Opportunities Await in International Sales

**Editor’s Note: Click here for access to our in-depth report on getting started in international business.**

Did you know that about half of all U.S. businesses now report foreign sales? Channel companies should be a part of that number.

This one-stop slide show gives you a handful of reasons (hint: one is more money) your business should go global and offers tips on how to make the leap. It’s not as big of a jump as you might think.

**Source material by Anne Rawland Gabriel**

Follow senior online managing editor Craig Galbraith on Twitter.

Solution providers have been told in recent years that they’ll be left behind if they don’t jump on the cloud bandwagon, or more recently, the Internet of Things. Now we have another for you — but it’s not technology. About half of all U.S. businesses now report foreign sales. So the reseller who hasn’t yet considered approaching customers in Europe or emerging markets around the globe, better think about it. Opportunities abound, and the partner who waits too long will be playing catch-up.

If you’re in sales, our guess is that you like money. International deals can be four times the size of U.S. contracts ‒ not to mention that these contracts are usually longer: four years rather than two. Commission rates are often better also, notes WTG CEO Vince Bradley, who points out that “international commissions are typically paid at a somewhat higher percentage of billing revenue than domestic commissions.” That’s certainly appealing.

Let’s pretend you don’t care about money per se. Soon, you may need international business to stay competitive. “It’s vital for your existing clients to know there are no physical or logical limits to the services you can offer,” says NTT America’s Jordan Whyard. The Internet of Things is shrinking the globe from a business standpoint. Customers want guidance on how to monetize and control it. As a trusted adviser, you better be ready to consult beyond U.S. borders. Your rivals surely will.

Service providers around the world are starting to recognize the value of partners, so they’re developing channel programs. They’ve also made strides in getting the required legal contracts, commission structures and local technology organizations in place. Provider technology systems are also better; things like channel CRM and quote systems have adopted international addresses, making them more efficient and effective.

Businesses and their channel partners have the increasing ability to tap into technology and legal infrastructures around the globe because they are modernizing year in and year out. Locations vary greatly by geography and politics. Take Latin America, for example, where you’ll find a combination of stringent, state-controlled infrastructures, and emerging markets, where democracy and capitalism provide more opportunities. It’s a similar story in Asia; it depends a lot on the individual nation.

Ericsson’s NSI ranks cities around the world by considering technology and business climate.

You don’t have to fly blind. Above are some tips to get you started in international sales and find success.