The York Group

1
The York Group
We make going global easier
2
Going International
Earth to Harald is anybody home?
Do you read the papers??
What, are you nuts?
3
Why Now?
4
Anyone Can Go Global

• Going global is not a problem
• The real challenge is
• to do it profitably.

5
Little Things Can Mean A Lot
6
The Start of International Thinking
A guy from Korea we met at a trade show wants to
be our distributor there. They speak English,
dont they?
Always wanted to go to Paris why not set up our
European HQ there?
The U.S. is just another province so, we could
sell from here!
China is huge. Lets set-up an office in Beijing
We just sold a big license to Ford, and they want
us to support an installation in Brazil
My cousin Vinny lives in Australia and knows
people in the computer industry
7
Market Entry Options
Technology Company
Direct
Indirect
?
Selling from Home
OEM
Subsidiaries
Market Partners
Resellers
International End User
8
Setting up a Subsidiary
9
Setting up a Subsidiary
10
OEM Agreements
11
Marketing Partners
12
Benefits of an Effective Channel
13
Two Basic Channel Models

• You are a strategic product
• Partners do their own marketing
• Significant sales every year

OR

• You are a portfolio product
• You feed your partner with leads
• One or two sales per year maybe

14
Building a Successful Channel
15
Direct vs. Indirect
16
Going Global
Market Selection
17
Begin with the End (Exit) in Mind
18
Europe Today
19
A Single Europe?
HEAVEN
HELL

• French cooks
• British police
• German engineers
• Swiss organizers
• Italian lovers

• British cooks
• German police
• French engineers
• Italian organizers
• Swiss lovers

20
Ease of Market Entry
21
Why Asia-Pac?
3.9 billion people
13.2 trillion GDP
872 billion spending on ICT in 2007 (Source
Digital Planet)
22
Software Piracy Rates
Source Business Software Alliance and IDC - 2006
23
Challenges in China
24
India Sunrise Sectors
25
Why Go to the U.S.?

• Thats Where the IT Money Is!

60
40
26
Why the U.S. is Difficult
27
Negotiating Contracts
28
Comparative GDP Figures
Saudi Arabia
Qatar
Oman
Serbia
Sri Lanka
Iran
Philippines
Libya
Russia
Norway
Thailand
Croatia
Syria
Luxembourg
Switzerland
Lithuania
Turkey
Hong Kong
Israel
Belgium
Sweden
Romania
Vietnam
Netherlands
New Zealand
Morocco
Greece
Angola
South Africa
Finland
Italy
Austria
Hungary
Portugal
Czech Republic
Kazakhstan
Poland
Ireland
Argentina
Chile
Colombia
Peru
Bangladesh
Indonesia
Kuwait
Malaysia
Canada
Australia
Venezuela
Ecuador
World Bank data for 2006
Slovakia
29
Conclusions
30
Thank you!
www.theyorkgroup.com
Contact Information Harald
Horgen email hhorgen_at_theyorkgroup.com Tel (781)
325-3146