|
AltAssets is the private equity news and research service from Almeida Capital
|
|
|
PRINT THIS PAGE Start-ups need change of sales strategy
25/07/2007. Source:IVCJ (Israel Venture Capital Journal).
Colin Scaife of Sales Gate International tells what it takes to sell in today’s European telecom market. Nicky Blackburn reports, in this article from the IVCJ. For many years selling to European telecommunications operators was strictly a technology sale for Israeli companies. With subscriber numbers growing at a healthy clip, all that was required to succeed was a robust flow of projects and agents willing to work on success fees.
Today, all this has changed. “Israeli companies now looking for a sale must open their options and bring flexibility to their sales strategies,” says Colin Scaife, the European regional director of sales consultancy Sales Gate International (SGI). “The telecom industry is undergoing massive change,” explains Scaife. “Traditionally, all the different communication media were separate and distinct.
They operated on different networks and used different platforms. In recent years, the distinctions have blurred. We have gone from one communications service provider per country to many, and from one unique product in a captured market to many products for markets that are only just being formed.” The result is that service operators are now being asked to provide more new services and to stimulate the creation of new markets without the hindsight of what actually works.
Click here to view the full article (pdf 200kb)
You need Adobe Acrobat to read this document. If you do not have it, you can download it free from www.adobe.com/products/acrobat/readstep.html
This article appeared in the Israel Venture Capital & Private Equity Journal (IVCJ). IVC Research Center publishes the Israel Venture Capital & Private Equity Journal, a quarterly review of trends and developments in the Israeli-related venture capital industry. IVCJ, distributed worldwide, is dedicated to provide wide-range coverage of Israel's venture capital industry. For more information please visit www.ivc-online.com
|
 
|
|
|
