Selling System Development Software to Spain: An internship at Intersolv

Abstract

The aim of this report is to provide vendors of system development software with information about selling their products to Spain. Those companies wishing to expand or create contacts in the Spanish market will find this report useful as it discusses various methods of marketing software to Spain, as well as trends in the Spanish marketplace. I have not been able to locate any reports like mine that deal specifically with the marketing of system development software to Spain. Those reports that do touch on this subject are quite expensive as well as brief in their nature. It is my hope that this report can act as a comprehensive guide for companies who wish to inexpensively increase software sales in the Spanish market. Specifically, the first part of the report includes general data about Spain-- its population, agriculture, natural resources, and principal industries. The next part of the report addresses sales trends in the Spanish market for software and hardware. Analysis is given to explain the reasons behind these trends. The report also provides an in depth look at marketing system software in the Spanish market. This section includes information about sales negotiations and effective marketing strategies for system development software vendors. The last section addresses specific recommendations to software vendors. This section, integrating all previous material from the report, will provide detailed instructions about moving foreword in the marketing of system development software. Companies like Intersolv who wish to expand their distribution channels in Spain need to be aware that there are specific steps to follow which will help them realise their goals of expanding distribution in an inexpensive manner. Companies who make an attempt to internationalize their software products as well as their support and training for these products will see the most success in Spain. Similarly, those companies that seek to understand the Spanish culture will realize better sales. Other specific recommendations are given at the end of this report.