International markets can be a real engine for growth for a software company – when it is done right. The challenge is that most companies end up with a grab bag of partners, most of which rarely sell their product. So you know that the potential is there, but you are frustrated by resellers that signed a contract, but aren't selling your product.

When they work, productive channel partners are the fastest, most cost-effective way for a company to grow. The right partners will have existing clients that become the first reference accounts, they do their own sales and marketing, and they provide first and second-level technical support. The revenues coming from partners are almost pure margin.

This fast-paced, comprehensive webinar will have an immediate impact on the revenues you get from your domestic as well as international resellers.

CEO, CFO, VPs/Directors of Business Development, VPs/Directors of Sales

• Market entry options – direct vs. indirect
• Market selection – where in the world should you spend your resources?
• Why market segmentation is critical, and how to do it right
• Building our revenue projections
• Why resellers don't sell – it's not because they're lazy
• How you can become a strategic product for your partner
• The 10 steps in an effective reseller recruitment process
• Pricing policies for international markets
• Discounts and how to use them to motivate your partners
• Managing the communications process
• Limiting channel conflict

Ninety minutes with Harald will help in several ways if:

1. Your sales in the U.S. are flattening out because of the economy
2. You have international resellers that aren't selling
3. You are working on a business plan to attract investors
4. You are wondering if international markets are right for you
5. You are not sure whether you should set up an office and sell direct, or go through channel partners
6. You want to go international, but don't know which countries are best for you
7. You are getting hits on your website and inquiries from overseas resellers, but don't know how to qualify them

In addition to a copy of the course slides, every paid registrant gets the following BONUS items:

1. 60 minutes of free consulting from Harald Horgen to address the challenges that you are working through
   
   Value: $295.
   
   
2. Complimentary copy of The York Group's e-book – "101 Questions Every Company Should Ask Before Going International"
   
   Value: $49.

If you already have international resellers, analyze your revenue distribution. Is it the typical 80/20 rule, where 80% of the revenues come from 20% of your resellers? Or is it worse?

Harald Horgen, President
The York Group

Harald Horgen has been focused on international business development since 1983. Born in Norway, he has lived for extended periods in the United States, France and Canada.

He is the President and founder of The York Group, the recognized leader in international channel development for software companies. With offices and partners in 26 countries The York Group has the local resources to help a software company become a global success. Clients range from small, emerging firms, to industry leaders such as Intuit, Dell and Microsoft (see our Client List). We work with clients on all development platforms, and in 2005 we were selected by Microsoft as its strategic partner to provide channel development services to its ISVs worldwide.

Harald speaks at events around the world. He has been a primary speaker at the Microsoft Worldwide Partner Conference, a keynote speaker at the Asian-Oceanian Computing Industry Association (ASOCIO) ICT Summit, a speaker at the NASSCOM annual conference in Mumbai, as well as events in Canada, France, Belgium, Germany, Russia, South Africa, Australia and New Zealand.