Re:How Australian Tech Companies Can Think About Silicon Valley
by garagemc2 on Friday December 08, 2017 @03:21AM
(#15877450)
So what is the correct thing to do here? Do the selling yourself or go along to sales meetings?
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Re:How Australian Tech Companies Can Think About Silicon Valley
by jwilliams on Friday December 08, 2017 @02:34PM
(#15881304)
Really depends on your business, but getting on a plane is the easy solution. It's relatively cheap to fly AU-US nowadays.
If it's a bigger deal, you can probably justify it. Or you stack smaller deals in to one 2-4 week trip.
Sounds inefficient, but you can pack a lot in - plus you'd be surprised how convincing getting on a plane and flying around the world to a customer is. "I'm coming in from Australia" is also a great door-opener.
Doesn't work in all businesses - but for a lot of B2B it is effective.
Re:How Australian Tech Companies Can Think About Silicon Valley
by danieltillett on Friday December 08, 2017 @04:09AM
(#15877585)
You can’t sell remotely from Australia via a US sales team. You either sell directly from Australia (with all the downsides this involves) or you move the management team to the USA.
Re:How Australian Tech Companies Can Think About Silicon Valley
by sharkdesk on Friday December 08, 2017 @05:44AM
(#15877895)
The third option is to acquire a US competitor, let them sell your product into the US market, and make sure they have the same executive decision making power as the team in Australia
Re:How Australian Tech Companies Can Think About Silicon Valley
by danieltillett on Friday December 08, 2017 @06:40AM
(#15878094)
Yes - I am actually considering doing this right now. The difficulty is the massive mismatch in valuation between Australian and US companies makes this difficult.
Re:How Australian Tech Companies Can Think About Silicon Valley
by brongondwana on Friday December 08, 2017 @06:50AM
(#15878122)
Yeah, that sounds about right...