Sarah Reiter Stockton USA, Inc

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Presentation transcript:

Sarah Reiter Stockton USA, Inc International Markets: Challenges of Globalization Sarah Reiter Stockton USA, Inc

International Markets: Challenges of Globalization Item Topic 1 The challenges of selecting and managing a partnership 2 The challenges of managing a technology for a partner

Challenges of Globalization: Selecting a Partner Regulatory Schema Market insight Communication and Culture Competitor Set Grower needs Food chain Agronomic practice No market intelligence resource exists that addresses all these factors sufficiently to give you 100% confidence in your partner selection. In the end, it = TRUST

Challenges of Globalization: Managing a Partnership TRUST Tech Provider: Maximize global sales Service all my partners Meet my business targets Grow this product together Partner: Run my business Grow my portfolio Please my customers ALIGNMENT

Challenges of Globalization: Managing a Partnership People: Communicate Build trust Share successes Commiserate over failures But, some cautions People within organizations change over time A word about global multinationals Be sure your technology is not reliant on a single champion

International Markets: Challenges of Globalization Item Topic 1 The challenges of selecting and managing a partnership 2 The challenges of managing a technology for a partner

Challenges of Globalization: Managing Technology for a Partner Every partner believes in the superiority of their technology Keep their expectations grounded in local market reality

Challenges of Globalization: Managing Technology for a Partner Take time to listen Partners have deep understanding about the product and a view to its successes and failures outside your region Actively learn Reach out

Challenges of Globalization: Managing Technology for a Partner Partners have expectations influenced by the promise of your market Clearly communicate potential, but also downsides

Company Confidential - For Internal Use Only Copyright © 2016, Stockton (Israel) Ltd. All rights reserved.