FAQ

Frequently Asked Questions about Outsourced Sales

How is Outsourced Sales different from Resellers?

We are focused on helping you establish your presence in local markets. We start by fulfilling the role as your sales and marketing agents, directly engaging with you and providing complete transparency on activity, the same way your sales team operates. The customers become your customers as we ensure that relationship.

Then, as we grow your business with you, you can look at further establishing your presence, which we can also help with. We suggest you start investing in pre-sales and support, as customers in the region appreciate that.

We encourage you to build and expand in the region; resellers or distributors want to keep you away. The Reseller owns the relationship with the customer and wants to keep it that way.

I'm interested, but I'm not sure how this process would work?

First, contact us for preliminary discussions and for us to understand your solution. The detailed steps are outlined in the Services section of the website.

What is your pricing model?

Our pricing model depends on the services we provide for you. However, simply put, there are three components to our pricing:

Base service fees for services we provide you on a man-month basis depending on the level and role.
Revenue share or referral fees based on the contract value of the sale, and/or
Commission based on annual renewals that we sign on your behalf.

What happens if I want to set up my own company and only want partial services from you?

Our services are designed to be complementary and support what you want to achieve in the APAC region.

For example, you may want to create a company registered in Singapore to provide a local support and service centre. We can assist you in creating the company and finding your team. We can then undertake lead generation and sales execution on your behalf so that your initial investment is around technical staff in-region, which local customers appreciate.

When you have enough revenue base to start your direct presence, we will help you to do that, and we can also look at planning for the next country or region to help you set up.

Perhaps think of our services as a menu from which you can select what is to be included or excluded.

Can you help me find my own staff in the APJ region?

Yes, our experience in the APJ region means we have a wide network of both individuals with various skills and also professional recruitment companies who can assist you.

Which countries should I start in?

The decision on which countries to enter first boils down to the suitability and localisation of your solution, the market opportunity in each country, and the competitor landscape. The easiest countries for English-language solutions would be Australia and Singapore. Starting in Singapore also means easy access to Malaysia and Indonesia and then other countries in Southeast Asia. Australia is easier culturally for Western-oriented companies and therefore poses easier entry, but it tends to be a very competitive market, and therefore, hotly contested. We have provided more details on many of the countries in the APAC region. We can discuss suitability depending on your priorities.

Do you represent competing products?

We look to manage a portfolio of solutions as much as possible without overlap. However, we try to work with products in similar industries to build strong customer relationships, offering multiple solutions, for example, in banking.

As part of our initial engagement with you, we will share our existing portfolio for complete transparency.

Who owns customer information?

Any information on the customers of your solution will be fully shared with you, subject to any privacy limitations imposed by the government or the specific customer.

We want to create as intimate a relationship between you as the vendor and your end customers as possible, as they are your customers. As part of our engagement across the region, we continue to build and maintain our contact and customer database, which we believe is an asset that assists the vendors we work with.

Can you help me with finding service partners in the APAC region?

During our history in the APAC region, we have worked with many service partners, so we have an extensive network of companies that can assist you. The services include software development, implementation, consulting, and support.

Can you help me with financial assistance in coming to the APAC region?

Depending on the country, a range of government incentives are available for qualifying companies to open offices. Several investment companies may be prepared to participate in joint ventures. The kind of assistance is very dependent on how you want to proceed.

How long does it take to get established in a market?

There are two parts to this.

How long does having an effective presence through Sales Innovation take? Depending on the solution and your available marketing collateral, we can commence sales prospecting within four weeks from Phase 1 proposal acceptance. This would be after ten days to complete a Market Assessment. So, from our side, the elapsed time can be as little as four to six weeks.
How long does it take to get established with signed customers? We should allow a minimum of three months to obtain qualified prospects. Then, the elapsed time to sign customers will depend on your average sales cycle.

What sort of solution would most benefit from engaging our services?

We are happy to talk to any company interested in coming to the APJ region. However, based on our experience, companies with the following profile make the fastest entry transition.

A cloud-based point solution, at least as an initial offering. Simpler to sell, simpler to implement. It's essential to get in-region customer references as soon as possible.
An established customer base in your current markets with relevant reference stories.
A genuine interest in establishing a presence in APJ with the longer-term aspiration to open a permanent office in at least one location.
Preferably has current operations in multiple countries, so the company has some appreciation of cross-culture/time zone challenges.
Has existing marketing collateral, including website, customer presentations etc.

This is a generalisation, so the best way forward is to reach out and talk to us. We can help you make the right decision based on facts.