Doing Business in Europe Part-II > Bridging the Knowledge Gap
Bridging the Knowledge Gap is a follow-on to Protégé’s White Paper “The 3 Steps You Must Do Before Expanding into Europe”. In our first paper, we covered the cost of expansion. In this paper, we cover three critical success factors!
The 3 Success Factors of Bridging the Knowledge Gap!
In order to come to market successfully in Europe, the vendor or service provider must be mindful of the way business is conducted in Europe. To do this, the first topic we will cover is a commonly overlooked business characteristic: Understanding how relationships play a major role in day to day business dealings through Europe.
The second topic is assessing a product or service through the eyes of your intended customer prior to launch. Market and Product validation is an often under-utilized tool to determine readiness and viability. Not only does it provide critical acceptance criteria, it will also supply valuable competitive information not typically available prior to head to head competition.
The third topic is cultural and therefore is a concept that is difficult to adopt. Most companies who expand to Europe prefer to go it alone without partnerships and in some cases this direct approach is successful. However, the majority of vendors need relationships with Value Added Resellers (VARs) and Large System Integrators (LSIs) to establish their value and brand. European telecommunications carriers and large network providers procure much of their equipment through these channels opposed to their counterparts in North America. To download the complete White Paper, click on the link below…
