Market Development


Enter a new market, exist a challenging market, evaluate current channel, target and develop new channel partnerships. Enhance key relationships active partners, expand your market share.

Our key objective is differentiating your business through enhancing your customer relationship. ACC understands the importance of the Customer Experience phenomenon, “Enhancing your Customer’s Experience” is a competitive advantage.

We appreciate why 85% of senior business leaders believe that just focusing on the traditional elements like, price, product and quality is no longer a sustainable competitive advantage. Comprehend why 95% of senior business leaders believe the Customer Experience is the next competitive battleground. At ACC, we believe that Customer Experience is a key differentiator, the innovative way of doing business and the clients we work with agree.

ACC has four market development services to assist you achieve the above objectives

  • Enter/Exit market
  • Channel Evaluation
  • Channel Development
  • Strategic partner introductions across Asia Pacific

In the vibrant Asia pacific market your ability to deliver, a clear product or service Differentiation, seen as “Easy to do business with” and exemplify the “Value for money” you will meet the three key decision-making criteria’s for doing business in Asia pacific. [

ACC understands the challenges that organizations meet through the various expansion from start-ups to multinationals. ACC services and methodologies will allow your customers to differentiate your organization from the competition through their experience and perception from your Whether you are a start-up company or a multinational in today’s dynamic economic environment, our methodologies will highlight the formula for your company to achieve growth in revenue and profits.

Market development

ACC has four Market development services to assist you achieve the above objectives. These are:
1.    Enter/Exit markets
2.    Channel Evaluation
3.    Channel Development
4.    Strategic partner introductions across Asia Pacific
In the vibrant Asia pacific market your ability to deliver, a clear product or service Differentiation, seen as “Easy to do business with” and exemplify the “Value for money” you will meet the three key decision-making criteria’s for doing business in Asia pacific.
ACC understands the challenges that organizations meet through the various expansion from start-ups to multinationals. ACC services and methodologies will allow your customers to differentiate your organization from the competition through their experience and perception from your Whether you are a start-up company or a multinational in today’s dynamic economic environment, our methodologies will highlight the formula for your company to achieve growth in revenue and profits.

Entry/Exit Markets:

In today’s volatile business environment, a number of factors influence successful market penetration. These include local knowledge of the target market, the operating culture, market potential, and competitive landscape. Asia Pacific is a large geographical area, each country has different market fundamentals, and this increases the cost for companies to set up operations in these regions.

A company may be successful in one market niche or in one country and may want to expand its horizons. This seemingly easy venture has many pitfalls. Credibility in one market sector does not readily translate to another. If a company has a good reputation for supplying products and services to an industry, this does not mean this reputation will automatically follow them into another country.

It is important for your customers to feel secure knowing they have an “in country” contact for your products/services. By collaborating with ACC. We will help you to establish your Asian operations through either representation or your own office with your own staff.  We can help you find or manage partnerships with distributors and resellers. Our client focused and result-orientated methodologies will ensure you organization an ROI.  ACC’s has a strong presence in the region with offices in Sydney, and an affiliated partner network in, New Zealand, China, Taiwan, Singapore, Hong Kong, India, Japan, Korea, Malaysia, The Philippines and Thailand.

Channel Evaluation

Advance Coaching & Consulting can also provide you with a channel evaluation in addition to our representation solution. Our service minimizes the risk of entering an unknown market, and provides you with appropriate distribution partners & agents in your target country. Potential partners are evaluated on the criteria basis set by our client’s. In addition, we also evaluate their financial incorporation & background, company size, existing record of accomplishment and customer references. Once the channel is formulated, Advance Coaching & Consulting works with its clients to ensure the effective implementation of a new program. Advance Coaching & Consulting also assists in the development and management of pilot programs to ensure successful rollout. In addition, should you require it, Advance Coaching & Consulting is able to assist you in the long-term management of the appointed partners by utilizing our local consultants.

Channel Health-Check

ACC takes an external perspective to ensure your current partner network can sustain market share growth for your organization. Our “Channel Health-Check” examines the following:

•    Channel structure Vs your objectives, is your channel aligned to your strategies?
•    Sales process, are you easy to do business with?
•    Insensitive and marketing programs
•    Sales Team interaction, Product knowledge Training,
•    Customer’s experience with organization, Target Markets,
•    Competitive challenges from both your existing and emerging competition, how much of your channel’s mind share do you have in relation to your competition.
•    Support and customer service
•    What is the channel’s perception of you and your product?
•    Are you fully optimizing your channel? or are you only engaging 20% of their capacity?
•    Customer’s view of your channel, are they easy to do business with?
•    The Channel’s ability to close major opportunities and give you access to key account.
•    A full report with recommendation will be provided.

Channel Development:

Organizations that uses the most effective sales channels to offer the best combination of price, delivery, quality, customer service, and innovation is most likely to sustain success. ACC is skilled in helping companies like yours optimize channels to suit resource constraints. The channel’s job is to efficiently and effectively deliver information and products or services to customers, and to deliver the proceeds to the shareholders in those products or services. Channel management involves more than just getting products or services from company to customer.
The following are some of the many warning signs when a channel has become less active:

–    Low channel loyalty
–    Low Channel Sales
–    Competition has more mind share than you
–    Communication level has decreased
–    Unsatisfied Customers

ACC can proactively optimize your channel before it is too late using our 4 R’s Optimization Solution. Re-engage, Rejuvenate, Restore and Review.

In today’s ICT competitive market, your channel is also your competitor’s channel. The question is; are you getting their mind share? ACC’s “Channel Health Check” and our 4R’s optimization methodology, allows us to present you with an analysis of your channel’s current situation and the steps you must take to ensure full optimization.

A Healthy channel has the follow attributes:
1.    Effectively integrates product, brand, channel, and service and support requirements to reach prospects and customers targeted by the company,
2.    Inspires enthusiasm and energetic tactical implementation by employees,
3.    Meets or exceeds target revenues, profit, market position and customer satisfaction goals, and
4.    Is flexible and can be modified as circumstance and market factors change.
As an external body, we can identify many hidden issues through our channel surveys and interviews. In many cases, we have maximized the relationship to new, higher levels.
As the Asia Pacific market enter into a period of rapid growth, new opportunities are developing for expanding companies. These opportunities however, bring competition. It is important for a business to configure its plans and develop an entry strategy in order to give them a competitive advantage. Organizations generally seek to diversify to develop additional revenue streams or alternatively, as a means to further develop customer relationships. Too often, decisions are made with limited understanding of local markets, additionally; roles of partners are often overlooked.
Strategic business partner introductions across Asia Pacific:
Our Director has spend over 28 years actively involved in the ICT industry throughout Asia Pacific with over 14 of those years he was based in South East Asia. His extensive network of senior executives covers Vendors, Channel partners, Enterprise customers and Government sectors. ACC will accelerate your ROI as their knowledge and network will provide you access to the best suitable partners in a short time period.
Strategic partners add value in several ways by:
•    By leveraging a strategic partner for service and technical support, the organization can ensure the timeliness and quality of every customer interaction.
•    The right partner can help technology companies sell and renew maintenance agreements that might otherwise fall through the cracks, enabling deeper understanding of these areas.
•    Up front return on investment (ROI): Technology and services with an easily measured ROI are a must. If a proven track record for results is not available, look at a different partner — this is not the time to help a fledgling provider learn your business.
•    When working with a strategic partner, quality and value will be more important than ever. Low-quality and low-price outsourcing contracts will not succeed in this economic environment.
•    Great partners can share the expertise they gain from working with multiple companies and industries.