Episode 36: Using Channel Partners in Japan with John Kirch

In this episode of the Scaling Japan Podcast, we are excited to welcome back John Kirch. He is the Head of beqom Japan, a total compensation management software solution focused on managing compensation and performance for HR, finance and sales, and has over 30 years of experience. Following the same theme of market entry from his previous episode, today John will be explaining how to enter the Japan market using channel partners. He delves into the full process, from how to find the right channel partner to how to succcesfully manage them.
Links from Guest Appearance
LinkedIn
beqom
Link to Additional Resource
Episode 28: Tech Market Entry in Japan with John Kirch
Show Notes
(1:27) John Kirch's self introduction
(5:51) Channel partners explained
(9:09) Why people use channel partners
(12:30) Differences between reseller vs distributor
(14:01) How much should you pay channel partners
(16:20) What happens if annual targets aren't met
(17:29) Consultancy firms
(18:59) How to find a channel partner
(23:29) How to evaluate a channel partner
(30:15) How to succesfully onboard a channel partner
(36:18) How to manage a channel partner
(43:37) How to get validation in Japan
(45:51) Payment cycle explained
(46:42) When to get a channel partner
Reachext
Reachext is a fast growing recruitment firm in Japan. They work with both employers and candidates, allowing companies to hire skilled professional and candidates to achieve their dream careers.
EJable
Looking for bilingual jobs in Japan or Japanese speaking positions worldwide? EJable is a job board full of in-depth information and useful resources to help you find great opportunities.

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