From Local to Global: Scaling Your Sales Strategy for High-Value Projects

In today's digital economy, exporting high-value IT services can significantly boost a company's growth and global presence. This sector has become especially lucrative due to rising spend on generative AI and economic growth in Asia Pacific. However, selling these complex services across borders requires a specialized approach.

The landscape of international IT service sales is dynamic and competitive. According to Mordor Intelligence, the global IT services market is projected to reach $1.8 Trillion by 2029[1].

Scaling a company to international markets requires a holistic strategy, especially in high-value segments. As the ticket size is larger, the sales cycle is longer and requires commitment. It is important to narrow down markets with the highest potential for large IT service contracts by looking at digital adoption and IT spending forecasts.

Devising a Sales strategy for this transition requires investments in human capital and developing a capacity to meet the needs of high-value accounts. The approach for each company can differ to some degree but will involve the same steps majorly.

Implementing a Targeted Approach

Once the target markets are narrowed down, the company can focus on specific high-potential accounts. A useful strategy is to execute an International Account Based Marketing (IABM) to align its sales and marketing efforts on the high-potential accounts in the target markets. This will allow the company to benefit from the segments that are attracting the highest IT spending with promising future growth prospects.

Building a Global Network

Given the complexities of cross-border IT service delivery, building a network of contacts within each target organization and the broader tech ecosystem of the export market is crucial. Companies set up local sales offices closer to their target markets to have a better understanding of the local IT ecosystem and build relationships with target companies. Develop relationships with potential clients and local tech partners, industry associations, and government agencies that can provide valuable market insights and support.

Shifting to Value-Based Selling

High-value IT service exports demand a shift from feature-based selling to value-based selling that considers technological maturity and digital transformation goals. Develop a comprehensive Total Value of Ownership (TVO) model that accounts for factors like data sovereignty, integration with local systems, and long-term scalability in the target market.

Equipping Your Sales Team

Equip your international sales team with specialized tools and resources to effectively manage complex, high-value IT service deals. Implement a globally accessible CRM system that can handle multi-currency transactions and country-specific data protection requirements.

Positioning as Global Technology Experts

For high-value IT service exports, position your team as global technology experts rather than just service providers. Invest in ongoing training to develop your team's expertise in international data protection laws, cloud computing regulations, and industry-specific IT challenges in target markets.

Conducting Thorough Discovery

Thorough discovery is crucial for understanding the full scope and potential of high-value IT service export opportunities. Implement a structured discovery framework that goes beyond immediate IT requirements to uncover long-term digital strategy, local technology partnerships, and potential regulatory hurdles.

Scaling your sales strategy for high-value IT service exports requires a comprehensive and tailored approach. As the global IT services market continues to expand, companies that can adapt their sales strategies to address high-value, cross-border opportunities will be well-positioned to capture significant growth and establish themselves as leaders in the international technology landscape. The key lies in balancing global expertise with local insights, and in continuously refining your approach based on market feedback and evolving technology trends.

[1] IT Services Market Size (2024 - 2029)

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