Views: 1040 | | Jul 14, 2005 3:25 am | | Prospecting oversea | # | 
Steven Cheung | | Hi everyone. I have a question about prospecting for business oversea. I just recently became an account manager with a software company that develops integration application for hospitals, labs, clinics and companies in the healthcare industry to allow them to send messages in the HL7 standard back and forth. Even though most of our customers are in the U.S. and Canada, and we're already doing quite well with these 2 countries I would like to expand the scope of prospecting to Europe and Asia where we already have a few deployments. Since I've never done any prospecting oversea before what would be the best way to go about doing that especially with the time difference? Any suggestions would be appreciated or feel free to drop me a line directly. Thank you. Private Reply to Steven Cheung | | Jul 18, 2005 11:58 pm | | re: Prospecting oversea | # | 
>> Barry Caplan - Start Your Future Today | | > I just recently became an account manager with a software company that develops integration application for hospitals, labs, clinics and companies in the healthcare industry to allow them to send messages in the HL7 standard back and forth.
Hi Steven -
My long experience preparing products for international markets leads me to these brief suggestions (more via PM for those interested):
1 - Make sure you are aware of various regulations before you contact any protential customers or partners
2 - Make sure you understand the industry structure in various markets
3 - Decide what if any changes are needed in the feature set (support for foreign languages, dates, regulations, workflows, etc.). Implementing these represents a real cost.
Since self promotion posts are not allowed here, let me just say that "there are people with the right kind of experience nearby".
These folks can work with you to identify these issues and come up with ways manage the costs and implementations to *your* benefit. The first way a partner or customer may suggest will not be to *your* benefit, it will be to *theirs*.
That raises these issues to a exec level negotiation plan. Even if you find prospects, are you sure you are prepared to negotiate with them? Many companies I have worked with thought so *before* they ran into serious technical, operational, and legal troubles because they didn't look at the lay of the land before they jumped exactly into the quagmnire you are asking about.
Look for the right kind of help to assure everything goes smoothly so *you* benefit!
Best,
Barry
Private Reply to >> Barry Caplan - Start Your Future Today | | |
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