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How to Win Versus New Global Competitors from Emerging Economies

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How to Win Versus New Global Competitors from Emerging Economies

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How to Win Versus New Global Competitors from Emerging Economies

  1. 1. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by How to Win Vs. New Global Competitors from Emerging Economies A Complimentary Webinar from Aurora WDC 12:00 Noon Eastern /// Wednesday 2 March 2016 ~ featuring ~ Amy Karam Dr. Craig Fleisher
  2. 2. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Amy Karam Amy Karam is a highly sought–after speaker, consultant, author and instructor of Stanford University Professional Development courses, as well as her own workshops. As a Consultant, she specializes in Globalization and Competitive Strategy, leveraging her extensive international expertise, particularly in Emerging Markets. With a wealth of business development and marketing experience at companies such as Cisco, Apple, Capital One, Nortel, and Alcatel–Lucent, she consults to start–ups and established corporations in formulating strategy and implementing execution plans. Based in Silicon Valley, Amy has personally engaged thousands of people with her dynamic and effective presentation style. She has advised and trained sales teams, executives and managers across North and South America, Europe, Asia and Africa. Email: info@KaramConsulting.com The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real- world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com – see you next time!
  3. 3. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by α Use the Questions pane on your GoToWebinar control panel and all questions will be answered in the second half of the hour. α You are welcome to tweet any comments on Twitter where we are monitoring the hashtag #IntelCollab or eavesdrop via http://tweetchat.com/room/IntelCollab α Slides will be available after the webinar for embedding and sharing via http://slideshare.net/IntelCollab α To view the recording and download the PPT file, please register for a trial membership at http://IntelCollab.com Questions, Commentary & Content
  4. 4. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Picture This…
  5. 5. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Challenges in Going Global… NEW CHALLENGES Global Markets New Cultures New Customers Different Competitors USUAL CHALLENGES Big Mandate No Resources Bottom-line Impact +
  6. 6. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by …Require Innovation in Approach New & Different External Factors Require Creative and Innovative Approaches in order to succeed  Focus on two aspects of CULTURE:  Geographic Culture  Organizational Culture & Structure
  7. 7. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Case Study Background Mandate Budget Revenue Expectations
  8. 8. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by ► The Impact of Geographic Culture on Revenues ► Adapting Organizational Culture & Structure ► Creating Processes to Integrate New Cultural Dimensions Insights
  9. 9. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by The Impact of Geographic Culture on Revenues  Know Your Customer & Their Needs • Is your Product a fit for Emerging Markets? • Winning is about more than just your Product  Adapt to Culture Expectations of a Customer • Longer-term Approach  Emerging Competitors • Their culture shapes the way they compete which influences your success rate.
  10. 10. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by The 5 Ps of Marketing for Emerging Markets Source: Forthcoming book, ‘Breathe a New Fire’ © 2016 Amy Karam
  11. 11. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by The 5 Ps of Marketing for Emerging Markets
  12. 12. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Adapting Organizational Culture & Structure  Introducing the 5th ‘P’: POLITICS o Influence at all levels – internally and externally.  Changing the way things are done o Motivate change internally in the Corporate Culture to accommodate the cultural differences and challenges. o Align Corporate HQ Resources with Regional Needs o Influence Senior Executives to shift fundamental mandates.  Eg. GA, Finance, Legal  How? What are CEO priorities? New revenue sources?
  13. 13. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by My Experience Addressing “Politics” for My Program - A Key Success Factor POLITICS “P” Emerging Competitor Washington, DC Corporate Government AffairsCustomers
  14. 14. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by ► Create Regional Support Teams to: o Establish breadth and depth of coverage o Capture the true local dynamics ► Value-Add of Global Program Lead o Recognize regional sub-cultures o Recruit Corporate expertise & provide visibility ► Change the Mindset and Mobilize the Troops o Training front-liners to do business differently in new markets with different cultures. Creating Processes to Integrate New Cultural Dimensions
  15. 15. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Results 1. Competitive-Threat Subsided 2. Sales Wins Increased, Escalations Declined 3. New Practices Continue Today Why? Understood Customer Expectations based on their Culture Shifted Practices to address Competitive Tactics Integrated required changes into Corporate Culture & Structure
  16. 16. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Insights ► The Impact of Geographic Culture on Revenues ► Adapting Organizational Culture & Structure ► Creating Processes to Integrate New Cultural Dimensions
  17. 17. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Thank You ! Go-Global & Good luck!! Amy Karam Amy@KaramConsulting.com
  18. 18. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by About Karam Consulting Corporate Training Courses & Workshops Include : • Global Competitive Strategy Formulation • The Power of Politics in Business • Innovation Models & Fostering Creativity • Motivation & Influence for Results • Customer Relationships & Culture • Communications Management • Silicon Valley Business Bootcamp™ • Innovating a Global Competitive Program – New Markets & New Challenges Consulting With expertise in competitive programs, Amy helps enterprises maintain strength in a changing world. Adaptable to fit your company’s culture, she strives to bridge the gap between marketing efforts and true sales needs.  Create and implement: • Global Expansion Plans • Competitive Strategies • Sales Support Programs
  19. 19. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by The Book…for more on this topic More about today’s topic is in the forthcoming book (working title) Breathe a New Fire to be published by Wiley in May. Pre-purchase a copy today http://amzn.to/1LOtE0Q Or Register for our Newsletter at http://KaramConsulting.com/#contact About the Book: Western companies are being challenged in different ways by the economic rise of China and other new entrants. They are looking for guidance on how they need to respond, survive and thrive – they want more than just an analysis of the threat. This book offers Western companies actionable business strategies and competitive tactics to succeed in their global expansion, while encountering emerging competitors like those from China. A practical framework provides a successful approach to maintaining and evolving an Innovation Advantage, particularly when targeting Emerging Markets.
  20. 20. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Thank you! Now how about a little Q&A? The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real- world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com – see you next time! Email: Amy@KaramConsulting.comAmy Karam

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