Since 2008 more than 120 clients have retained us for their global expansion efforts. We have a team of more than 150 specialized BDDs who develop revenue-bearing relationships and build sales channels, thereby establishing our clients’ permanent presence in the new market.
Clients considering overseas expansion
These companies have proven sales potential in their home markets and are ready to enter a new geography. While very interested in the opportunities overseas, many clients have been reluctant to expand there due to uncertainties surrounding cost and loss of focus on the core home market.
Clients with current operations overseas
Some clients are already established with subsidiary operations overseas but are either unsatisfied with their current level of sales or need additional “feet-on-the-street” to drive more revenue. We complement our clients’ sales teams until the time is right for the sales pipeline to be transitioned back to the full-time sales team.
When speed of market entry and flexibility are critical, our solution with interim Business Development Directors can be the answer.
What does a project timeline look like?
What follows is a collaborative approach that we have found most efficiently and effectively establishes good partnerships:
1. Within two weeks of initiation
Training: Either we spend time at our client’s headquarters for product training and strategy sessions or we do the same via phone and video conferencing. During this time we agree on the companies and partners we will target. We also agree on marketing collateral to be used as we approach these targets.
2. Within three months of initiation
We approach those potential companies and have meetings to determine which would be suitable customers and partners for our client. Once we determine mutual interest and fit with our client’s products and company strategy, we organize meetings among our client, the potential partners and us, which will take place during an intense one week “road show”.
3. Throughout duration
After the meetings have taken place, we continue to manage the relationships with these target customers and partners. Parallel with bringing some of these initial leads to closure as customers, we continue to grow the sales pipeline with new leads.
Our clients’ target customers
We have extensive contacts with target customers in the following vertical sectors:
- Telecom (fixed, mobile, and cable)
- System Integrators, Resellers, and VARs
- Financial Services and Insurance
- Retail and e-Commerce
- Media, Broadcast, and Entertainment
Benefits of an Interim Business Development project with Terra Advisors
1. Low financial risk:
Clients using us as their business development arm can explore new markets without significant up-front investment.
We structure our fee into two components:
- Monthly fee: This is less than the monthly cost for our client to hire one full time employee.
- Performance based pay: This is based on the revenue from customers and partners that we secure for our clients.
2. Company focus remains intact:
Our clients already have proven success in one or more markets. Using us as their business development arm is a prudent way to expand sales without jeopardizing already successful operations.
Our clients avoid the risks associated with moving to a new market: recruiting, integrating, retaining and managing a sales-driven organization.
3. Reduced time to market:
We have strong, established relationships with customers and channel partners in the marketplace, thereby saving our clients valuable time. Our presence means that we will be contacting potential customers and partners within days of agreeing on the mandate and strategy with our client.
The usual focus of our strategy is to target the markets with the fastest ROI given country market conditions.