TBK Consult opens office in Toronto, Canada

Feb. 2, 2011 - PRLog -- According to a survey of European software companies in 2007 86,6% expressed dissatisfaction with the outcome of their international marketing and sales efforts.

“It is equally difficult for North American software companies to take the steps of making their solutions available on the international markets”, says Wayne W. Wood, CEO of Clientnet Strategies Group™ “With a fairly homogeneous domestic market North American software companies are normally totally unprepared for the cultural diversity and difference in market conditions they face when embarking on international activities.”

North America represents 40,2% of the global demand for software solutions and thus provides a solid basis for initial growth for any domestic software company.  However 59,8% of global demand is elsewhere!  36,1% of global demand comes from EMEA  of which close to 80% is generated by the countries in the European Union. 19,8% of demand is generated by Asian countries including Australia, New Zealand, China, Japan, and India.  When talking demand for software solutions China only represents 3,3% while Europe accounts for 30,9%.

“The failure rate for software companies’ initial international endeavors is over 90%,” says Hans Peter Bech, CEO and founder of TBK Consult. “The reasons are numerous and there is no “one size fits all” approach for making it right.  However lack of preparation and lack of professionalism in the execution are labels you can put on most of the failures.  Most of the failures could have been foreseen and avoided, if you had had someone in your organization capable of asking some “nasty” questions and helping you getting the fundamentals right.”

For non-American software companies the North American software market seems to be the land of milk and honey.  The reality is very different.  Never has so much money been wasted in one single place!

“The NA market is certainly very attractive to most software companies from all over the world,” explains Wayne Wood, “but you must understand the market and the special infrastructure which reigns here. You need to plan your entry extremely carefully to avoid costly mistakes and delays. TBK Consult, with its’ network of senior executives from the software industry, can provide the experience and insight required to ask the “nasty” questions, make sure you have a solid go-to-market strategy and that you test gradually before scaling.”

TBK Consult is using standard industry methodologies to help their client prepare and execute international go-to-market strategies. The value TBK Consult brings to their clients is based on the consultants’ many years of personal experience with the exact same challenges.

Having Clientnet Strategies Group™ joining the TBK Network is really good news for our clients”, says TBK Network founder Hans Peter Bech. “Each consultant has substantial personal experience as a senior software sales & marketing executive.   We are going to make the Atlantic a narrow strip of water in the future.”


About Clientnet Strategies Group™
Clientnet Strategies Group™ was founded in 1991 with the objective of helping technology companies increase revenue performance, mitigate change risk and improve the valuation of their clients business using proprietary solutions to enter or expand into new markets.  The company is headquartered in Toronto, Canada with consultants in Boston, Chicago, Los Angeles, New York and Seattle.

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TBK Consult is an international management consulting company with a 100% focus on internationalization in the software industry.

As of February 1, 2011 the company has offices in Denmark, Sweden, Finland, Belgium, The Netherlands, Germany, Switzerland, UK, France, Italy, Span, Israel, USA, Canada, South Africa, Singapore and India. Altogether 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 solution.