Our Services & Fees (Global Focus)

The following sections will outline our main practice areas and our fees. We routinely provide an array of these services in combination, but we can design ad hoc support arrangements to quickly and efficiently satisfy your needs.
The partners at DCI have experience in a wide range of industries and a wide range of international marketing and sales models. However, our primary target clients are software providers. In particular, areas such as Education, Scientific Computing and Analysis, and Engineering and Design (CAD/CAM/CAE). From direct sales to value-added resellers, to two- and three-tier distribution models, to direct enterprise sales, we understand how to design and implement highly effective global sales and marketing plans for these types of clients. At DCI, we have the right international relationships and partnerships across these sales and marketing industries to open doors for our clients and ensure positive and quick results in their global target markets.


How We Work

Our philosophy is to optimize how the various international components of your sales and marketing mix work together. The basic premise is simple: if you are constantly creating and converting demand with the right customers, for the right products, at the right price, using the right promotions, in the right places, you will win. We can help you win in many ways. It starts with research, but it ends with tangible, measurable results, and a winning position for your business.
Our goal is simple - to exceed your expectations and help you successfully move your business and your organization into the correct international markets.
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The Advantages & Benefits We Offer

At DCI, we house first-rate skills to help you build and implement international sales and marketing strategies quickly and affordably – and at less risk and cost than if you were to do it yourself. In the following sections you will learn more about list of advantages that we offer, and at the top of that list are:
    • Our expertise in the global software markets for: Education, Scientific Computing & Analysis,       Engineering & Design (CAD/CAM/CAE)
    • Our understanding of international technology and software sales strategies
    • A proven track record in building and implementing global distribution channels and strategies
    • A keen understanding of international marketing communications, and what it takes to define,       develop, and execute a successful global brand and corporate image campaign

Solution Offerings (Global Focus)

1    Global VAR Channel Development & Global Partner Management

Delivering a company’s value propositions through international resellers and business partners can be a challenging task. Often, there lacks integration with internal business processes, conflict exists among partners, and there is, many times, a lack of communication between direct and indirect channels. DCI works with clients to build the right global channel and partner strategies that will deliver the proper message to the correct target, through the right channel and partner, every time.
From Global OEM to international local retail channels, and all points in between, DCI understands how to select, recruit, develop, and retain the proper Value-Added-Resellers (VARs). At DCI, we also understand the importance of Channel Relationship Management (ChRM). By creating the right strategy and design, DCI focuses on building the proper global reseller channels that will most effectively deliver your value proposition to your new target customer. We can help you evaluate different distribution channel mixes and design the right international VAR channel for you. And, with our current extensive network of partners across Europe, Latin America, and Asia, we can help you recruit and build those channels quickly and efficiently. You can even utilize DCI, or our own network of global VARs to help you enter target global destinations even more easily. With DCI and our global network of VARs, your company will have an immediate global sales and marketing presence. Finally, once your channel is completed and functioning properly, your company will not only own the relationships we have created for you, but it will also be positioned to effectively manage them in the future.
Selecting the right global partner can also be a complicated, opportunistic and frustrating process – typically driven by who-you-know, not what you want to achieve. Yet the right partners are key to helping you get to the right customers. At DCI, we understand the complexities of proper Partner Relationship Management (PRM). By working with DCI, your company’s PRM Strategy and Design will help you build an optimal global demand chain for your company. When done properly your VAR channel and overseas partners will increase your company’s profits, enhance the recognition of your technology or software offering, and ultimately increase your company’s overall market value.
Here is list of services that DCI offers for Global VAR Channel Development & Global Partner Management:

   i. VAR Channel Recruitment & Contract Negotiation
   ii. VAR Channel Sales Training & Education
   iii. Creation and Management of VAR Channel Sales Plans
        a. Quarterly Sales reports
        b. Margins, Discounts, Special Pricing
        c. Quotas
   iv. Channel Marketing Mix Development & International Lead Generation
   v.  Exclusive Access to DCI’s Network of International VARs &     Global Service Partners
   vi. DCI as your Global Distributor & International Sales Office

Fees: Monthly Rate Contract* (Negotiable) & Percentage of Sales (Commissions)
* Minimum 6 months
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2     Global Brand Image & Marketing Communications Development

Brands are difficult to develop but even more difficult to value, especially in a foreign marketplace. A key belief at DCI is that the value of a brand can be easily defined, and as a result, much easier to develop. We believe that proper global branding directly impacts your company’s value proposition in foreign markets, and can be used effectively to overcome any product and demand chain weaknesses. At DCI, we help our clients define, develop, and adapt their brand(s), with a focus on ensuring the brand contributes to the overall global achievement of short- and long-term business and marketing goals.
Great communications can create an emotional response in the target international customer. Yet often, there is a lack of clarity about what the key messages are and how to use them across the various tactics and promotions in each target foreign market. We can help you clearly define the right communication methods for your target international customers, and then ensure that all tactics consistently repeat that communication to maximize the creation and conversion of demand for your brands, products, and services across the globe.
Here is list of services that DCI offers for Global Brand Image & Marketing Communications Development

   i. Creation, Implementation, and Management of Country-by-Country or Global Regionally-Focused       Marketing Plans
        a. Quarterly Reports
        b. Budgets
        c. Answers to the Where, When, Why, and What of each plan
   ii. Press Relations & Media Communications (Corporate and Product)
        a. Press Releases
        b. Interviews
        c. Product Reviews and Demonstrations
   iii. Advertisement & Promotional Campaigns
        a. Industry Magazines
        b. Direct Mail
        c. Sales and Marketing Road-shows
   iv. Development of Corporate and Product Literature in Multiple languages
        a. Brochures and White Papers
        b. Demos and Presentations
        c. Website
   v. Management of Localization/Translation Needs
        a. Vendor Selection Management
        b. Cost Analysis Reports vs. ROI
        c. Budget Negotiation
        d. QA Methods and Best Practices
   vi. Setup and Execution of International Tradeshows & Industry Events

Fees: Monthly Rate* (Negotiable)
* Depends on country
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3     Global Strategy & Organizational Development

Great global strategies are at the core of any successful international business venture. We help you take your global strategies to the next level by building multiple country-specific scenarios to ensure your strategies are completely executable and that goals and sub-goals are appropriately defined. As a result, you will have winning global strategies and your team will completely understand what part of the overall strategy they are responsible for, and how it relates to and impacts this overall strategy.
Most marketing organizations typically consist of internal and external teams. As the marketing plans change, the organizations must change. But it is often difficult, especially in the international marketplace to see how best to make those changes. At DCI, we can help you ensure that your organization is optimally aligned to fit your global needs. With our extensive global network we can help you ensure your organization is built around the best international service partners.
Here is list of services that DCI offers for Global Strategy & Organizational Development:

   i. Creation of “Going Global” Business Plan (regionally divided - Europe, Asia, and Latin America) – it       includes a detailed report on the following:
        a. Market Intelligence (Research and Analysis)
        b. Competitive Analysis
        c. Barriers to Entry versus Competitive Advantages
        d. Strategy Development & Policy Implementation
   i. Target Markets
   ii. Timing
   iii. Sales and Channel Options
   iv. Revenue Objectives
   v. Pricing, payments discounts
   vi. Ordering, Shipping and returns
        e. Global Technical Support Needs (Internal & External Preparation)
   i. Product Globalization/Localization Issues
   ii. Global Integration Issues
        f. Marketing and Sales Structure & Support
   i. Internal versus External Marketing
   ii. Direct versus Indirect Sales
   iii. Global Channel Partners & VARs versus Direct Office Options
        g. Summary of Challenges versus Benefits
        h. ROI Summary (Estimated Budget and Forecasts)

Fees: One time fee/per report
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4    Global Tactics & Promotions Development

Global marketing tactics and promotions can range from TV advertising to events to direct mail. There are so many options available and so many decisions to be made that, quite often, the overall global promotional mix, as a whole, is poorly designed. DCI can assist you on creating multi-lingual marketing collateral, such as brochures, direct mail pieces, demonstration, and presentation materials. DCI will also help you make the tradeoffs between a bigger booth at a local international tradeshow and a national country-specific advertising campaign. The result? Global promotional plans, which are logically and analytically optimized and aligned to your international goals, and your budget.
Here is list of services that DCI offers for Global Tactics & Promotional Development in Spain, Portugal, and Latin America:

   i. Development Advertisement & Promotional Campaigns
        a. Multi-Lingual Advertisement Pieces
        b. Multi-Lingual Direct Mail Pieces
   ii. Development of Corporate & Product Literature in Multiple Languages
        a. Multi-Lingual Brochures and Technical Papers
        b. Multi-lingual Demonstration and Presentation Materials
        c. Multi-lingual Web Site
   iii. Setup and Execution of International Tradeshows & Industry Events
   iv. Setup of International Product Reviews, Demonstrations, and Interviews

Fees: Promotional Fee or Per Event Fee
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5    Process Development / Education & Training

As organizations grow internationally, processes also help them grow in a logical, scalable manner. Yet few sales and marketing processes exist and most new employees learn on-the-job. That means it can take months before a new hire becomes an educated, valuable member of the team. We can help you design and document the right country-specific processes, and then develop global learning programs for new employees. The result? Your new international team can grow rapidly and each team member can make a faster contribution to the goal of winning.
As you will see, DCI has a powerful approach for designing, implementing, and managing winning international sales and marketing plans. That approach can help your entire team understand how to – logically and analytically – make the best international sales and marketing decisions.
To help make your team and your global sales and marketing channels as efficient and effective as possible, we provide training and seminars – typically one- to three-days – that include a range of lectures and workshops customized to your needs. The result? An excited, motivated, and cohesive global team that will help you succeed.
Here is list of services that DCI offers for Process Development and Education & Training

   i. Global Processes & Procedures Manual
        a. Detailed Report outlining current state of affairs, what has been done, direction global             business plans are heading. Including a VAR Summary, Marketing Plans, Budgets, Forecasts,             and Key Contacts.
   ii. Global Sales and Marketing Channel Seminars & Training Events
        a. Lectures, Workshops

Fees: One time Fee (negotiable) for Global Processes & Procedures Manual 1000 Euros/day for Seminars and Training Events

Contact Us & Schedule An Appointment

If you wish to discuss with us further any part or combination of our services and fees, please feel free to contact us directly. Should you wish to schedule an appointment, please complete the attached client information form and send it in an email to info@deiaconsulting.com.
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USA Headquarters
2121 Laguna Street, Suite #5
San Francisco, CA 94115 USA
Phone: +1.415.260.2500
Fax: +1.415.358.5790

Web & Email Contacts
Web: www.deiaconsulting.com
General Information: info@deiaconsulting.com
Sales Information: sales@deiaconsulting.com
Support Information: support@deiaconsulting.com
“Your Strategic Partner Across the Globe”