In previous posts we discussed the issues related to building and managing a channel of partners in the Bootstrapping and Bridgehead stages of market penetration.  This post discusses the issues [...]

In part 3 of this series of posts on the subject “Global growth through a partner channel in the software industry”, we presented the concept of the three stages of market [...]

The strategy and associated activities required for building a partner channel differ substantially depending on your position in the market penetration life cycle. In order to manage this [...]

Some are already in the middle of the 2012 “preparation process” while others still have the task somewhere on their to-do list. Will it be a “same procedure as last year” type exercise? Or are [...]

This post is claiming a need for a fifth perspective in business leadership. The management perspective = Leadership & Execution capability. The fifth perspective is critical for any company in [...]

The Ideal Customer Profile is one of the important concepts in all sales and marketing activities. At TBK Consult we define the Ideal Customer Profile as: The Ideal Customer Profile is a [...]

TBK Consult has published a whitepaper with the title: Designing Successful International go-to-market strategies.  The whitepaper is written with a focus on software companies with long value [...]

Whether you have chosen  a direct or indirect Go-to-Market approach, entering a new geographic market which consists of the same type of customers, but with a new territory, language & [...]

How do you prepare for international sales of your software solutions and how do you know when you're ready?