HOW DO YOU TIE ALL THIS TOGETHER AS A PLAN ALIGNED WITH YOUR BUSINESS GOALS?

NOW THAT YOU HAVE SEGMENTED THE MARKET, YOU KNOW THE CUSTOMER, YOUR VALUE PROPOSITIONS AND YOUR ROUTE TO MARKET.

HOW DO YOU TIE ALL THIS TOGETHER AS A PLAN ALIGNED WITH YOUR BUSINESS GOALS?

An expansion in the US marketplace must align to your business goals with a set of success metrics in place that reflects that this is business development. If you are looking for instant success in the US it may be unrealistic, in all likelihood this expansion will have an impact on your bottom line depending on your sales cycle.

Have you planned for this and communicated it to the board? In my experience developing a new market takes longer than expected unless you are lucky (and get a bluebird) so set expectations correctly.

Have clear goals that you can relate upwards and downwards, some of these will be soft goals i.e not financial.

Have you hired the people you need? Have they got the relevant training? All these specific actions should be documented with a time frame put in place to achieve the targets.

Financial revenue should follow the sales cycle you have experienced in your business to-date. There is no reason it will be sooner in the US Market, in fact it will probably be longer by the nature of new business development.

Also make sure you have your processes put in place to manage the new market through the tools you have in place today, CRM, ticket handling for support and how are you delegating pricing etc.

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