Our Services

Our goal at Primora Group is to provide a complete service for enterprise software and technology companies that want to expand into Asia but are not ready to put their own team on the ground yet. Whether you are an established firm from outside Asia, or a local startup bringing your initial product to market, we can help.

We know that each of our clients is in a different position with unique goals and requirements. For every engagement, we develop an individual statement of work to tailor our services and deliverables to your needs. We can provide a full-service outsourcing, fill a gap, or augment existing resources. Engagements can range from a few months to a few years and may include some or all of the following services.

Business Strategy

BUSINESS REVIEW

Analyze your existing global strategies, plans, and processes for suitability to local market
Review your existing products and services to understand their fit for various markets
Understand your objectives for the region
Understand what it will take to meet those objectives

MARKET ANALYSIS

Analyze potential countries and regions to determine opportunity
Help you identify which products and services should be sold to which markets
Determine fit for various market segments (SMB, mid-market, enterprise)
Analyze local industries and develop vertical strategy (Banking/Finance, government, retail, healthcare, education, etc)
Identify target user and buyer personas
Assess value of products/services in each region and recommend regional pricing
Conduct competitive analysis in local markets, focusing on presence of global competitors as well as specialist local competition
Analyse the barriers to entry
Review local go-to-market channels and determine if channel strategy is recommended

STRATEGY DEVELOPMENT

Provide list of target countries/regions
Recommend which products and services to launch in each
Develop list of target market segments, verticals/industries, and personas - per country if applicable
Develop list of target clients and channel partners
Provide assessment on how you should approach target countries within the region in order to build a pipeline
Develop strategies for launch and further growth

Deliverables

Go-To-Market Plan — a mutually agreed and highly detailed document on which Execution and Business Development Services can be based. If you already have a Go-To-Market plan for the region, we are able to review that plan and make recommendations and adjustments as necessary.

Go-to-Market Execution and Business Development

Plan Execution and Business Development Services are our core services, where we provide you with local sales and marketing representation. Our consultants act as your own market facing team, inclusive of email address and business cards.. We build you a pipeline, a channel, brand presence and sign your first contracts.

SALES EXECUTION

Generate list of target accounts and target contacts within each account
Generate and contact leads
Set meetings and meet prospects
Qualify leads and generate pipeline
Conduct client presentations and demos - articulate and represent your positioning, value proposition and unique selling points
Develop proposals and negotiate contracts
Close deals and sign your first clients
Account management - lead client management through deployment, adoption, and growth - including providing hands on management of any existing clients in region
Manage renewal, up-sell, and cross-sell

MARKETING

Development or review of comprehensive marketing plan
Assist in execution of PR and advertising
Creation and execution of digital marketing plan
Creation and execution of marketing campaigns for digital, print, physical mediums
Develop and execute events strategy - represent you at local trade shows, focus groups, seminars, webinars, etc
Review and recommend changes to content marketing for local markets
Asia Pacific analyst relations strategies

CHANNEL/PARTNER STRATEGY

Develop and execute channel and technology partner strategies if applicable
Develop list of target partners - potentially including system integrators, value added resellers, distributors, service providers, technology vendors, and consulting companies
Approach candidate partners, pitch your value proposition and qualify the partnership
negotiate and broker channel agreements
Develop and execute go-to-market plans with each partner
Provide sales enablement for partner sales team
Manage channel including leads, pipeline and account management, joint marketing plans, incentive plans, and joint sales execution

Deliverables

Together with you, we develop a specific set of deliverables and report regularly on progress towards them. These will typically include:

# of leads
pipeline $
bookings/revenue $
# of deals closed
# of events
# of channels signed
Channel pipeline/revenue

In addition to regular reporting, Primora Group uses a specialized sales call preparation and reporting tool called First In Field. This ensures that we follow your sales process and keep you up to date on all meetings.

about First-In-Field

Team Development and Business Handover

Our goal is to generate sufficient pipeline and revenue within 12-18 months for you to make the decision to build and manage a permanent team and business in Asia. We help develop that team and transition the business to you.

Recommend optimal business structure and staffing requirements
Provide local employment package advice including pay and benefits
Assist in relocation of existing staff into the region if applicable - assist with visa requirements, housing, schools, physical relocation
Local staff hiring - recommend local recruiters and negotiate contracts, identify suitable candidates, conduct initial interviews, present recommended candidates
Train, coach and potentially lead your customer facing team in market for a period of time.
Conduct detailed business handover process - pipeline, leads, deals, partners, marketing, and accounts. We don't walk away until you are satisfied that you can successfully run the business on your own

Deliverables

At the exit of this phase, we hand over a stable, growing, and sustainable business that you can incorporate into your global team.

See our results