Global Expansion Route-to-Market Options for Scale-Ups

Guidelines for addressing Route-to-Market choices during international expansion

Jan Buis

• Publisher: JB Telecom & Data
• Year: 2024
• eBook ISBN: 9781839787447
• Edition: 0
• Topic: Business
• Subtopic: Entrepreneurship
• Index: Business

Is global expansion of your business becoming inevitable?Have previous global expansion efforts failed? Are there too many unknowns in your global expansion strategy?
This book, titled "Global Expansion Route-to-Market Options for Scale-Ups", is the second in a series of four. Establishing the most suitable sales structure heavily depends on the target countries and the specific customer segments. Having multiple Route-to-Market structures—such as two or three—in the early stages of business expansion often proves to be counterproductive.
Designed specifically for scale-ups—businesses in a phase of revenue growth and expansion beyond their initial customer base—the book is tailored to those with limited budgets where missteps in global expansion can prove costlier than anticipated. A misguided approach not only risks financial loss but can leave lasting scars and generate negative perceptions toward future expansion efforts.

Table of contents

• Cover
• Copyright
• Preface
• Contents
• Are you a Scale-Up?
• Remote Sales – Why?
• Remote Sales – How
• Direct Sales
• Indirect Sales
• Creating a Sales Channel
• Managing a Sales Channel
• Alternative Sales routes
• Legal Frameworks
• Demo-equipment / Proof-of-Concept
• Final words
• References and Further Reading