Whitepapers
Analyst Relations
In the United States relations with industry analysts such as Gartner
and IDC are an important element in the overall corporate strategy
for start-up and emerging technology companies. While a relationship
will not guarantee success, few companies have achieved much market
or financial traction without a positive relationship with the analysts.
Download Analyst Relations
How To Enter Global Markets
Download How To Enter
Global Markets
Going International - The ABBA Strategy for Creating Value
Young tech companies don't have the resources to go after all major
markets at once. For many, the choice comes down to the US or the rest
of the world. If they're smart, they'll choose the latter. Download
Going
International - The ABBA Strategy for Creating Value
An introduction to International Expansion
Going international can be an exciting and rewarding process for growing
technology companies. When it is done properly, it will lead to higher
profit margins, wider recognition of the company's technology and, ultimately,
a higher market value for the enterprise. This article addresses strategic
issues, the importance of being prepared before recruiting international
partners and the risks a prospective channel partner will evaluate before
signing an agreement with a vendor. Download An
Introduction to International Expansion
Software Localization
A common misconception amongst software vendors is that, in order to
sell their product in foreign language markets, all that needs to be
done is to take the text strings in the product and re-write them. Reality,
however, is somewhat different. To avoid a costly failure, consideration
must be given to all of the work required to properly prepare a product
for operation in another language. This paper will provide a good overview
of the process. Download Software Localization
Build or Buy
The intention of this paper is to discuss the pros & cons of alternative
strategies for the establishment of international market presence, which
for purposes of this paper, is simplified to the "build vs. buy" analogy.
Building, or establishing a wholly owned subsidiary is the option often
perceived as having higher risk and cost, but which affords greater
control over many more aspects of the business. Buying, or contracting
a representative firm, has the attraction of lower cost and faster
start-up, but is often perceived to suffer from a lack of control.
Download Build
or Buy
Channel Options
There are two ways for a developer to sell to end-user customers: either
the developer sells to end-users directly (direct sales), or they have
someone else sell to them on their behalf (indirect sales channel).
This paper provides an overview of the specific channels that can be
used. Download Channel Options
The Role of Hong Kong in China's Internet Business
A special report written by The York Group's Country Manager in China,
this informative and provocative document has been praised by old Asian
hands as being impressively insightful, and invaluable for companies
preparing to make a significant investment in the Chinese telecom sector.
Download Role of Hong Kong
Managing a Model Software Company
Software companies require a different mix of management disciplines
and processes than many other industries. This document discusses the
central role played by marketing and how it interacts with other departments.
Download Managing a Model Software Company
Why Resellers Don't Sell
Properly structured and supported, indirect channel are often the fastest,
most cost-effective way for a company to scale its business overseas.
But, the fact is – most resellers don't sell. And the reason they
don't sell has much more to do with you than your technology, the marketplace
or the reseller's business. Download Why
Resellers Don't Sell.
