When companies look to enter an Initial Public Offering (IPO), revenue targets are of course crucial for potential investors. An area that can be especially challenging can be requirements to generate a certain percentage of revenue outside of local markets. This is considered to demonstrate long term growth potential and validate a successful IPO. For example, many private equity or venture capitalists require at least 30% of revenue to be generated in EMEA before considering investment.
When faced with the challenge of expanding pipeline generation in international markets, companies often struggle to grow as quickly and efficiently as needed.
Launching into new international markets can be a costly mistake if not done correctly. Expansion comes with a high possibility of brand damage if you launch without the right data, sales structure, and customer focus in place.
Common challenges faced by pre-IPO companies include:
Lack of efficient sales structure to enable growth
International expansion requires a stable sales structure to facilitate growth. This calls for an experienced sales team, reliable and extensive data, and HR resources to support a large, international team. Training will be required to ensure a consistent customer experience and to absorb local feedback. Many companies will struggle to scale all these resources in an efficient manner.
Shortage of resources to localize outreach and offering
When expanding into global markets, it is hugely beneficial to have a localized outreach strategy. This requires multi-lingual resources and BDRs who are familiar with their target markets. It is a huge investment to onboard and ramp the necessary BDR resources to facilitate effective international outreach. Companies often face challenges with legal and regulatory compliance in new, unfamiliar markets which can create reputational and financial risks.
Limited experience handling larger enterprise accounts
Growing pipeline and revenue generation will often require working with large enterprise accounts. However, these companies will often have a complicated organization structure and procurement processes. Smaller companies who are only beginning to grow internationally may not have the resources in-house or procedures in place to support such large accounts. As well as excellent cross-market coordination between BDRs working in different regions on the same accounts, there is also a requirement for company and contact information, as well as market insights to support their initial outreach
Taking these challenges into consideration, companies must consider whether it is feasible to grow their internal resources, or if they should partner with an agency with an established presence in their target market.
How outsourcing your sales team can help you IPO
Global B2B sales and marketing agency BNZSA can help streamline pipeline generation from day one. Our Virtual Teams have helped our clients to scale up rapidly and meet the targets required for a successful IPO. Virtual Teams can help address the following needs:
Speed and Scalability
Virtual Teams give you access to all the resources you require, at the moment that you need them. At BNZSA we have BDRs speaking 26 languages from 48 countries, meaning that you can reach EMEA, APAC and the Americas from Day 1, with the cultural awareness you need to adapt your outreach strategy to local markets. Working with an outsourced sales team allows you to scale BDR outreach and adjust and rotate resources as you require. This means you only pay for what you need without the need to invest in internal recruitment, training or employee holidays.
A consistent and customer-obsessed experience will be essential to your brand’s reputation in new markets. Our Virtual Teams receive rigorous training and are subject to quality control for every single lead generated in any market. We invest heavily in our training programmes to ensure deep understanding of technical products – Intel’s Marc Beckers develops our IT training courses, supported by Head of Learning & Development Alvaro Aldana who brings experience in scaling consistently from Starbucks. This emphasis on quality at every stage means that our Warm HandoverTM process, which is unique to the market, boasts a 70% conversion rate.
Experience with large enterprises
BNZSA’s Virtual Team of BDRs are experienced in tackling global enterprises and building relationships across departments and regions to secure revenue. They are supported by industry-leading data team who help map out the global decision-making matrix and enrich with contact information. Our Decision Science practice provides actionable insights about their prospective customers and to anticipate when customers have a need for a certain product or service. Using these insights, digital campaigns can warm and engage stakeholders around an enterprise, leaving the BDRs available to focus on the key decision makers.
Preparing for IPO can be a nerve-wracking moment for leadership team, and it’s tempting to hold all revenue-generating activities close to home. However, choosing the right strategic partner to help you meet your goals can relieve some of the risks and pressures, enabling you to focus on areas such as product that will ensure your ongoing success post-IPO.