My company would like to sell its software application overseas, particularly
in Europe.  We would like to get in touch with software companies
overseas that would be VARs for our product.  That is, they would
install, train, and support it in their countries.
 Can you provide us with a list of companies whose job it is to locate
such opportunities?  That is, these companies would hook us up with
software companies overseas that would be willing to be VARs.

We'd like a list of 10 or more such companies.  To clarify, we don't
want a list of software companies; we want a list of
companies that seek out these companies and get us together with
them.

Thank you!

---

Request for Question Clarification by journalist-ga on 25 Feb 2003 14:23 PST

Greetings Wardtalktothebeaver:

As you may have noted in your own research, there are reports for sale
concerning VARs such as the ones offered for around $1,500 each at
http://techxny.bitpipe.com/data/rlist?t=987097377_84599341 as well as
the VAR database CMS offers $2004 at
http://www.cmsinfo.com/ZPPCAD.html.

I have discovered many European and Asian VARs - however, without
knowing the focus of your program, I do not know if the companies
would be interested in its software features.  Before I invest more
research time, could you share with me the nature of your software so
that I can ascertain if the contacts I have turned up would be
interested in your type of program?

For instance, one lead I found:

From http://www.ptc.com/appserver/it/icm/cda/template_lib/icm01_cda_text_w_sub.jsp?im_dbkey=3262
"PTC (Nasdaq: PMTC), the product development companyTM, and Mensch und
Maschine Software AG, the leading European value-added distributor of
computer-aided design software, have signed an agreement allowing
Mensch und Maschine to become a major distributor of PTC’s
Pro/ENGINEER® mechanical design software, including PTC’s next
generation product, Pro/ENGINEER Wildfire™."

Not knowing the nature of your software, I do not want to produce a
list that may not be suited to your needs.  Please clarify, as much as
possible, the type of software you are offering and anything else you
feel would be beneficial to your answering your query.

Thank you for your clarification.

---

Clarification of Question by wardtalktothebeaver-ga on 26 Feb 2003 14:17 PST

Thanks very much for your reply, journalist.  I really do not want a
list of VARs in Europe or elsewhere.  Investigating them and
contacting them is too much work for us.  We'd prefer to find
companies in the United States or overseas that specialize in finding
the companies and doing the initial investigation and negotiation. 
That is, I contract with ABC Inc to represent us and to find us VARs
in Europe that deal with our particular kind of software.  My problem
is I don't know what kind of companies do this kind of work.  It might
be that there are individuals who do this kind of thing under
contract, as well.  But for now, I'd prefer an organization with a
track record and lots of contacts.

---

Clarification of Question by wardtalktothebeaver-ga on 27 Feb 2003 18:34 PST

The International ops group sounds like a good possibility, thanks. 
right now there site is under construction.  but that's certainly the
type of company I'm looking for.

---

Request for Question Clarification by journalist-ga on 27 Feb 2003 22:34 PST

Greetings again.  I believe I have discovered companies that should be
able to fill your needs but I didn't reach the magic number of ten. 
Also, until you contact them, you will not know if they meet your
exact needs.

Consalient
"Outsourced Sales Teams - Utilise our experience when it comes to
planning your strategy for direct sales or channel and partner
development in the UK and Europe."
http://www.consalient.com/

PSINet
"By leveraging our unique infrastructure capabilities and our
experience in managing complex IP-projects, we are already well
positioned in the market for outsourcing e-business infrastructure
projects."
http://www.psinet.ch/press/press_extended_view_eid_123_lid_22.html

NEO IT Global Services Outsourcing
"Our sourcing solutions help suppliers to win new business and buying
organizations to dramatically improve their sourcing process, expand
their global sourcing knowledge and strategy and identify immediate
and ongoing savings."
http://www.neoit.com/gen/whyneoit/overview.html

TMG
"Based on your Global Business Strategy, either on a consulting or an
outsourced basis, we set up the logistics and distribution channels
needed to most effectively support your international sales."
http://www.geocities.com/~france_mauduit/networks-services-marketing.html

Growth Wizards
"Growth Wizards™ delivers methodology-based solutions to growth
technology companies, assuring successful market penetration and
beyond...Our unique outsourced sales and marketing solutions include:
PROMOTE Global™ - target your market with a laser-like aim, and
maximize your exposure; SELL Global™ - your first line of attack for
outsourced sales; PARTNER Global™ - partnering right with alliances
and channel relationships to power your growth; and SUPPORT Global™ -
create customers for life with tailored support."
http://www.growth-wizards.com/overview.html

RDS Global, LTD
"RDS Global offers a complete global product and revenue
expansion program...RDS Global is a global business development
company
with expertise in all major world markets concentrating in high
technology, particularly broadband communication products and
components."
http://www.rdsglobal.com/Strategic.htm


OTHER LINKS THAT MAY BE OF INTEREST:

FirmBuilder.com - focus on outsourcing
http://www.firmbuilder.com/home.asp

IT Outsourcing Essential Guide (for purchase)
http://www.ovitztaylorgates.com/TheITOutsourcingEssentialsGuide.html

ServiTecno
From an article at http://www.envisionitsoft.com/news/press_releases/pr31.htm
http://translate.google.com/translate?hl=en&sl=it&u=http://www.servitecno.it/&prev=/search%3Fq%3DServiTecno%26hl%3Den%26lr%3D%26ie%3DUTF-8


SEARCH STRATEGY:

IT business outsourcing us to europe
"global business development" outsourcing
"global business development" introductions
"global business development" software VARs

---

Clarification of Question by wardtalktothebeaver-ga on 03 Mar 2003 09:58 PST

Dear journalist,

I appreciate the work you've done, however these outsourced sales
solutions are not what I've asked for.  Those folks go out and sell
directly to the users of our product.  Instead of sending your own
sales people to Europe, you hire these guys to do it.  What I want to
find is a representative who will locate VARs.   A VAR is a company
that buys the right to resell our product.  They then use their own
sales resources and their own installers and trainers to market the
product.  They give us a percentage of each sale (a royalty).

In summary:  I don't want to hire a sales force.  I don't want to find
companies who might be VARs.  I want to find a company who will LOOK
FOR VARs for us.  That is, I pay them to find a VAR, talk to the VAR,
evaluate the VAR, negotiate with the VAR, and close a deal with a VAR.
 I pay the company a fee for their service.

Thanks.

Europe Information at Business.com
http://www.business.com/directory/government_and_trade/consulting_services/europe/

Listed at Business.com

CDK Info & Distribution
http://www.cdkinfo.com/
http://www.cdkinfo.com/engels/index.htm

"Contacts with Dutch or French companies

You wish to export your products and/or services but you do not know
whom to contact? Thanks to our file of addresses. in only a few days,
you can receive the names and addresses of French or Dutch companies,
who can be interested in the publicity or sales of your products.

On your instructions, we can contact these companies to arrange a
meeting for you. After that, if you want us to, we can follow the
developments of this business. In this way, we can contact you right
away in case any irregularities happen, which can harm your brand or
company name."


Consultants Europe
http://www.ce-marking.nl

"Technical and legal organization with expertise in the certification
of products according to European product legislation, CE Marking and
New Approach Directives."


Emergo Group
http://www.emergogroup.com/news/index.html
http://www.emergogroup.com/services1/index.html

"Provides a full range of product compliance, quality assurance and
export-related services for North American and European manufacturers
and exporters."


EWG Information Services
http://www.demon.co.uk/ewginfo/
http://www.ewginfo.co.uk/

"UK based export consultancy specializing in provsion of foreign trade
and consumer press for initial market research and on-going market
monitoring."


Helga Hoffman Consulting
http://www.biz-cooperation.com/

"Core service is a standardized service package for the search of a
qualified cooperation partner in a specific country for a standard
price."


International Marketing Services, Inc.
http://www.consultims.com/

"International marketing and trade consulting firm."


JITEX - International Technology & Strategy Experts
http://www.jitex.com/

"Headquartered in France, JITEX provides international consulting on
business opportunities in Japan, the USA and Europe; supplying
specialized tailor-made reports, market surveys, technology
assessments, and strategy analyses."


JP Consulting
http://anglofrench.hypermart.net/

"Consultant specializing in European trade."


Stuctured Communication
http://www.strucom.com/

"European Union-American consulting firm helping companies to create
strategies to expand. It provides strategy consulting and training for
globalization, partner search and local support."


TradeMatch UK (requires free registration)
http://www.expo.co.uk/

"TradeMatch assists UK companies to benefit from international trade
opportunities through new markets, partners and customers overseas."





Jayde.com - The B2B Search Engine
Jayde.com - Europe

Listed at Jayde.com:

"3. Bxtc International Economic Trade Procurement Offset / Category >
Europe Consultants Supporting Your Success Performing International
Trade Offsets / Countertrade / Foreign Industry Participation Programs
during your international revenue expansion..."
http://www.bxtc.com

Useful Links
http://www.sb.net/bxtc/links.html


"26. International trade services, from market research to multilingua
Category > Europe SIBCO - International trade services, from market
research to multilingual web design. SIBCO is a network of
international trade consultants, based in Sweden, that offers a wide
range of export services. Our network at present includes the
companies..."
http://www.sibco.se

"28. Importing, Exporting & Marketing Worldwide Category > Europe
Based in Canada, our company will source, import, export and market
your product/service worldwide. We will export your product/service
into new, existing and upcoming markets. Looking for a new product or
a manufacturer for your product?  We can source..."
http://www.prairiemountain.com


The All American Small Business Exporters Association
http://www.aasbea.com/ExpAnswer.asp


Dr. Sharon T. Freeman
LARK-HORTON GLOBAL CONSULTING LIMITED
http://www.larkhorton.com/

Contact Information:
2300 M St., NW, Suite 800
Washington, DC 20037
Phone: (202) 332-5137 * Fax: (202) 332-5286
Email: LARKHOR@erols.com


US GOVERNMENT SOURCES
DEPARTMENT OF COMMERCE

The DOC maintains several agencies and Web sites the sole purpose of
which is to assist US companies in their expansion into foreign
markets. Among the sites are:

http://www.commerce.gov (Home Page of the DOC)
http://www.commerce.gov/trade_opportunities.html
http://www.export.gov/
http://www.usatrade.gov (US COMMERCIAL SERVICE)
http://www.trade.gov/td/tic/ (TRADE INFORMATION CENTER)

09/21/2002 Computer Services
http://exportit.ita.doc.gov/ocbe/ForeignM.nsf/679c088699b484498525674e0000eb9f/66b376b4a27c7e1e85256c41006d829c!OpenDocument

BuyUSA
http://www.buyusa.gov

A service that matches US exporters with foreign partners. (Site and
service currently undergoing major overhaul.)


See the Localization Industry Standards Association (LISA) for help in
preparing your products for global distribution.

LISA RESOURCES
http://www.lisa.org

Localization Industry Primer (Registration necessary)
http://www.lisa.org/products/primer.html


See also Google Answers threads:

http://answers.google.com/answers/main?cmd=threadview&id=158081
http://answers.google.com/answers/main?cmd=threadview&id=158558


SEARCH TERMS

://www.google.com/search?hl=en&lr=&ie=ISO-8859-1&q=%22Information+Technology%22+export+consultant
://www.google.com/search?hl=en&lr=&ie=ISO-8859-1&q=software+export+consultant

hlabadie-ga

Thank you, hlabadie.j  This seems very complete and I expect it to be
useful.  At the very least it will put on on the right track.

There are whole agencies of the Federal government that are set up to
provide this kind of information for prospective exporters. Much of
the information can be obtained freely (you already have paid for it
with your taxes). There are also special programs that assign a
government worker to help you on an ongoing basis. Is this the kind of
help that you need?

hlabadie-ga

I highly suggest that you speak with someone at
www.internationalopsgroup.com as they specialize in international
business (outsourced) and have a good reputation.