Unlocking Your Market Potential

Latest Developments in the Japanese Telecommunications Industry - Market Entry and Sales Strategies that Ensure Success for US companies.

Date: Monday October 18th 2004
Location: Silicon Valley Bank, 5101 Patrick Henry Drive, Santa Clara, CA
Time: 6:30 pm - 9:00 pm

Supported by the SDForum. To register, and for further event details and directions go to the SDForum Calendar.

This presentation will describe the opportunities available in Japan for US telecom companies and reveal the secret to successful market entry, namely using local representation with active contacts in the major Japanese carriers and manufacturers and a thorough understanding of the business culture.
Our partner in Japan, PJ Parker & Co, based in Tokyo, provides the key to your success in this lucrative market. For US companies with equipment and solutions for the Japanese telecom market, this is a great opportunity to find out how this can work for you. Contact Kemarra for more information.

Seminar Overview

Second only to the USA in the size of its high tech market, Japan is a major target for many Silicon Valley companies in semiconductors, software and IT systems, telecommunications, and consumer electronics industries. In the telecommunications market for example, technology shifts are occurring earlier in Japan than in the US. In the transition to VoIP networks, Japan is at least two years ahead of the US. In fact a number of US-based VoIP start-ups have relied on Japanese revenues for survival. Japan is also rolling out fiber to the home faster than any other country. And this year, a fourth 3G cellular network license should be awarded. In addition recent M&A activity has opened a number of new accounts to foreign vendors. Competition between the many companies in the NTT Group is also allowing non-Japanese vendors to make large sales where Japanese vendors have traditionally dominated. All of these trends represent large opportunities for US-based companies.

However, selling into the Japanese industry requires detailed knowledge, extensive contacts, a clear strategy, and a lot of tenacity. Some companies find Japan impenetrable; others find great success in this market. As well as presenting an overview of the current economic landscape and a review of high-tech sectors this presentation will focus on the opportunities available in Japan for US high-tech companies, and go through all the common pitfalls that companies make when they enter Japan and how to avoid them. It will show how different market entry approaches are required, depending on your market segment, and depending on your position in the value chain.

Bio Dr. Philip Parker

With more than 15 years experience in the telecommunications and high tech industries, Philip Parker founded P. J. Parker & Co. in 2001, with a mission: make foreign entrants into the Japan high-tech market a success. His company is the Japan representative of over ten leading IT, telecommunications and semiconductors entering Japan, including Sylantro Systems, Netrake, Chiaro Networks, Red Bend Networks and Runcom.

Within the space of three years, despite the severe downturn in the high tech industry, his company has helped its clients generate over $50 million in revenues from Japan, and has become the leading firm helping foreign high-tech companies enter Japan.

Before founding the company, Philip Parker established and turned around a number of high-tech and telecommunication ventures in Japan, including Project Oxygen, a global undersea fiber optic telecommunications cable company. Dr. Parker holds a PhD in engineering from the Australian National University and studied at Osaka University of Foreign Studies and at the Kyoto University in Japan. He speaks Japanese fluently. Website: www.pjparker.com