TBK News
Copenhagen, Denmark, September 15th 2011TBK Consult publishes a whitepaper on the challenges associated with managing customers with global operations.
Any Independent Software Vendor (ISV) dealing with enterprise type customers are faced with the Global Account Management challenge. The challenge arises from the customers’ multiple decision-making centers, which must be managed in order to close a deal and manage the customer on an ongoing basis. The decision-making centers do not necessarily correspond with the territory structure of the ISV’s sales people. A Global Account may make a decision in one territory, which shows up as purchase orders in one or more other territories.
The whitepaper also reflects on the issues related to managing global accounts through a reseller channel, which makes the challenges even bigger.
 |
“We are frequently asked by our clients to help with developing internal guidelines for how to manage global accounts,” explains Hans Peter Bech, CEO of TBK Consult. “With the ongoing globalization these issues will hit any software company servicing enterprise type customers. We have written this whitepaper to share some of the best practice principles and help keep the solution simple.” Global Account Management is not a phenomenon exclusive to the software industry. However, as the logistics associated with moving software around is marginal or nil the software industry is faced with substantial creativity from their customers. A Global Account Management policy can help a software company behave as a consistent and professional entity vis-à-vis the customer and at the same time avoid an ever-escalating internal sub-optimization activity. |
The whitepaper can be downloaded from www.tbkconsult.com
About TBK-Consult
TBK Consult is an international management consulting company with a 100% focus on internationalisation in the software industry.
As of November 1, 2011 the company has offices in Denmark, Sweden, Finland, Belgium, The Netherlands, Austria, Germany, Switzerland, Norway, UK, France, Italy, Spain, Israel, USA, Canada, South Africa, Singapore and India. Over 50 consultants are working out of 29 offices serving clients in the software industry.
All TBK partners have substantial operational C-level experience with international sales and marketing of software products and solutions.