 Hi, my name is Jolene Girvitch and I advise high-tech startups on commercialization at MTech Ventures and I manage the Chesapeake Bay Seed Capital Fund, both of which are at the University of Maryland. Thank you for joining us today. In order to develop a foreign clientele, you need to take a deep understanding of the socio-economic nuances of the market, of the competition and of the potential segments of the clientele. Do not forget that you can join the conversation by sending us your questions and your comments via the chat space, next to the video reader, or via Twitter, with the hashtag Just Tech Connect. Allow me to start by welcoming our expert panel. In the studio, there is Mike Malio, director of the program of the incubator at Butenot Lucratif, Halcyon, who is the social entrepreneurs to translate their audacious ideas into extensive and sustainable projects. Thank you, Mike. In Duplex, there is Kevin Barrow, the founder and PDG of Mark Labs, a company that develops software for impact for companies to provide a deep, regular, reliable perspective on the social impact of an organization. And there is also Ronda Schrader, general director of the Berkley-Hass Entrepreneurial Center near the University of California at Berkley. Thank you all for joining us today. We are waiting for the viewers to send us their questions. I am going to start the discussion by asking you what are the main factors that entrepreneurs should consider by providing perspective on the clientele. Mike, let's get started. Thank you. Yes, it's a very good question. I think one of the first things to consider when you develop the clientele is not to have a blow to your solution, but to have a blow to your clients. I see that there are many entrepreneurs who have very good ideas in their heads. They will say that it's great, everyone will like it, but they have not discussed with the clients, the people who support the product or service, but maybe it's a problem that you haven't identified. Yes, absolutely. I think that this is the main failure of start-ups, that is to create something that no one wants. Studying the clientele is very important to understand the client's needs. Ronda, you help start-ups worldwide. What are the strategies they have used to develop new markets? Yes, and well, to bounce back on the colleague's intervention, he is absolutely right. Indeed, when we deal with start-ups abroad, I think you have to be prepared to be surprised. That is to say, your basic hypotheses regarding the clientele's needs can be quite different. Get ready to hear unexpected answers that are not conforming to your expectations. Kevin, currently, you are looking to enlarge your start-up in new markets. What advice could you give to start-ups who want to develop abroad? Well, you have to understand the market. I work in the Middle East, in North Africa, and market studies allow you to better understand the situation and give you strategies. You have to take into account all these factors. You have to learn what the clientele's point of view is. Yes, absolutely. And at the University of Maryland, I work with a lot of high-tech start-ups who are looking to commercialize their technology and touch the first clients. And as the panelists said, the thing that I advise them to do, particularly, is to take advantage of these occasions, study the clientele, keep in mind to forget your start-ups at the beginning of the game because you have to love this conversation with this potential client to try to sell them what you produce. But you have to understand what they want, what you give them. And this is an opportunity that allows you to listen, to hear, and then you can understand what their needs are and more than what you want to give them. So don't forget to post your questions in the chat space or by Twitter, by the hashtag Just Tech Connect. Now, let's answer the questions of our online viewers. So there is a group at WINDOW, which asks us what are the advice you would give to start-ups to have a competitive price of their products on a foreign market. RONDA, you first. Well, the price-to-currency fixation is always a matter of value. What is the value that you give to the client? So you have to understand, you have to give yourself a good understanding of the value that you give and that will help you at the level of the verification. Absolutely. And with that, I would add that the value does not only concern the economics that you want to make them do, but it can be about the value of not choosing an alternative. I encourage you all to think about the value in a very broad way. The next question is the following. How can we identify customers' segments abroad? Kevin, what do you think? Yes, absolutely. Well, we start... We start a discussion to discover the clientele. You have to understand what is the purpose of the value of your platform, and then you have to think at the bottom of the client. You have to study all the leading parties in the question country. And there is the capital that the client has. And what we have discovered is that all the hypotheses are rarely exactly the same. Mike, a question for you. After you, how can our spectators contact foreign clients to have their first interview? Well, take away your network, so touch on the people you know in the application. If you know people from South Africa, maybe not the U-Dual, think of colleagues, classmates, people with whom you have already treated things that are already on this market, you can contact them to perhaps discuss with these people. But look for references to facilitate the attachment of these people on this market. Communicate an email that they could share with several people of their knowledge and then you can fix the meetings with the clientele. And maybe you have to contact a hundred people to obtain ten interviews. That's it. It's difficult to make sure that a person accepts to interview for an hour and a half, but at the end of each meeting, maybe, is it useful to ask for other references? Are there other people of your knowledge with whom I should talk? Are you willing to talk in my favor? Can I contact such people who told me that I should contact you and you know Jolene who will say, yes, yes, I know her. Yes, I believe that this is quite exact and I encourage you all not to discourage yourself if you don't get immediate answers. As Mike said, maybe you should send dozens of emails to get one answer. But this one doesn't have to say that this unique answer, this unique interview will not be quite useful. Clearly, you have to continue to advance and to establish contact with potential clients. In fact, I'm going to ask a question to Ronda and Kevin, the same question. In fact, what strategies are there? What are additional strategies that could interest our viewers to organize interviews or foreign meetings? Well, one of the strategies consists of taking part of people who are already on site to help you. For example, in the big cities of the world, there are organizations such as the Chamber of Commerce, the Commercial Organizations, the Consulate, well, these structures are very happy to help you start. But you have to facilitate the task for which they tell you, yes. So, make sure that your introduction that you send is not just a text of two or three lines and that is a pitch, a text that these people will be able to send to get their first contacts. And then it makes a lot of snow. It only makes it grow big by far. And so, it becomes easier. Yes, indeed. Kevin, do you have anything to say on the basis of your own experience? Well, I would say yes, that it is essentially that you establish trust with your potential customers in this market in which they are looking to implant you. You have to make this discovery of the customer. You have to ask good questions. You have to listen. You have to know what is the value that these customers are looking for. And I think Ronda has practically said everything. Yes, thank you. The next question of the audience is what are the strategies that you have to know about the new ecosystem? Kevin, well, you have to start with Google research, do field studies, but you have to have to see the customer in person, the eyes in the eyes, establish this trust. You have to establish yourself at the local level as soon as possible. And so you can develop relationships and learn on this basis with these customers. Ronda, do you want to add something? Yes, I think Kevin was quite right. It is very important to implement it very quickly at the local level, but there is a very useful thing is to establish a cartography, obtain all the documentation necessary, but forget all your hypotheses about key actors. But how do the information circulate? How do the data circulate? And then test your hypotheses. We teach that in all our classes. And that, for me, it is essential because all this I cannot necessarily keep in mind. Mike, you are with the incubator Hilsson. What are the strategies that you would recommend if you try to develop to know a new excuse abroad? Well, you have to know that they are super connected people who are people who have a lot of points in this network. It is here entrepreneurs, incubators, working spaces, lawyers' offices may be useful if they have a lot of contacts in the industry, for example, we work with a lot of lawyers' offices who inspire the start-ups, the investors, to see the clients. And that is very important. And these people can present you. Yes, the next question of the audience is the following. Do you recommend participating in conferences to meet potential customers? On the one hand, I have my opinion. I then will be the panelist to intervene. But we, when we have teams who do customer perspective, clearly, we advise to participate in conferences in this market because it is a hub, a central place for the industry in the region where people gather and there we get a lot of results. There, hundreds of people simply participate in a event for a single day. I who work with start-ups and I see that participating in conferences is quite beneficial. It has developed relationships. It helps you to get new clients. But let's then go to Mike. Do you recommend conferences? What is your experience? Yes, I recommend conferences. Like Kevin said, it's good to meet people in person. It's very useful. And it creates a very dense space. There are a lot of people very intelligent with whom you will interact. These molecules in a space restaurant will bounce with a lot of people. You can meet people that you have never met before. You do not know that you had to meet them. And then there is all this connectivity that will allow you to develop in this market. Yes, absolutely. Ronda, Kevin. Have you a particular experience to tell us an experience that you have during a conference? Yes, of course, I have examples of not having the time to go to a conference. But I had examined the program of the conference that in general we publish a line. So if you are not in time to personally return to place, just start with the participants online, of course. And then say, I'm sorry to have missed your exposure during such or such conference. People in reality feel flattered to know that you have taken them into account that you have wanted to listen to them. Yes, excellent. Absolutely. Kevin. Yes, of course. Going to conferences may sometimes be very expensive, especially for entrepreneurs who sometimes even do studies, live in stock, stock studies. So, but anyway, seize all the opportunities and ask questions, take contact with the organizers of the conference. I was a student, of course. To know that going to a conference would have allowed me to meet hundreds of people was not possible, unfortunately, but I took contact, unfortunately. Yes, absolutely. If going to a conference takes up a financial decision, take contact with the organizers and try to see if they could, for example, convince you, reduce the price of registration, because often the organizers of the conference are very soft. We go back to Windhoek for a question. When it comes to foreign plants, what are the factors we consider? RONDA. Well, everything brings us back to the foundation. Is the market in which you plant you have problems that you are network. For example, recently, there was a detector for the angels. Yes, we like to know what is the activity of this kind of thing. And when they wanted to plant in the United States, they felt encouraged because they noticed that parents here in the United States weren't interested in this kind of language for babies. So, as I said, be ready and be surprised. Study the market. You have to know if the problem that you have to solve really exists in the country where you think you plant. Yes, excellent example. You don't want to try to penetrate a market that doesn't need solutions that you offer. Concentrate your money and effort to discover what the market really needs. Kevin, do you have anything else to add? What are you necessarily taking into account when you decide to go and plant a new market? Yes, it is particularly important that we keep in touch and we know what the environment, the social ecosystem of a country is. For example, if you do refrigeration services, you have to know if this service is going to be useful for the housekeepers in the country where you think you plant. You have to know how you buy food in these markets. If you walk every day, it doesn't take so much time, of course, you will offer a solution if you offer refrigeration. So, you have to know better the social environment, family, the country in which you think you plant. You have to understand that there are multiple factors to take into account before you think and install. Yes, absolutely. So, it is not simply the problem that we could solve for the customer as much as possible. You also have to know what are the factors that have an influence on the situation. Are there elements that would prevent your start-up from being successful on a market? Is that something you need to know? Yes, let's talk about the supply chain, the capacity to export the products from taxes to take into account whether you are paying or not. You have to know and then there is also a difference, the delivery is important. If you want to plant a country that has a delivery of 12 hours to have interviews at midnight, for example, if you are the only founder of a very difficult zone of life very different the first time from the beginning. So think rather about the problems at home before thinking about planting in a very distant country. You have to know what is the market towards which you want to enlarge you. Very important about the hardware the market is not so huge so you should think about a region graphically closer to start let's say and especially start daily transactions. Next question what are the elements management and trade that are taking into account expansion to foreign Kevin Well, you have to understand the regulatory framework in the country where you think and you implement it you have to of course know that they are trying to finance that exists in what way they are regulated the regulatory framework that can have a deep influence on the way you are managing your enterprise is there a strategy that you suggest to our viewers when you are attacking a problem Yes research research deep and from the beginning and I advise that you consult professionals in the country where you want to install it is particularly important to have precise and correct information do not forget that it is essential to respect the legislation the regulation of the country where you think and you implement what is wrong you may be subjected to extremely expensive amounts so contact with professionals Ronda have you added any legal elements that have an influence on your approach Kevin indeed comes to say that it is absolutely voluntary by professional experts something else I would recommend and follow the political information for example knowing what is happening in the country in question will it allow an effort or not understand what is going on and also have contact on the field beautiful Mike we are here in Washington close to legislative bodies so is there a particular strategy a recommendation that you present to our spectators when it comes to the legislative aspect I would say Yes talk to those who preceded you on these markets it does not necessarily be in the same market segment it should not be an immediate competitor but see what they have done how they have been able to react to the situation ask them questions ask them what you have to wait what you have to plan what are the mountains that you will have to dedicate to your presentation have information on how to start your company in a new country Yes quite contact with those who have done all this before you and it is an extremely pressing tool for those of us who came to join you look at the questions you can therefore present your questions on the chat space next to the video on twitter using the hashtag just act connect another question what are the mistakes the most common that you do when you try to enlarge your abroad Mike Yes I myself have made this kind of mistakes without any doubt when I wanted an expansion much too fast abroad before meeting the capital and the working team who was going to be able to help you when it comes to work money different different you have to know the market because they can be totally different from what you think what is the amount that a customer will have at foot for your product do you think that it is worth 20 dollars or 100 dollars ask their question to know what they spent the previous month to solve the problem so do not do not do not listen to what you say yes it's perfect 300 dollars it's beautiful whereas in reality people they paid three times more yes of course a way effective to ask questions to customers it's exactly what Mike has just said ask them the question of knowing what they spent to solve the problems they face how much it will give you a much more realistic idea of the threshold of price that you can ask to your possible customers what are the mistakes that start-ups when they are looking to implement foreign in the new market well too often they are not willing to change once the situation changes and besides I think myself in a past not too long we offered a solution and this solution worked well gave results and so we wanted to continue on this same path but it's not the best way to do things you have to be willing to change while circumstances and context change yes excellent situations are in constant mutation if you succeed as a start-up you should adapt to these changes Kevin is there something to add? No these two responses were excellent you have to also think about all the value that you can offer a partnership in the new country it gives you an access you can do it through an acquisition for example or from a price participation well let's go back to the questions of our online participants how do you focus your resources when you enter a new market while you always have an operation in the current market yes it can be difficult indeed that means you have to decide your priorities see what is urgent and in relation to what is important see the new strategies think that you should perhaps not do in the next 24 hours if a command has been damaged you would have to find it in a trading system it can be more important than a huge expansion in your new market block time on your calendar for example think for 4 hours Tuesday I will enter such a market or such a market segment try to define your priorities don't try to jump from one to the other sometimes in different views in different languages deep down it is your experience on a market for a few hours and then move on to the next segment Ronda do you have an experience in the matter in your previous life when you were an entrepreneur how to focus your resources to enter a new market yes what we just said everything is correct you have to quickly see clearly what is the size of the market on which you enter you can have hypotheses about the size of the market but if the market is inferior what you think you have to quickly understand to be able to better prioritize your priorities Kevin have you known other experiences was there other strategies in the framework of an expansion abroad to protect your existing trade fund yes exactly an extension abroad is a huge decision for an entrepreneur it needs time resources and it's much more difficult and it's much more expensive than before then it is very important to manage this problem as soon as possible so that everyone adheres indeed you have said something relevant you have to your team adheres because these people who will be on the field to do the work and if you do not have a total support if the team does not think that it is a good strategy in this case indeed it will be a lot of work for them it will be very difficult an online specter asks us if a potential a potential client asks me questions about my product and is there the mandatory export that allows export Kevin yes you should not forget this problem it's it's a mandatory prerequisite before export but you have to do all this research in relation to intellectual property if it is protected or not you have to understand what are the rights of intellectual property in the question and if you do not have all the property titles there you have to get legal advice to understand the functioning of the law in this country to allow an eventual export you have to ask for help and you also have to sign contracts which clearly explain what are the operating modes operating on this new market and this could take place on a detention of the company and thus you can give a new partner indeed Randa do you have anecdotes or experiences regarding the protection of intellectual property in the context of an external expansion? Not in my case but as Kevin said you have to have a course expressed on all the topics in question so I advise you to look again and always what Kevin just said yes Kevin it was very useful what you said I see that Mike has an anecdote regarding the property of the foreign one of the companies that I stopped had a problem because it was a super copy it was a protein product based on coconut oil with coffee they were looking to implement in the United States but there was also a mariorano company that wanted the same name in Canada who also produced in Europe they worked with the lawyers and they changed names they called this coffee KITU they did a research by the way in all the markets they would look to implement with time they could do it because there would be no concern about the brand and there is also the letter K it looks like coca-cola and that it worked very well at the global level so we are ready to be abroad to have the brand name the logo and of course the KITU it looks like the KITU that many people know it sounds known but it is not in contradiction with famous brands as you are looking to establish abroad yes indeed and you have to think about the name of the company and about the name of your brand not only are there patents that are important to protect the technology but you have to avoid to communicate the bad message about the name of the company and you have to do this possibly different interpretations of the name of your product of your brand abroad and you have to do this there is a question that comes to us from WINDOW KonamiB the following what is the efficiency and the precision of online market studies for a potential market RONDA well I think it is a good starting point because but there is nothing that replaces the discovery of the client you have to talk to people who might have a problem that you are looking for to solve you have to understand everything in their eyes simply we can't get it simply by doing online research maybe do you have ideas about the market but nothing replaces the discovery of the client thank you RONDA Kevin what is your own experience in terms of online research has it been useful it is effective but you have to understand that the expression of questions the reality is that as soon as an online market study is published it becomes immediately beyond obsolete because the market is a constant evolutionary change everything becomes obsolete very quickly it can help you to understand certain things but you don't go deeper in terms of the market in question thank you very much Mike did you experience positive or negative online market studies yes I agree with RONDA yes it is a starting point it represents the first 20% of the work to understand does it even worth to discuss with the people of this market or should I address elsewhere if the market is sufficiently dimension then discuss with people potential keys on the ground who are there people who can confirm your hypothesis in fact a number of initial activities are on a hypothesis do the hypothesis and then analyze the data examine your notes discuss with the colleagues to see if indeed it makes sense that's what we said to try to paraphrase to repeat the things you during the interview and this can help you to obtain the question that you ask yes these are very relevant answers to summarize online market studies are a good starting point but in fact nothing compares to being in person on the market and to discuss head to head with the potential client thank you a question comes from Kurdistan and she is the next how can an entrepreneur identify and connect with potential in a foreign market Mike you and I believe Angeliste the potential investors who are on this market who invest in this market in the industry and you have to talk with other entrepreneurs who have investments and relationships then asked to be presented next to an investor most of the investors do not answer necessarily to the email sent spontaneously so you have to discuss with people who treat the presentation this is much more effective for that people will be ready to discuss with the telephone and when you do the pitch when you meet the investor you tell them we are ready to see you in your country we know that you are the best in our industry so that you are performing we think that we associate with you thanks to your network thanks to your distribution thanks to the client whose profit and other investor-client and that may be very valuable I also think that if you go near an investor and if you say that an investment of 250,000 hours we get this and if we can launch on Kenya with 250,000 dollars and it gives something tangible that we can buy and this money will have a real impact on the growth of the company yes, indeed no Ronda, did you have something to add? Well, I think very often yes, these are very good questions but I also have to think about the incubators and the lighters to see who these working structures are and these people can give contacts at a local level and once again it brings us to the bottom of the dead all the investors you are going to talk you have to know what their strategic goal is what the amount of money to be written there is a question that is often forgotten if someone is practically at the end of the life cycle of a fund well, you have to understand what the amount of money is left if we can get information on this subject and the dialogue will be completely different if someone is at the very beginning of the life cycle of a fund for example they have the big money available so you have to understand what are these dynamics when you are going to discuss with these potential clients for you when you try to contact with investors abroad I would say that you have to start with your home to see if we can develop investors in the country and other investors on the network I will identify national companies in your country of origin who may have operations in the target country maybe in the product would be complementary and there you may have access to capital and finally I would suggest that if you are in the space of social impact maybe it is the need to think about the fund these are the patronages of the MECENA which are very useful in the countries and sometimes it is easier to have access to these structures than capital risk and if you do something that provides a social benefit generally this MECENA has a lot more chance of success and I would also add the following most investors in the United States have a very strong presence on Twitter and Twitter can be a very useful tool to contact investors to know what their state of reflection is about the market what are the passions and to contact you with other companies that are financed by investors there is Twitter social networks all this can be a useful tool to contact people and develop relationships there is a question that comes to us from Tunisia what are useful strategies to identify partners and key distributors in foreign markets what RONDA what do you think and I I think in this case you have to go back to Google and do online research to understand what how and where yes exactly so sorry we will use the discovery of the client in person to know the needs of the client but when we try to identify people we contact we use Google and internet Mike what do you think yes I would like to discuss with people in your country of origin who import products from this market and with who treat you if you sell drinks there are other drinks who are distributed who are the biggest distributors of drinks and then you do some research there who are the managers who are the accountants do you have other contacts go to sensitize people especially if you prepare a journey towards this market that is a very good way to warn listen I will be in town at home for a few days I would like to meet you I will be there Monday on Wednesday then we will go elsewhere I think there is an excellent opportunity to flatten the ego I know that you are huge you would be great for our company we would like to associate with you you will be able to fix this meeting to check whether your product is at the end with their distribution system and their buyers if they have a network of 1000 pharmacies and if you are in health products but if they have a network of 1000 pharmacies and if you sell sports clothes maybe it does not work it is necessary to check whether in alignment with the distribution channel that you are looking for for your markets yes indeed it is important to do this and it may be useful when you have identified the people you want to contact to prepare a journey to this country or at least contact these people tell them that I will be in your city for three days we would like to talk to you it will be very useful because so people will react to you because it flatten the ego if they know that there is a limit there is a question that comes and we are asked at what stage of a startup is it necessary to face an expansion abroad Kevin what do you think? Well the answer is only when it is appropriate there is no rule for the broadening abroad in London for example where I was located we can have access to NGOs to the financial sector on the same market without having to take the plane and travel for 20 hours no in London I could I had all the contacts I found all the information necessary and London had of course contacts of a very international city and I could easily from London contact with my country of origin but as Mike said for some companies it is better to stay where you are before thinking of an enlargement of an abroad Do you want to add something? No, it is an excellent answer and I would add that not think of going abroad or elsewhere only after really and then you had to do on your market especially in the United States where the market was huge I saw signs of Asia I decided to export to Asian markets and this worked well for me but you have to be listening to the signal to know what is going on or when and how very useful A question of our group in Namibia who would like to know what are the creative ways of advertising through social networks by other means to conquer customers Well, a way to use the resources the social media and to contact with the influencers people who have a huge presence sometimes they will have to pay but others if you send them a free product you ask them to try them if they like the product to make advertising on social networks if you give them for example what they should say here are the advantages the benefits of this product I will not let them the care to write the message because you want to control what they say of your product you want to master it and to show the value of the product which it worth but think of people who follow these influencers it is a way of sensitivity and develop efforts on the market to conquer our markets when we will see this person for example during the sports event your audience will not think I would like to be like X and Y and so I do not have the same product so you have to acquire you have to contact with the influencers it is very useful on social networks yes it may be particularly useful in the case of consumption products but Ronda how to acquire markets if your product is not necessarily a consumption product all this really depends on who will be your customer a tool that you can use in an easy way for example Google by putting hypotheses and by putting them to the test Google Ad or the advertising on Google will allow you to identify the possible customers to better know their interests their functions their objectives what they are looking for on Google themselves when they are looking for something that could solve the problem the problem as my product is intended to solve Kevin would you like to say something yes indeed we are we use for example the white documents that show the proposition in depth that illustrates what you are doing it is a way to demonstrate not so much by focusing on your technology your platform but by focusing on the customer who must become the hero of this exercise listen to the customer so that others maybe can meet and recognize this customer yes indeed you have to find yourself in the anecdote to get to know to realize that this advantage that you offer is really what matters Alexandria in Egypt a spectator we ask how can we overcome the fear of a salesman not known in a country a neophyte a way to do it and to keep in touch with technology to take contacts on new markets by partnership for example we contact the Amazon services everyone knows Amazon if you are accepted by Amazon it reveals trust to your possible client to run to the technology thanks to this technology you can create a contact with a new client who will realize that you have success for example in our case on Amazon and so they could think they will have the same success know your client prove to them to pilot projects that you already produce ideas of quality and that are useful to them so keep in touch advance little by little try to convince your client by presenting things in a way to whether it is a risk for him that will allow you to sell your product more easily yes indeed put to the point a pilot project or maybe a little demonstration give an example make an example of what you are even doing yes it will allow you perhaps to arrive a larger contract how to overcome the fear of the client indeed vis-à-vis someone unknown as you can be well you have to start in a limited way it is important as an entrepreneur you are new on a market it is to respect your promise to build trust to be also available to change your behavior keep in mind customer needs for example if you send your parfait d'ex but your client wants to use DHL even if it is a problem for you do it do it because you will respond to customer needs yes very good idea you have to repeat the client and the king in this situation if he the boss and you have to respond to this particularly if you want to establish a new client network in a new country so you want that these new clients are your best lawyers Mike what is your experience how do you overcome the fears that you would want on a new market yes when we started for example we had solar panels in the world we tried to see what was the price on the market and who we have used for example e-mail e-mail do not forget that your e-mail must be well written without a photograph if you can write it in English or in the local language and someone who checks that the notification is exactly the one you want do not make any mistakes there is nothing that is more doubt than a e-mail poorly written in a foreign language do not forget yes indeed it is quite true you have to say it and repeat if you take contact with clients in a foreign country make your best to communicate and in a way to make understand to awaken credibility to make understand your experience to convince them that they absolutely have to work with you well we have the time of a question only by our spectators a group in Bérité in Lebanon who would like to know what is the best way to find the best suppliers on a new market Ronda it is a very difficult question and it brings us anyway what we have been saying from the beginning take contact you have local experts local lawyers accountable know the local market put on the profile the relationship you have already maybe even in your country it is the culmination know the local market Kevin no Ronda perfectly well said Mike excellent work Ronda well after all these excellent answers I will add a few words take into account the fact that you may not need a local supplier you may be able to use a supplier that already exists in your country of base you may not need to recreate all your supply chain in a new country to take into account well we are almost done but before concluding I would like to ask everyone of our guests to tell us what are the most important things we have said this morning well you have to invest in the discovery of key in them not to be paralyzed by your own hypothesis and there is a series of questions to ask one of the resources that I propose it is an electronic book which is from John G. Berra that you will find on Amazon you can read it in 30 minutes you will find a series of questions useful and also learn to say thank you to your client how to read a mail if you want to maybe send by the site a more updated version get information feedback and above all be passionate by your client but not by your own solution yes excellent ideas Ronda that can remove our viewers of what we have said what I just said absolutely continue to think about the fundamentals there is no magic baguette there is no magic solution focus on the fundamentals and it is very positive once you have learned the qualifications it is perfect you can reproduce them all in the world which comes in one last word for the viewers make sure that you understand that your collaborators your company understand what is happening convince your investors involve them in the decision making process spend time on the field to see the local market to understand the new ecosystem how the influencers work on the new market put to the test your own hypothesis and not once but repeatedly discover the client but once it is not enough it is a process it is a constant approach better understand the client understand the constant way to understand your importance and your belonging in the new market absolutely that's it in summary the discovery of the client maybe a difficult thing to do it is a real challenge but it is the way to build a successful company it is important to listen to the client to treat what he says as information above all forget your prejudice you do not want to interpret the response of the client by passing through the filter of your prejudice do not renounce the difficult work but you will succeed I thank all our viewers our three guests and these groups of the whole world who have gathered from entrepreneurs to participate in the conversation we had spectators in the center Benjamin Franklin Saint-Pére-Le-Soul Honduras Quetzaltenango and Guatemala the embassy of the Gabaron state in Botswana the American culture center in Amoeba the corner American in Amoeba and the American corner Martin Luther King in Amoeba in Beirut in Tunisia the youth network for the reform in Monrovia in Liberia in Africa in Johannesburg in South Africa in Alex, Alexandria in Egypt and keep the conversation on Twitter on the hashtag Just Tech Connect and Just Network.org to get all the information on our next program I hope you will be interested in our conversation Goodbye