Episode 28: Tech Market Entry in Japan with John Kirch

In this episode of the Scaling Japan Podcast, we are joined by John Kirch. He is the Head of beqom Japan, a total compensation management software solution focused on managing compensation and performance for HR, finance, & sales. With over 30 years of experience working in Asia's IT industry, John will be introducing the market entry process of tech companies into Japan. He explains key tips on how to market technology solutions and how to gain new clients. 
Links from Guest Appearance
If you would like to explore possible opportunities to realize your organization's total compensation and performance strategies for improving engagement, retention, efficiency, performance and profits in a clear, controlled manner, please feel free to directly contact John Kirch at: john.kirch@beqom.com.
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beqom

Links to Additional Resources
Scaling Japan Market Entry series
Episode 19: Japanese Startup Cities with Akiko Nakagawa from Fukuoka GSC
Show Notes
(1:18) John Kirch's self introduction
(5:30) Market entry differences of SaaS companies vs physical products
(8:47) How to get Japanese companies to consider foreign solutions
(12:50) Examples of awards and endorsements in Japan
(19:31) Initiatives to market your technology
(21:26) Study trips explained
(23:00) Recommended PR channels
(27:06) Buying decision process
(31:39)  Procurement departments of Japanese companies
(33:18) Factors that play major roles in the buying decision process
(37:11) How to get your first enterprise customer in Japan
(40:03) Potential deal breakers that foreigners may not be aware of
(44:36) How to reach the decision maker
(48:37) Tips for onboarding Japanese clients
(52:10) What is needed for succesful customer service

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