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Germany
So: you see the German market as potentially lucrative to enter, because it is. You’ve been starting to strategize and figure out the “secret sauce” to winning DACH business when a really basic question hits you, seemingly too late in the game: Do you need to speak German? Now you’re a little bit worried. But...
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Nearshoring
If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your own. Usually this refers to software development. A big problem in DACH is a tech skills gap. By some estimates, DACH is about negative-1 million on the tech/IT roles it needs to be successful across...
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Fact: Every global market you can play in is different. Fact: Germany is the largest economy in Europe. Fact: There is money to be made here. But then we come to our first fiction. There are thousands of articles online about the various specifics of the German economy. Only a few of them actually speak...
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If you want to grow a business, what do you typically need to do? Basic ways: Increase revenue from core products/services Enter new markets or verticals The first one is hard because at a certain point, unless you’re asking people to repurchase every year (Bloomberg terminals, etc.), there’s a saturation mark on that market. The...
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Martin works a lot with international B2B services companies in the software and IT space that want to enter the DACH market (Germany, Austria, Switzerland). One issue that comes up a lot is this idea of “don’t compete with locals.” For example, a German IT services company (prospect) to an Italian IT services provider (seller):...
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Simply The Best
We all remember the song “The Best” originally recorded by Bonnie Tyler but made famous by Tina Turner in 1989:   You’re simply the best Better than all the rest Better than anyone Anyone I ever met     Sure, to be the best is what we want to hear from our partner — but...
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sell-saas-german-b2b
The German B2B market for SaaS is tricky, but if you nail it, it can be very profitable for you and your firm. It’s tricky because German buyers are generally very skeptical, even in SaaS sales plays. That means they tend to expect a personal demo or face-to-face meeting, and maybe the lowest execution you...
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Looking for a sales partner in Germany
The World Economic Forum released its 2018 Global Competitiveness Report recently, which can be read as a listing of the most innovative countries in the world (to some extent), or at the very least the best countries to launch an entrepreneurial offering. The United States came in first; that’s not a surprise, even though their...
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SW development companies
Every week at least 4 SW application development companies from South East Europe and Asia reach out to us to ask for leads and customers in the DACH market. Their introductions are typically around “35 excellent engineers in Java, .NET, C++, PHP, Phyton, Ruby” and “high quality delivery, we focus on customer needs”. Well, that...
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Let’s talk frankly for a second about Germany. Yes, they should have been the World Cup favorites and gotten at least to the semis — heck, they won the whole thing in 2014 — and they didn’t get out of the group stage for the first time since, well, 1950 — when they weren’t allowed...
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