2009 News

Filling the Gap:
Ideal Role for E2w as Clients Look Overseas for New Business

Software houses are leaving no stone unturned in their search for new business, concentrating resources on evaluating new overseas markets.

But any experienced Sales Manager knows that operating in distant locations presents significant challenges, not least the cost of deploying a salesperson far afield for uncertain reward.

Two existing clients of ours have recently increased their commitment to E2W to help qualify and open new markets in Europe and Asia. These clients had a choice of either assigning one of their own experienced staff to the locations concerned, so taking their focus off existing and known markets, or to build on the successful relationships they had already established with E2W and engage us further to undertake the initial stages of the new venture.

• Identifying the target companies in each market.
• Identifying the key decision makers (KDMs) in each target company.
• Capturing valuable data to quantify and qualify the market opportunity
• Creating an enhanced level of awareness among each of the KDMs
• Capturing short term and long term opportunities.

Karen Fairbrother, Business Development Manager at E2W, explains:-
“Using E2W to help open new markets is an extension of the service we offer clients in London and New York. Knowing who the decision makers are in a target market and knowing that they know you, is a point in the sales process completely fundamental to success. E2W delivers that process with certainty, skill and professionalism, regardless of the financial market or geography concerned.”

Mark Freed, Director and co-founder of E2W, added,
“The prime objective with all our clients is to deliver value continuously over an extended period of time. It’s a great bonus when clients recognise this by extending the scope of their relationship with us.”