| SNAPSHOT™ GAINS POPULARITY AS WAY TO ASSESS CHINA MARKET OPPORTUNITY |
| Friday, 05 January 2007 14:52 |
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5th January, 2005 - Intralink China is seeing increased uptake of its Market Snapshot™ service, a cost-effective way for companies to “test the waters” before embarking on a more in-depth study or business development initiative in the Chinese market. As the name implies, the service aims to give the client a ‘snapshot’ of the market, including the dynamics, the key players, the opportunities and the challenges. Conducted over a period of 4~6 weeks, the Snapshot™ provides the client with a broad and representative overview of the market by identifying and engaging companies drawn from all levels of the value chain – customers, suppliers, distributors, competitors, regulators and others. The initiative concludes with a one-week visit by the client to China to meet with the target organisations. Wicom Communications is a Helsinki-based software company that develops IP contact center solutions. The company gave the go-ahead for a Snapshot™ initiative in late September and visited China in early November. According to Ali Shirnia, Senior VP of Sales at Wicom Communications, “Intralink spent a month researching the market and came up with a week of quality appointments. This was our first visit to China, but we’ve come away with a good understanding of the players and the opportunity for Wicom. We understand where we need to be in terms of capabilities, IP protection and local support, and we can now move to the next step with the support and confidence of our board and investors.” Green Solutions supplies eco-friendly food packaging to the UK supermarket chains. With demand for its products exploding, the company decided to look outside its UK supply base – to China. Intralink identified and pre-qualified Chinese manufacturers of food packaging using eco-friendly materials, such as biodegradable and recycled plastics, and organised a one-week Snapshot™ visit to China in late November. Jeremy Allman, CEO of Green Solutions, said, “We met with ten companies when we were in China and have come away with four excellent potential supply partners. In just four weeks, we have gone from knowing no one to being in a position to appoint suppliers.” Shozu Limited has developed a patented data replication technology that makes it faster and easier to upload and download internet content, such as video, photos and music files, to and from mobile phones. The Cambridge-based company is gaining traction in its home market and decided to turn its attention to China, the world’s largest mobile phone market. Dean Wood, VP of Sales at Shozu, said, “We didn’t know the market and weren’t sure if it would be right for us. But we couldn’t ignore it, and Intralink’s Snapshot™ service offered us the ideal opportunity to meet with the key players and to ask the tough questions before we committed to a market strategy. We are now ready to do that.” James Lawson, CEO of Intralink, said, “In recent months, we have seen increased uptake in our Snapshot™ offering. There is pressure on many CEOs to ‘go to China’, and the Snapshot™ makes it easy for them to get an overview of the opportunity and to validate existing views. It is a quick and low-risk way to dip your toe in the water, and to understand the opportunities and risks before committing further resource.” About Intralink: Established in 1990, Intralink has a proven record of achieving accelerated market access and revenue traction for venture-backed technology companies in the mobile and wireless communications, consumer electronics, enterprise solutions and other sectors. With offices in the UK, Tokyo, Shanghai and Shenzhen, Intralink works for US and European companies seeking success in the strategically-important Chinese and Japanese markets. |
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