New go-to-market toolbox for software companies

April 21, 2011 - PRLog -- Mid-sized software companies are well established in their domestic markets. They are successful and have ambitions for more.  Although there is a need for their software solutions worldwide, they all experience severe difficulties making a break-through outside their home market.

“We see the same picture again and again”, explains Hans Peter Bech, CEO and founder of TBK Consult. “Breaking into a new market is extremely difficult and most software companies simply don’t make it. We have developed a very pragmatic toolbox, which will enable most software companies to become successful internationally.  There is no magic in the toolbox.  It is a structured, step-by-step approach, with a focus on getting customers and generating revenue.”

The new initiative from TBK Consult is named “The Pathfinder Toolbox” and is developed in cooperation with TBK Consult in Germany.  The toolbox divides the process into 3 steps:
1.   Bootstrapping, where the objective is to win the first 3-5 reference customers
2.   Bridgehead, which is growing the market share to justify a local representation
3.   Scaling, which is striving for market dominance

“The German market is on the top of the list of any software company,” says Carl Graeb, senior partner with TBK Consult in Munich. “We have, over the last 10 years, been helping foreign software companies with market entry into Germany.  It is this knowledge we have now packaged into a toolbox, which is now available to all software companies with international ambitions.”

About TBK Consult
TBK Consult is an international management consulting company with a 100% focus on internationalisation in the software industry.
As of April 1, 2011 the company has offices in Denmark, Sweden, Finland, Belgium, The Netherlands, Germany, Switzerland, UK, France, Italy, Spain, 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 solutions.

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TBK Consult is a consulting company with 100% focus on internationalization in the software industry. TBK Consult has offices in Denmark, Sweden, Germany, Belgium, Switzerland, UK, USA, France, Italy, Israel, the Netherlands, Spain, Singapore, South Africa and India.