I am CEO of smarttouchpos.eu - SaaS POS software for restaurants. We have good traction in our country. But I want to open new markets. I want to find distributors in other countries. They would make sales and support in their country and get 50% of sales. Any ideas where to find such people, companies? Maybe some sites? I tried to make mailing to companies with similar business but no result. Thanks
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hi Yevgeny, I spent five years doing this all over Asia and Europe. Here was my approach: prioritize all your potential target countries outside of U.S. based on potential market size. Then I would go through the list of countries and find distributors or reps or resellers in my industry. [Most of them (if not all) will have a web presence. If they don't, you may not find much business with them anyway]. You'll want to point them toward the part of your company's web site that has your partner program outlined (mentioning available co-marketing funds and other marketing support) and a link to your password-protected partner portal, which they will not be able to access yet but they want to know that you have one. I would not say up front that they get 50%: they might consider that low if they are doing the marketing, sales and support. Also, in your initial email, be sure to include a quote from one of your U.S. distributors talking about their success and/or your partnership with them ... some kind of testimonial. Also, do you plan to visit them in person to train them? If so, you'll want to include that, too. Hope that helps. Theresa Marcroft www.Market-Savvy.com/