Validating the Market Effective Partnerships Making Money in Japan Financing Growth Back	Our philosophy is that most North American companies need multiple partners in Japan. Too often, North American companies have relied on a single strategic partner in Japan. Like any single-source or joint venture strategy, this distribution and sales strategy tends to be difficult to manage, difficult to motivate, and difficult to exit. In addition, because channel partners tend to be very segmented by customer, it is generally necessary to work with multiple channels to effectively cover the enterprise, carrier, and government markets. Managing partners can make the difference between success and failure in Japan. Hands-on management of channel or OEM partners in Japan is highly-recommended in order to maker sure revenue opportunities are properly identified, resourced, followed-up on, closed, and serviced. What We Deliver Access to key decision makers at targeted partners • Identify and qualify partners that meet your criteria • Uncover market "pain points" • Package and sell your story in Japanese • Hands-on product demonstration, betas, and training • Assist in localization requirements Ongoing management of partners • Joint sales calls with important prospective customers • Marketing activities, including trade shows and public relations • Timely pipeline reporting and real-time market intelligence • Hands-on roll-out of new products or new product features • Local presence to motivate and support partners • Proactive identification of new revenue opportunities • Ensure that everyone is on the same page Expansion of partners • Broaden market coverage by adding new partners • Timely and clear interaction to resolve channel issues • Weed-out under-performing partners