The Secret Weapon Behind Successful Global Expansion:
After 9 years in Asia and countless conversations with tech leaders, I’ve noticed something fascinating: nearly all businesses ( especially IT and manufacturing) chasing global growth, but they often looking in the wrong places. Let me share a story that changed how I think about international business development forever.
The Reality Check
During my work in consulting for IT companies, I noticed something shocking: less than 10% of Asian IT service providers have a proper Customer Success Management strategy. But here’s the real kicker – those who do are seeing conversion rates around 90% on new opportunities. This isn’t just data; these are real stories I’ve witnessed firsthand.
In the cutthroat world of global IT expansion, most Asian technology companies are overlooking their most powerful asset for international growth. TOgether with my team at EVIT Organization, we’ve discovered that the difference between successful global market penetration and costly failure often comes down to one critically underutilized role: the Customer Success Manager (CSM).
Why Traditional Account Managemetn Fails in Global Markets
The conventional approach to IT business development – relying solely on account managers to drive growth – is fundamentally flawed when scaling internationally. Here’s why:
- Account managers are overwhelmed with operational tasks
- Cultural nuances in relationship building are overlooked
- Strategic business opportunities are missed in favor of tactical sales
- Customer insights that could drive expansion are lost in the daily grind
The CSM Framework: Transforming Customer Success Manager position into main source of revenue
Through our consulting for other companies, we’ve developed a revolutionary approach to Customer Success Management that transforms it from a support function into a strategic driver of global expansion. This framework, proven through our IT market research consulting, delivers an astonishing 90% conversion rate on new opportunities.
The Strategic CSM Deployment Model
- Early Integration
- CSM involvement begins at the first high-stakeholder meeting
- Strategic relationship building starts before deal closure
- Cultural alignment is established from day one
- Systematic Intelligence Gathering
- Monthly/quarterly strategic surveys
- Deep stakeholder relationship mapping
- Business challenge identification and solution matching
- Strategic Solution Development
- Cross-functional collaboration with technical teams
- ROI-focused solution design
- Proactive business improvement proposals
The Real Secret: It’s Not About Selling More to new clients!
Here is real game changer:
- Build Real Relationships First
- Get to know your clients as people
- Understand their personal motivations
- Learn about their families, interests, challenges
- Listen More Than You Talk
- Regular surveys that focus on understanding, not selling
- Open-ended conversations about business challenges
- Genuine curiosity about their industry and goals
- Solve Problems They Haven’t Even Mentioned
- Use insights to develop targeted solutions
- Present ideas as helpful suggestions, not sales pitches
- Focus on long-term success, not quick wins
The Revolution in IT Business Expansion Consulting
The future of global business isn’t just about selling more to new clients – it’s about creating strategic partnerships that transcend traditional business boundaries. Through EVIT’s market entry strategies we got chance to try it multiple times and it always work, Customer Success Management is the key to unlocking sustainable business growth.
Looking Forward: The Future of IT Business Expansion
After years of working in IT business expansion consulting, I’ve learned that success in global markets isn’t about having the best sales strategy – it’s about having the best understanding of your customers. At my organization EVIT, we’ve seen this transform companies from local players to global forces.
The future of global tech expansion isn’t in aggressive sales tactics or sophisticated marketing strategies. It’s in building genuine, value driven approach and customer success manager is one of bast ways.
What are your thoughts on this approach? Have you ever tried it?
This post is based on real experiences helping Asian tech companies expand globally through EVIT’s consulting practice.