Co-founder of PACTA.io Passionate about product and Go To Market Strategies on an international scale. Contract negotiations expert
When working with distributors there are a number of things one has to think about. Margins, reach, territory, products and exclusivity are all things that need to be taken into careful consideration. As BDM for JOBY inc. I was responsible for developing Go-To-Market-Strategies for 11 new products in Northern-, Southern Europe, Middle East, Africa, Australia and New Zealand. Choosing the right distributors and making clear delimitation's between them led to a 470% increase in sales in less than 3 years.
Negotiations are part skill and part planning. Knowing how to plan a negotiation and when to use specific tactics is key. Working at Procter & Gamble I negotiated multi-million dollar contracts, often in adversarial single source situations.