Description
The recent COVID-19 pandemic, Russia’s invasion of Ukraine, the war between Hamas and Israel, China’s increasing imperialistic ambitions, the uncertainty introduced by Trumpism in the USA and the growing acceptance of severe and man-made climate changes are changing the world.
Small and medium-sized B2B information technology companies with ambitions for international expansion and global growth should carefully consider their current and future business model environment before choosing their target markets.
Reflecting on these changes, I have applied a new algorithm for calculating the BECH Index as described on page 24.
Considering national market conditions is especially crucial when your software requires substantial localisation, your business development efforts need feet on the ground and post-sales support must be provided in the local language, in person and on short notice.
The whitepaper reviews the various go-to-market approaches and urges the reader to consider the virtual and remote options that considerably reduce investment requirements and risk.
When this approach is impossible, the whitepaper recommends identifying and prioritising the markets where investments in localisation and infrastructure represent the lowest possible risk. Using these criteria, Northern Europe deserves consideration.
The whitepaper finally estimates the relative demand capacity for B2B information technology and related services worldwide. This estimation is called “The BECH Index.”
