Workshop: How to Sell your Software Globally?

June 6th 2012 from 9:00 to 17:00 - Brussels

The cluster Software in Brussels in partnership with Brussels Invest & Export is organizing an intensive one-day workshop for software editors wishing to expand internationally through a channel strategy.  

Our main expert, Laurent Glaenzer, founder of Lemon Operations, a leading channel operator across EMEA has been working almost 20 years at HP as EMEA Marketing Director and 3 years at Autodesk Europe. He will be joined by a representative of Channel Reflex, a Brussels-based channel expert for the Benelux region.

Those two companies are expert recruiters and developers of channel partners for IT Companies. Their clients include among others IBM, HP, DELL, Oracle, SAP, Dassault as well as smaller size companies and startups.

Who should attend?

IT companies or software vendors looking for international expansion having a defined product offering and relevant customer references.

What will you take out of this workshop?

-How to setup a successful international sales channel?
-What are the differences between our neighbouring countries?
-How to recruit the right international collaborators?
-How to manage your channel and manage its growth?

AGENDA

Morning Session 9:30-12:30
    
     -Why building a channel? (Main principles of a good channel management)
     -Country variations? (UK, Germany, France, Netherlands, South Europe or other EMEA countries)
     -What about US and Asia?
     -How to set-up up a channel? (Major steps)
     -What can Enterprise Europe Network do for you? by Alexandre Bonnyns, International Prgm Manager

Lunch 12:30-13:30
  
    -Business Case: Protime's success story with their partnerships strategy in the Netherlands, France and UK
    -Channel Identification
    -Competitive Channel Value Proposition (CCVP)
    -Channel Recruitment
    -Channel Engagement (making business...)
    -Channel Follow-up
 
End 17:00