THE EUROPEAN CONSOLIDATION BOARD


                                      European Consolidation Board for Foreign Industry (ECBFI)

PROMOTING INDEPENDENT SOFTWARE & TECHNOLOGY VENDORS IN EUROPE: THE ECBFI & THE PIONEERS

VENDORS COMING INTO A NEW MARKET LOOKING FOR A FOOT HOLD AND NEW BUSINESS: THE ECBFI STRATEGY

THE ECBFI HELP TIME MARKET ENTRY RATHER THAN MOVE IMMEDIATELY TO EXPLOIT OPPORTUNITIES:

New markets are littered with firms that were too concerned about being “first in.”  Though they led the market they were out in front too early. Even when firms had dominant positions in their industries, it did not take long for them to lose their advantage.

 In some new markets, it is possible to be a follower and still do well.

The ECBFI can take small or even established firms from other geographic regions or markets and time their entry into a new market to be successful and aligned. This can be achieved by careful consideration of alignment with partners or  go to market direct strategy.

The first imperative is to recognize when pioneers have the upper hand. Early movers can entrench themselves if they can create entry barriers, avoid locking-in to inappropriate models, and have minimal upfront costs. 

 THE ECBFI GENERATE DEMAND BEFORE VANQUISHING COMPETITORS 

Strategists often see their blueprint as a tool for beating the competition.  However, the real battle in new markets is not against another firm trying to tap the same opportunity, but rather one against customer inertia. 

The imperative is to jump start demand for a new offering.  It does not matter who the dominant player is in a marketplace that barely exists. The fact is that nobody is winning.  In the quest to convert wavering prospects into buyers, competitors can be allies.  

The ECBFI  help educate customers, call attention to the fact that a new category should be taken seriously, and reduce the perceived risks of making a new kind of purchase.  When the companies built on the concept of using cell phones as interactive marketing tools were first formed, they struggled to be seen as a legitimate option by marketers accustomed to using glitzy ads and splashy Internet banners.

The importance of the go to market plan is two fold one is an early assessment and the other is an interoperability business plan.

Read More about the ECBFI Consultancy driven assessments: Click here

ECBFI CONNECTIONS & TECH SALES INTEROPERABILITY PLAN

ECBFI bring huge advantages to technology vendors needing to bridge across Europe.

This advantage can be summed up in the strategy of their interoperability plan below.

ECBFI Subject Analysed 

 

  • Multinational software vendors & who fits where
  • Working with ECBFI enabled Value-added resellers
  • Regional systems integrators and which are the correct ones
  • Independent software vendors & their portfolio
  • Software distribution partners & The ECBFI Board contacts
  • Software channel revenue flow & managing this
  • Cloud and Channels Sales
  • Partner-to-partner networking with the The European Consolidation Board 
  • Software vendor indirect market shares
  • Software partner program profiles and innovative practices

 

ECBFI Core Research


  • Channel Revenue Forecast and Analysis
  • Partner Marketing and Communications
  • Software Channel Leadership Council Proceedings
  • Cloud and Channels
  • Emerging Partner Models
  • Partner Collaboration

ECBFI Key Questions Answered
  1. What are the effective ways to allocate resources by channel strategies 
  2. How are software vendors maximising resale capabilities of their channel?
  3. How is the cloud affecting solution providers?
  4. What are the key components of a channel program?
  5. Vendors currently doing to drive partner profitability and loyalty?
  6. Size of indirect software channel across regions &revenue flow through it?

 Fore more information contact: emergingtechnology@ecbfi.co.uk