Making Connections
Delivering Results
Accelerating market access for leading SaaS companies
Talk to UsJapan is the third-largest economy with a stable consumer base and tech-savvy population. Despite embracing emerging technologies and predicted SaaS revenue CAGR of 15%, there are hard truths to acknowledge:
Japan is not easy.
If it were, you would not likely be reading this right now (thank you). Some of the biggest companies in the world have failed in Japan; Vodafone, Tesco, Nokia, and Carrefour to name a few. Many others privately endure years of frustration and costly investments for meager returns. What works elsewhere doesn’t apply; you need a different mindset.
ROI Planning is challenging.
While you can easily have a pin on a map, building a solid foundation for growth in Japan can take time. Many foreign companies have battle scars, and the lack of a realistic and confident plan tends to make Japan “too difficult right now” year after year. You need a stepwise approach that balances short-term requirements with long-term potential.
Passive tactics just don’t scale.
Passive access through things like convenient connections, random leads, and region-wide deals are just checking a box. In exchange for deep discounts, SaaS companies receive “free money” and call it a day; this, however, is not what success looks like. You need to be active and avoid common tactics that aren’t based on a clear path to success.
Costly Tactics to avoid in Japan Entry
Invest in HQ staff
PROs: Reliable representation, deep product knowledge in territory, and a wealth of information conveyed back to HQ
CONs: Cost, ‘lift & move’ strategy failures, and missteps from staff lacking the nuances of culture and business environment
Invest in local staff
PROs: Reliable local cultural knowledge, visible presence in territory, and potential best of both worlds: global and local
CONs: Cost (US$500K+ for 2 staff with expenses annually), staff retention, and communication / motivation challenges
Invest in a Program
PROs: Access to connections at incubators, trade shows, match-making events, and government programs; feel busy
CONs: Time wasted on formulaic activities that define success as the number of connections made, not new revenue
Invest in the Big Four
PROs: Access to big brands with a wealth of Japan expertise and market entry reference points; feel safe and confident
CONs: Consultancies create professional dependencies, aren’t responsible for results, and stop short of doing the work
Our proven path is alignment with the right strategic partner – one that is both Motivated and Meaningful. Learn more about how we strip away the excess and accelerate long-term revenue growth in Japan.
JAPAN PARTNERSHIPS