The document discusses establishing an international sales strategy. It provides an overview of Maverick Publishing Specialists, a strategic consultancy firm that helps publishers sell internationally. It outlines the key considerations for international sales, including identifying opportunities, resourcing, market development, sales development, and customer care. It also provides two case studies of projects Maverick completed to generate international sales for publishing clients.

1. Selling in International Markets
Establishing an International Sales Strategy
Aviva Weinstein, Senior Associate and Vice President Account
Management
Maverick Publishing Specialists
14 April 2015

2. It’s a Big World
• Opportunity identification
• Resourcing considerations
• Market development
• Sales development
• After sales customer care
• Case study

3. Maverick Publishing Specialists
• Now 6 years old (est. 2009)
• Deliberate Company construct: Strategic consultancy and operational
support services – “Strategy into Action”.
• Electronic and print based experts and strategists– senior managers and
directors with at least 10-15 years hands-on experience.
• Full time / Core Personnel and Affiliates
• All with significant publishing experience from a variety of leading companies and
suppliers
• Organized across 3 “divisions” and 6 service areas
• Global coverage via “virtual office” network
• Cost to Coast in US
• LATAM out of Argentina
• Most countries West / North Europe and Scandinavia
• APAC – Sydney; Hong Kong; Singapore; KL (China via Charlesworth)

4. Who we help
• Maverick support publishers of all sizes, sectors and geographic focus
• Learned / Scholarly Publishing; Education; Trade + Consumer
• Also intermediaries, aggregators, platform and service providers

5. Who we help
• AIP
• American Accounting Assoc
• AphA
• BioMedCentral
• Bloomsbury
• Bloomsbury Qatar Foundation
Journals
• Bridge 21
• Brill
• CABI
• Charleston Advisor
• Charlesworth Group
• ClockSS
• Credo Reference
• CUP
• DeGruyter
• Digital Data Divide
• EBSCO
• Edward Elgar
• eLife
• Elsevier S+T
• Emerald Group Publishing
• Eurospan Group
• HighWire
• IET
• IFIS
• Ingram Content Companies
• Ithaka
• JSTOR
• JISRF
• Knowledge Exchange
• Knowledge Unlatched
• Kogan Page
• Kortext
• LanguageOutthere.com
• MacMillan Publishing
• Macmillan Distribution Ltd
• Maney Publishing Group
• Nature Group
• Nelson Thornes
• NISO
• NOW Publishing
• OUP
• Palgrave Macmillan
• Pearson Education Ltd.
• Pearson International
• Public Library of Science
• Polity Press
• Print Future.com
• ProQuest
• Publishing Technology
• RCNP
• Reference Tree Ltd
• Research Media Ltd.
• Royal Society of Chemistry
• Semantico Ltd.
• Serials Solutions
• Springer
• SWETS
• Stephen Austin Group
• University California Press
• Vathek Publishing
• VitalSource Technologies
• Woodhead Publishing Group
• Wolters Kluwer
• New
o Digital Science
o Brepols
o PLOS
o BSI
o Dryad
o Hadrian Books

6. What we do
• Organized across 3 “divisions” and 6 service areas
• Strategic and Operational Marketing and Production (including Market Research
and Customer Analysis)
• Technology, Content and Production Support
• Sales and Publisher / Partner Relations
• Over-arching Business Transformation, Digital and ePublishing Strategy
development

7. The Maverick Perspective
• Work across clients in academic, professional and scholarly publishing
• Delivered 460 projects in 2014, 90 associates
• International and interim sales
• Growing area
• Compliments capabilities
• Additional revenue stream

8. Identifying the Opportunity
• Research
• Markets
• Opportunities
• Prospect list
• Purchasing preferences
• Direct
• Institution
• Individual
• Indirect
• Agents
• Consortia
• Product fit
• Models
• Pricing

9. Resourcing
• Similarities in approach
• Direct
• Indirect
• Outsourced
• Part
• Entire project
• Differences
• Time differences
• Language

10. Market Development
• Campaigns to stimulate interest
• Outreach
• Lead generation
• Channels remain largely similar
• International market considerations
• Communication differences
• Travel
• Language

11. Sales Development
• Lead conversion
• Sales negotiation
• Renewals
• Distances

12. Customer Care
• After sales
• Promotion
• Training
• Digital – usage
• Technical support

13. Growing Markets
• Journals Publisher
• Institutional sales growth
• International -> UK market specific
• Areas supported:
• Prospect list creation
• Marketing campaigns
• Direct customer outreach
• Agent channel support
• £ six figures in sales generated 2014
• International markets
• Distribution partnership

14. Creating Markets
• Journals and e-Books Publisher
• Institutional sales
• Select market Australia
• Areas supported:
• Market identification
• Prospect list creation
• Marketing campaigns to generate interest
• Lead follow-up
• Sales negotiation – 4 subscribers in Australia
• Consortia engagement
• Expansion to UK market
• International markets
• Distribution partnership

15. Thank you
Aviva Weinstein
m:+44 (0)07966 580 557
e: aviva@maverick-os.com