Question

Topic: Strategy

Lead Generation

Posted by Anonymous on 1/16/2004 at 1:30 AM ET 125 Points
How can a small company possessing a valuable software product reach its customers given its snmall bandwidth to operate. The potential customer are placed overseas. The current conversion rates of the generated lead in 1 out of 60. The present ways of lead generation include Search engines , e-mail and White papaer registration. Can you suggest me of some other ways?
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RESPONSES

  • Posted on 1/16/2004 at 6:32 AM Accepted
    Your small bandwidth, especially with overseas customers means that you need local distribution (and probably support) partners in the overseas markets.

    The problem with distribution partners is that most of the good ones, who can move real volume, are not very interested in taking on products from an unknown small company.

    The key to getting started and getting the attention of the key distribution partners is to sign up a number of reference accounts via the direct sales channel, ideally opinion leaders in the industry sector that you are targeting.

    Regards
    Pat Divilly
    www.marketware.biz
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