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Hi
everyone, At the
CSI Summit one of the biggest issues identified with exporting software to the
US was the difficulty in finding and establishing the right distribution and
reseller channels, setting up offices and establishing a foot in the
market. Some of
you may remember Annette Dow, President of Binary Research International (BRI) who visited New Zealand this time
last year to share their experience of establishing a US distribution operation
to export Ghost software to the US. She is
back in the country (Auckland primarily) for the next 3 weeks and is happy to
talk with any of you who may be in the process of looking for a channel partner
and/or are considering establishing a US office. Annette
and her husband Geoff Macintosh are Kiwis who set up BRI eight years ago and
coordinated much of the successful marketing, leading to the eventual
multi-million dollar sales, of Ghost and Mail Marshall in the US.
To
contact Annette just email your details to [EMAIL PROTECTED]
and she�ll call you back. See below for more information about BRI
(www.binaryresearch.net). Cheers, Shelley Binary Research
International
BRI
began as a wholly owned subsidiary of Binary Research Ltd. of Auckland, New
Zealand: the company that developed Ghost� software. Working closely with developer, Murray
Haszard, New Zealanders Annette Dow and Geoff McIntosh established the US
subsidiary to cater for the marketing �deficits� in the US Sub-Distributor�s
operation. Within
two months of incorporation, BRI took over the co-ordination of Ghost�s
worldwide marketing: BRI wrote the manuals, designed the packaging, undertook
Distribution and Sales and provided the Tech Support. Their
activity contributed to the hugely successful marketing campaigns,
trade shows, high profile product reviews and a significant sales increase from
$US5,000 per month to $US2,000,000 per month over a nine month period.
They also attracted the notice of large software industry players � including
Symantec, who purchased Ghost in 1998. Today BRI is a successful and privately owned business that, amongst its services, provides software developers with the information, resources, structure and guidance needed to take their product to the US market.
Shelley Grell
Communicate IT Ltd Tel: 03 381 6656 Mobile: 021 747 355 (021 SGRELL) www.communicateit.co.nz International PR and marketing
for
technology innovators and exporters |
