Never too small to export


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The US Department of Commerce, Commercial Service, and the International Trade Resource Center, are examples of resources available to help you enter new international markets.

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Never too small to export

  1. 1. Name of Event John Sutton, Director of Sales and Partner Development, Dartware, LLC John Sutton: Director of Sales & Partner Development. Dartware, LLC You are never too small to export
  2. 2. Agenda <ul><li>About Dartware </li></ul><ul><li>How the International Trade Resource Center and the US Department of Commerce help us achieve success for our international sales goals </li></ul>
  3. 3. It starts at Dartmouth College Goal: a network outlet at every desk.. and a network to support it.
  4. 4. How to Manage a Complex Network <ul><li>Single campus-wide network relied on more than 100 basement routers. </li></ul><ul><li>Existing diagnostic tools were inadequate for managing such a complex, far-flung network. </li></ul><ul><li>Goal: create easy-to-use diagnostic tool that yielded quick, accurate overviews of the network and that rapidly made essential diagnostic data available to managers. </li></ul>
  5. 5. InterMapper Makes It Easy
  6. 6. Innovation Continues <ul><li>Word of InterMapper's capabilities spread </li></ul><ul><li>April 2000, Rich Brown, Bill Fisher, and Stuart Pompian founded Dartware LLC. </li></ul><ul><li>Today, thousands of organizations rely on InterMapper and InterMapper add-ons to keep their networks running smoothly and their users productive. </li></ul>
  7. 7. Current Business Goal : Develop international reseller partners <ul><li>Our product is easy to sell electronically. Theoretically easy to sell internationally. </li></ul><ul><li>BUT… </li></ul><ul><li>We got resistance. People want to buy locally. </li></ul><ul><li>There are cultural or communication barriers. </li></ul><ul><li>Resellers help circumvent these problems </li></ul><ul><li>How do you find them? </li></ul>
  8. 8. International Resellers: How do you find them? <ul><li>Develop international reseller partners. </li></ul><ul><li>Target economies and geographies where network management is critical to continued expansion of network infrastructures. </li></ul><ul><li>Do market research. </li></ul>
  9. 9. USDC/ITRC Processes - 1 <ul><li>There are many resources available to companies to assist them in the daunting task of venturing into international markets. </li></ul><ul><li>This presentation focuses on using your local US Department of Commerce, Commercial Service, and the Federal, International Trade Resource Center. </li></ul>
  10. 10. USDC/ITRC Processes - 2 <ul><li>Which countries to target? </li></ul><ul><li>The ITRC and USDC hold conferences and events where one can meet Senior Commercial Officers from many countries. By attending two such events we were able to interview SCO's from over 20 countries in under one week. This helped us prioritize which countries to target. </li></ul>
  11. 11. USDC/ITRC Processes - 3 <ul><li>Procedure for setting up the meetings through the USDC: </li></ul><ul><li>Phone conference with the local NH and country IT Specialists. Q and A session. They need to understand what we do and what our goals are. They need to understand what type of partners we are looking for. </li></ul>
  12. 12. USDC/ITRC Processes - 4 <ul><li>They research potential partners. We vet the list. </li></ul><ul><li>Approved companies are then contacted by the IT Specialists at the local US Embassy to arrange one on one meetings. </li></ul><ul><li>Travel to country for the meetings. </li></ul><ul><li>Face to face meetings work. It shows we are serious and it helps build relationships faster. </li></ul>
  13. 13. We had questions about international sales <ul><li>What makes a good partner? </li></ul><ul><li>Will an English-only product sell in a particular country? </li></ul>
  14. 14. We had questions about international sales <ul><li>What countries should we target? What is the state of the IT market, growing, mature? </li></ul><ul><ul><li>How much competition is there? </li></ul></ul><ul><ul><li>What is the state of the economy? Political stability? </li></ul></ul>
  15. 15. We had questions about international sales Are there sales or import tax obstacles? What potential IP protection issues are there?
  16. 16. Meetings with potential partners arranged through the Gold Key Services streamlined the process for finding partners and determining good fits between corporate and technological capabilities Approved companies were contacted by the IT Specialists at the local US Embassy to arrange one-on-one meetings.
  17. 17. Dartware used the ITRC and USDC services to research, approach and setup one on one, face to face, meetings. Face to face meetings work. It shows we are serious and it helps build relationships faster.
  18. 18. The Value of ITRC and USDC services <ul><li>Using various U.S. Commercial Service offerings, Dartware has made contact with possible resellers in South Africa, Turkey, the United Kingdom, Hong Kong, Singapore, and Canada. </li></ul>
  19. 19. Success Story: TURCom Dartware and TURCom got together at a conference sponsored by the Gold Key program: Trade Winds Europe held in Istanbul in December 2008.
  20. 20. Success Story: TURCom &quot;We are very excited to have Dartware among our solution partners, There is already great synergy between both teams. We're looking forward working with Dartware to deliver beneficial network management projects across Turkey.&quot;
  21. 21. In October, 2008 Dartware, LLC received the Information and Computer Technology Global Business of the Year Award by the Software Association of New Hampshire (SwANH) and the NH International Trade Resource Council (ITRC). John Sutton, Dartware's Director of Sales and Partner Development accepts the SwANH award from New Hampshire Governor John Lynch .
  22. 22. Summary <ul><li>Dartware business goal: international sales are important to our success </li></ul><ul><li>ITRC and USDC services provide real assistance in achieving our goals </li></ul><ul><li>They streamlined our process of finding appropriate partners </li></ul><ul><li>They have a wealth of resources for all types of companies with international trade </li></ul>
  23. 23. Current Business Goal: develop international reseller partners <ul><li>Partner with resellers who understand markets in South Africa, Eastern Europe and Southeast Asia so we can quickly find and serve customers. </li></ul><ul><li>Build an international brand at the same time we're building a US based company. </li></ul><ul><li>Produce products in local language. </li></ul>
  24. 24. Thank You <ul><li>Thanks to the ITRC & USDC for their support . </li></ul><ul><li> </li></ul>