When organisations are deciding on a ‘go to market’ strategy, particularly in new territories, there are usually two main choices to make, do you sell direct to end users and set up your own operation or subsidiary and customers or develop an indirect sales channel of distributors, agents or resellers?
This paper discusses and contrasts these two traditional approaches with the alternative of sales outsourcing. Sales outsourcing will suit companies who are looking to expand, or set up operations in new territories.
Some key facts and figures are also given about the UK and the European Union along with some comparisons with Japan and the USA.
From a software and technology perspective, the UK is one of the key worldwide IT markets, and any aspiring technology organisation will want to have a presence in the UK. The UK is often used as a landing and jumping off point for expansion into the rest of Europe or EMEA.