Global Software Pertti Vulli Notes about US Market

Finland BEING FROM FINLAND ADVANTAGE OR DISADVANTAGE ?

American Customers  Are American Business Customers Different  What Drives Their Buying Decisions

The Product  Real Market Need – in the US  Real Strategic Vision/Benefit  Meet Local Requirements  Ease of Use  Ease of Implementation  Quality Requirements  Compelling Justifications

What is Our Business  Software Product  Custom Solutions  Consulting Services  Implementation Service Requirements  Support Requirements IT IS NOT GOING TO BE ANY EASIER IN THE US

The Competition  Who are they  Strengths and Weaknesses  Evaluate in the US Market Context

Customers  Sales  Customers  Reference Customers  Success Cases  Quality Operations Capacity  Customers must have compelling reasons to change

Location  Customers  Travel  Expenses  People  Communications with Finland  One location or distributed

Timing and Funding  Realistic Time Expectations  Sales and Support Capability  Build and Maintain Superb Reputation IT IS NOT A SPRINT IT IS A LONG DISTANCE RACE

Quality First  Product  Sales  Delivery  Service  Organization  Company