OPPORTUNITY ASSESSMENT
This option is important if you do not know yet if France is a strategic market and what its potential is.
The aims of the opportunity assessment can be :
- Understand the maturity of the market
- Detect potential projects by targeting 20 to 30 accounts
Step 1: Understand your solutions, your objectives and your goals for the French market (1 hour Web session)
Step 2 : Within a week, Star-Achats delivers a proposal that includes:
o
A high-level market analysis
o
A 3-months opportunity assesment that includes list of targets accounts
o
Deliverables after 3 months
o
A fixed fee for the 3 months market assesment
SETUP AND SALES OUTSOURCING PROCESS
You are already convinced that France is a strategic market and you are ready to invest in the French market (Sales and Marketing)
This is the execution step where we start selling and promoting your solution in the French market.
Step1 : Understand your solutions, your objectives and your goals for the French market (1 hour Web session)
Step 2 : Within a week, Star-Achats delivers a proposal that includes:
o
A high-level market analysis
o
A Business Plan that outlines a strategy and a Sales and Marketing plan to enter the French (and other European
countries) market
o
Star-Achats assigns a team including at least one Senior Sales Account Manager on a part-time basis or full-time basis, who
is dedicated to the Sales of your solutions in the market. This Senior Sales Account Manager uses a value selling approach
which means he emphasizes the value of the solution, he does not sell on features and functionalities
o
A compensation model based on a fixed fee and commisssions on Sales
o
A 2-year contract with flexibility in increasing of decreasing the assignment based on agreed KPIs
Step 3 : Contract Signature
Step 4 : Execution. The Account Manager is part of your team :
o
He gets training (in your offices or remotely)
o
He builds a Sales and Marketing plan
o
He works with your team (Pre-Sales , Marketing, Consulting, Post-Sales)
o
He uses the standard reporting tools of your company (CRM, Forecast, …)
o
Star-Achats acts as your ‘virtual office’ in France
o
The customers orders are sent to your company or to Star-Achats whatever is the most efficient
o
Optional: assignment of other account managers, telemarketing or technical support personnel
Step 5: Exit Strategies
o
We can increase of decrease the assignment : number of people involved, duration of the assignment
o
We transfer the team to your new subsidiary
o
We keep of the market as a standard reseller
o
We transfer all accounts and contacts to your Head Office
SALES OUTSOURCING SERVICES
BENEFITS
Market entry with minimal risk
Fast go-to-market: no need to find and manage resellers, or hire employees.
Dedicated and Focused Direct Sales team: more effective than a pure reseller which is not focused
Better ROI compared to opening your own own subsidiary (Social, Legal, admin costs): Up to 50% less!
Predicted commitment on resources with a huge flexibility by increasing or decreasing resources based on success.
Quick business wins.
Increase your global market share by decreasing your cost of sale before you create your own subsidiary
