BUSINESS DEVELOPMENT

Sales Representation

NWI gives you a better way to build your business.
We will recruit your Sales Executives from our network of highly experienced international talent, professionals with the background to become knowledgeable of your product.  Since they are “in market,” know the territory, speak the language, and understand the local culture, it is a tremendous advantage for winning the confidence of prospects and acquiring new business.

International Sales Representation
To more effectively serve the needs of diverse businesses, NWI offers two types of in-market representation:

• Dedicated Sales Representation
  NWI provides exclusive “in market” representation in target markets to clients.
• Portfolio Sales Representation
  NWI will attempt to match and group closely related, non-competitive, complementary products into “Portfolios” to be sold by individual Sales Executives. This model translates into lower cost for you and creates a natural “push/pull” effect for each product in a Portfolio. The Portfolio also provides greater opportunities for direct exposure to end users for all products. This amount of direct market exposure would not be possible in any other way.

Sales Planning for your Target Market(s)
NWI and the NWI Sales Executive will work with and assist clients in developing a thorough “Go to Market” plan that addresses all the requirements for a successful sales program. This plan will optimize the potential for successfully meeting expectations and achieving sales objectives agreed upon between the client, the Sales Executive and NWI.

Sales Program - Q&A

What are the benefits of a “Portfolio” sales program?

1. Fee structure - To control “pre-success” cost for ISV's, portfolio sales allows us to reduce the upfront retainer for each client but charge larger back-end "success fee" when a sale is closed.
2. Low risk market entry – By outsourcing sales to NWI, clients avoid the hassle of setting up for business in foreign markets and having to then recruit the best local sales talent required for success in their target market(s). This option allows companies to enter, test and get the market traction they need to justify further investment.
3. High caliber Sales Executive (SE) representation – Through our global network, NWI recruits and offers highly experienced SE candidates with proven track records to our clients.
4. Expense Sharing – Sales expenses are shared between portfolio members.
5. Increased market exposure – The combined demand of all products in a portfolio increases the total number of opportunities for direct market exposure for each product in the portfolio to potential customers.
6. More efficient management of pre-sales support needed - Portfolio sales allow you to “right size” your investment in direct sales. Because SE time to develop new sales opportunities is shared across all products in a portfolio (not withstanding joint sales of some or all products), a balance can be better managed between new opportunities and the pre-sales support requirements you need to provide.

What if an ISV is not satisfied with an SE’s performance results?

Probation period – Although this can vary, NWI’s standard sales representation contract allows clients to cancel services during the first 6 months without penalty. After 6 months, there is a 90 day termination clause.

Note: In an attempt to avoid this problem, NWI maintains high standards in the recruiting process. We only recruit very experienced sales execs (10+ yrs) with specific backgrounds and proven track records. The intent is to provide clients with high caliber SEs that they will be comfortable with and would hire if they were hiring directly. Additionally, SE’s are accountable for keeping clients happy based on agreed upon sales objectives. If a client drops out of the Portfolio, the SE's base retainer is subject to adjustment and by default, their commission potential is reduced.

Are all products in a portfolio presented to the same person in a company... or to different people? If the latter, is the "exposure" benefit lessened?

Our objective for every portfolio is to group products that are complementary to each other. This optimizes the opportunity to present all products in the portfolio to the same contacts in a company. If this is not possible, SE’s will always pursue additional meetings through their contacts with other internal parties for all products being represented.

How are variations in price, demand or ease of selling between products in a portfolio managed re: the SE's motivation to promote all products equally?

As stated above, SE’s are accountable for keeping clients happy based on agreed upon sales objectives. If a client drops out of the portfolio, the SE's base retainer is subject to adjustment and by default, their commission potential is reduced.

Note: Similar price is a consideration when grouping products into a portfolio. Market appeal and demand are more subjective and difficult to predict.

• In portfolios where one product is the obvious "lead" product and others are complementary, "coat tail" sales opportunities tend to occur.
• In some ways, being in the portfolio resembles using a channel partner to find sales opportunities. The difference is that the client’s SE is trained and knowledgeable on their product and personally incented for closing sales. Channel partners are not typically knowledgeable on ISV’s products nor are they personally incented.