1. Global Software Pertti Vulli Notes about US Market

2. Finland BEING FROM FINLAND ADVANTAGE OR DISADVANTAGE ?

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

4. 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

5. 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

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

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

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

9. 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

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