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Letter from the President
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Guenther Krumpak, chairman of ITBeurope |
Success In International Business...
Is a long way to go and and almost never comes by itself. I don't think I am telling you anything new. Many among you have interesting technologies to offer - usually for a limited range of customers in small home markets - except, maybe, for countries like Germany, France or the UK. Yet, even in Germany only a few ICT enterprises have managed to establish themselves internationally - such as Deutsche Telekom or SAP. The majority of ICT companies employ 1-10 people, mostly technology driven specialists.
In Europe, that is.
A US enterprise would have a fair share of marketing and sales people - in fact, they often sell before they develop anything at all. In Europe we europhically develop top technologies to keep them hidden in a desk drawer until somebody else comes up with comparable stuff and we forget about our good ideas.
I do not want to completely drown in polemic - but a bit of sales spirit would do European techno brains some good.
A European travel guide once told me the difference in success strategies describing the sales mentality in a South East Asian country - no details on that - but 'The locals', she said, 'sell all day long, and in the evening they go home satisfied. The Chinese here', she added, 'sell all day long, and in the evening they go home - to get new things to go on selling....'
Certainly this is incompatible with European lifestyle, but it shows us somesting, doesn't it?ITBeurope tries to help small and medium sized ICT enterprises to compensate their lack of capacity for sales and marketing. We offer international matchmaking - working with partners abroad saves a lot of time and is a premium investment in international success. Get your technologies into the world - you will see that it's not always the others who are better.