How To Prepare For Your First Meeting with a Partner in a New Country

More likely than not, expanding your SaaS business internationally will involve forming partnerships with channel and other type of partners in new countries. Here are some key points to consider when preparing for your first meeting with a partner in a new country.

Articulate Your Unique Value Well

Be ready to articulate why your product is outstanding and unique. Explain why companies in other countries should be interested in buying it and why the partner should assist you in selling it. This requires a clear understanding of your product's value proposition and its relevance to the target market.

Show an Understanding of the Local Market

This one is a bit tricky because you might be engaging with a partner very much to develop a better understanding of the new market. However, if you can show a level of an understanding of the new market you’re more likely to be taken seriously by a partner operating there. Especially if you can link it to your unique value mentioned above.

Discuss Use Cases

It's crucial to discuss and even brainstorm specific use cases for your software in the partner's country. This shows that you have a deep understanding of the local market and that your product can address its unique challenges and opportunities.

Partner Incentives

Discussing partner incentives is a no-brainer. You should be able to easily and comfortably talk about the concrete incentive programs you have for the partner. Depending on your relationship and your read of the partner, this might be where you want to start the conversation.