Click me
Transcribed

Dominating the First 100 Days in a Foreign Market

Created by COLUMN FIVE Marketo INTERNATIONAL MARKETS DOMINATING THE FIRST 100 DAYS IN A FOREIGN MARKET SHORT STEPS (N10U BAYS. The following 5 steps will be critical in making your first 100 days of market expansion a success: ESTABLISH THE CURRENT GET YOUR TEAM PLAN YOUR GO-TO FUEL THE BUZ ENABLE THE STATE OF THE NATION IN PLACE MARKET INITIATIVES SALES TEAM DAY STEP O 001 ESTABLISH THE CURRENT STATE OF THE NATION DAT 002 p03 DAT p04 A. WHAT'S THE MARKET LANDSCAPE? Lp05 | DAT p06 L007 DAT p08 B. WHAT ARE THE OPPORTUNITIES? p09 DAY 010 Identify the 'sweet spots' or 'low hanging fruit' that you'll want to address first. 011 012 C. WHAT ARE THE BARRIERS TO ENTRY? 013 014 Determine if there is anything blocking your path to success (ie. language or cultural barriers, lack of brand awareness,strong local competitors, getting the right people). 015 016 C. WHO ARE THE COMPETITORS? 017 DAT 018 019 Study your main competitors and identify their strengths and weaknesses. DAY 020 E. WHAT PRESENCE DO WE HAVE IN THE MARKET ALREADY? 21 L022 023 Survey the landscape to see if you already have existing local customers, prospects, opportunities or useful contacts – potential “quick wins" DAT 024 DAT 025 F. WHAT SYSTEMS SHOULD WE PUT IN PLACE? | DAT 026 DAT חגח Implement the proper marketing automation DAT 029 DAY 030 031 STEP 2 GET YOUR TEAM IN PLACE 032 DAT בח DAT 034 DAT n35 1. PROFILE THE ROLES YOU'LL NEED 036 DAT 2. IDENTIFY WHICH ROLES WILL BE IN-HOUSE AND DAT WHICH YOU WANT TO OUTSOURCE 039 3. CREATE JOB DESCRIPTIONS AND RECRUITMENT DAY ADS FOR INTERNAL ROLES 040 DAT 041 4. DEFINE AGENCY RESPONSIBILITIES AND CONDUCT AN AGENCY SELECTION PROCESS BASED ON REQUIREMENTS DAT 042 DAT 043 DAT 5. APPOINT YOUR EXTERNAL AGENCY (OR AGENCIES) DAT 045 6. CONDUCT A LAUNCH KICK-OFF MEETING DAT L046 DAT 047 DAT 048 DAT 049 DAY 050 STEP 3 051 PLAN YOUR GO-TO MARKET INITIATIVES DAT 052 DAT DAT 1. GO LOCAL Register local domains Launch new regional websites Optimize for local search traffic 054 DAT DAT 056 2. EVENTS: GO WHERE THEY GO 4. CREATE COMPELLING CONTENT Blog: Blog once per week (day?) / Show thought leadership / Guest blog on relevant topics 057 058 Industry trade shows 059 ebooks: Help your audience become experts Focus on great Promote through social channels DAY Analyst events 060 Definitive Guides: 061 Partner events Establish your company as the industry expert Own the topic Promote through social channels 062 p63 Your Own Events 5. PROMOTE CUSTOMER L064 ADVOCACY Identify key customer advocates and brand ambassadors to produce assets like customer testimonials, video testimonials, quotes for press, and positive social promotion. 065 3. BUILD THE DATABASE Produce Webinars D66 Third party email broadcasts 067 068 069 STEP 4 FUEL THE BUZZ Build buzz around your brand by DAY working with key influencers in your market. These include: 070 071 072 073 DAT 074 Social Media Users: People on Facebook, Twitter, and blogs who are covering your space Fans: People who really love the product Journalists: Influential journalists in your market Analysts: Industry experts covering your market DAT 075 DAT 076 DAT Lo77 DAT L078 STEP 5 All your hard work is for nothing unless your ENABLE THE SALES TEAM sales team is able to convert on the leads DAT 079 generated by your new marketing efforts. Utilize the following tools so your sales team can do what they do best: close sales. DAY 080 DAT 081 Competitor cheat sheets: Detail competitor weak points and ways to win against them DAT 082 084 085 DAT p86 Prospecting email templates: Create sample 087 emails that match L088 your marketing messages 089 DAY 090 091 L092 Target account profiling: Determine the top 20-50 accounts to pursue and establish account-based marketing plan for each one DAT 093 094 an 095 , augmenting existing knowledge with third-party data about each customer to create a fuller picture 096 Partner enablement Objection-handling materials: Use slides Online demo 097 support: Provide email invitation materials: Use key messages, templates and content to help partners sell and other content to 098 answer prospects' FAQS about your product or service templates to live online demos 099 DAY 100 You've now broken into your new target market and are rapidly gaining traction. Pop the bubbly -- and then look for new markets to reach! Marketo SOURCE: THE MARKETO HANDBOOK FOR INTERNATIONAL MARKETING: FIVE ESSENTIAL STEPS FOR THE FIRST 100 DAYS

Dominating the First 100 Days in a Foreign Market

shared by Marketo on Jan 10
824 views
4 shares
0 comments
Expanding into new regions is an essential growth strategy for many B2B companies, but it’s not easy to get it right. There are many factors to consider, from finding the right skills to getting you...

Category

Business
Did you work on this visual? Claim credit!

Get a Quote

Embed Code

For hosted site:

Click the code to copy

For wordpress.com:

Click the code to copy
Customize size