Whereas CEOs may hire local offshore assistants to help with sales and marketing, they are generally starved of resources to meet their sales and marketing responsibilities, and they are consequently unable to do so. There are two common variations on this theme: The first is to recruit friends of the owner who live in Western markets; the second is to organize sales visits to Western markets.
Successful entry into U.S. markets is difficult for outsourcing companies operating within North America. For call center and business process outsourcing (BPO) firms seeking to gain initial market entry or to expand their market share from offshore locations, it is even tougher.
The steps to market entry presented here focus on how to avoid the most common pitfalls made by information technology enabled services (ITES) companies in India and Pakistan, but are relevant to domestic companies and those from other international outsourcing destinations.
