Quick Guide to International Market Entry
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Transcript of Quick Guide to International Market Entry
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Your step by
step guide to
entering a
new market
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Market
Assessment
Market size,
segmentation &
key drivers
Competitor
analysis
Product portfolios
and price points
Customer profiling
Business
Set-Up
Phase
Step 1
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved
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Business Model
Selection
Own subsidiary,
JV, distributor or
agent
Contracting
arrangements
Channel choices
Training/support
Sales targets
KPIs
Business
Set-Up
Phase
Step 2
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved
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Product and
Marketing
Localisaton
Legal framework
Language &
culture
Product, people &
processes
Branding
Value proposition
Promotional plan
Business
Set-Up
Phase
Step 3
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved
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New Business
Start-Up
Pilot/Soft launch
Review & revise
Full market launch
Marcoms
Lead generation
Sales process
management
Channel partner
management
Busines
s Devt
Phase
Business
Devt
Phase
Step 4
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved
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Business Building
Review launch
phase
Collect voice of
the customer
Improve business
measurement
Channel
development
New product
development
Busines
s Devt
Phase
Business
Devt
Phase
Step 5
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved
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Business
Optimisation
Staff development
Sales productivity
management
PRM
Customer reviews
& testimonials
CRM
Product & service
enhancements
Busines
s Devt
Phase
Business
Devt
Phase Step 6
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved
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Step 6
Step 1Step 2
Step 3Step 4
Step 5
Market
AssessmentMarket size,
segments & drivers
Competitor analysis
Product portfolios
and pricing
Customer profiles
Business Model
SelectionOwn subsidiary, JV
distributor or agent
Contracting
Channel choices
Training/support
Sales targets
KPIs
Localisation
ActivitiesLegal framework
Product, people &
processes
Language & culture
Branding
Value proposition
Promotional plan
New Business
Start-upPilot/Soft launch
Review & revise
Full market launch
Marcoms
Lead generation
Sales process
management
Business partner
management
Business BuildingReview launch
phase & voice of
customer
Improve business
processes
Monitor & measure
New product devt
Channel
improvement
Business
OptimisationStaff development
Sales productivity
management
PRM
Customer reviews &
testimonials
CRM
Product & service
enhancements
Business Set Up Phase Business Development Phase
In Summary
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved
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Thank you for
viewing this
slide deck
To download a guide to international
distributor contracts please visit
www.chrisdunnconsulting.co.uk/resources
© 2016 Chris Dunn Consulting Services Limited. All Rights Reserved