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Risk Management Software Company (Distributor Discovery)
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Client is a leading North American software firm selling $1,000 software packages to the audit departments of major Japanese companies. The product is ideally timed to take advantage of the pending J-SOX legislation due to take effect from 2008. Internal audit control is a new concept for most Japanese firms, and we had to educate potential distributors on the product first. This involved finding respected auditors of major firms who were willing to use then endorse the product to distributors. This was achieved, and through our efforts, the Client met with more than 20 potential distributors. They eventually decided on a partner through their own network, but have been able to build on the relationships we built to grow the initial Japan business. We worked directly with the Asia-Pacific Business Development Manager.
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CRM Software Company (Market Entry)
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Client is a major US CRM and back-office software company that leads their market segment. They have an advanced Software As a service (SAAS) product that is a new genre for Japan. Japan Concierge was engaged by an intermediary US-based market development company to show the product to potential distributors/partners and to solicit investment interest as well as to identify potential resellers. Through our efforts, the Client met more than 15 potential candidates, and several of these eventually invested in the Japan operations, as well as agreeing to become resellers. We worked with the founders of the market development company, and also with the VP International of the end Client.
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Network Analysis Software Company (Japan Subsidiary)
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Client is a New Zealand company which wanted to establish a presence in Japan for its high-end network anomaly analysis software product. The company originally wanted a distributor, but due to the ongoing development needs of the product agreed to a joint-venture tie-up with a major Japanese company and LINC Media. The Japan operation has sufficient source code usage and derivative works rights that allow a third party in Japan to invest in the local company only and reasonably expect independence from the parent and a chance to do a local trade sale or IPO. This is an innovative approach to the Japan market for an under-capitalized company, and gives them significantly more reach and commitment from the Japanese side than is usual with a distributor tie up. We worked with senior management in both the New Zealand head office and the representative of the major share holder. |
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High-tech Prototype Molding Company (Market Research and Green Field Factory Start-up)
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Client is a leading prototype plastics molding company with a revolutionary technological base for speeding up the product of fully usable, manufacturing-spec parts in small runs. The initial engagement was to identifying the state of the Japanese prototype molding market and establish who the likely competitors are, as well as the best positioning for the company when it enters the Japan market. During the course of the engagement, we started researching potential resellers, green field sites for a factory, and recruiter resources. With the information discovered and several visits by senior management, including the founder, the Client is currently developing its business plan then will push into Japan with Japan Concierge’s help. |
