01.09.2016. What to consider BEFORE starting business in the new regions?


13.01.2016. Changing business conditions for international players in Russia


16.09.2015. Direct vs channel sales. Alternative or combination?



STEP 1. Search Sales Partners

Discuss and fix the criteria of the successful sales partners wanted. Search and create the list of the relevant companies in the region.

STEP 2. Recruit dealers, distributors, VARs

Introduce the business idea abd cooperation offer, identify and qualify the persective partners, arrange B2B meetings, choose, start cooperation.

STEP 3. Manage Channels to get SALES

Support, coordinate and motivate your sales partners to get the results.

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Working with Globas has been pleasant and straightforward. Since we started working remotely with them, we appreciated the diligence, efficiency and professionalism of both Irina Voronkina and her team. The meticulous organization of our business trip in St. Petersburg and Moscow just confirmed the positive impression. We have now a well screened range of potential partners and we feel we have a solid foundation for building a successful business activity in Russia. Irina has been very instrumental for us to understand the specificity of the Russian market.

Giovanni Opimitti, Sales Director

GloBAS Group is providing Elcon Megarad with support for business development in Russia since year 2013. GloBAS Group is a highly organized and motivated team of professionals with extensive experience in business in Russia and their cooperation is strongly recommended to all companies that want to work successfully on Russian market.

Ph.D. Eng. Luigi La Spina, Export Sales Manager

When dott.Gallina looked at Russian market problems started to arise, one after the other, making our approach slower and less efficient. Then we found GloBAS Group, which had no specific knowledge of our products nor of the specific market which we tend to, but they responded very proactively and did their best to develop in short time those competencies needed for a proper market analysis. In specific, we contracted them to inspect competitors and to define which of the current players, mainly Distributors, was going to be the right Partner(s) for us. They were fast and accurate in their service, something we truly appreciated.

Paolo Aschieri, Sales and Export Department

The L. S. Starrett Company Ltd, Jedburgh, Scotland, have been searching for sometime to channel their Power Tool Accessory and Hand Tool product range into the Russian Marketplace. After careful consideration we chose the Globas Group, St Petersburg, Russia to be our consultants, The Globas Group have identified an extensive network of top class clients across a wide spectrum of sales channels enabling us to undertake a wide range of projects across our product portfolio and we look forward to working with them further in the future as they have proved to be a very competent, reliable and trustworthy associate

Ivor Hughes, European Sales Manager Bandsaws, Holesaws and Power Tool Accessories

Globas Group is a superb partner when it comes to approaching the Russian market and software localization.
Irina helped us from the beginning with her expertise and made us understand the differences between the markets we already know and Russia. She has a great talent of organizing events and finding suitable partners and resellers. She is our interface to all activities and manages the partner relations in a very professional way.
We strongly rely on Globas Group abilities and our business relationship will go on.

Kai Noske, Sales Area Manager, KISSsoft AG

GloBAS Group helped us to approach the Russian market. They selected for us very interesting partners from Russia and the CIS. For a year they have continued to closely monitor and manage our marketing activities in Russia. The friendliness, kindness and professionalism of Irina make it a pleasure to work with her. We recommend, therefore, GloBAS Group and Irina to all companies wishing to discover the Russian market.

Antonino Culcasi, Layer Electronics s.r.l.

GloBAS Group help us to approach Russian Market. From their long experience on the market they selected for us very interesting potential partner and important customer so we feel a good start-up in Russia for our products. Also the pleasant relationship with Irina is a perfect base to operate in a new market.

Michele Benedetti, Research & Development Department, P. E. I. S.r.l.

Top qualities: Great Results, Personable, High Integrity

GloBAS developped for DP Technology reseller channel in Russia. They managed Marketing Operation and Channel Management for us in Russia. Irina is still Area Manager DP Technology for Russia.

David Meynaud, Channel Manager, DP Technology Corp.

I have known Irina Voronkina for several years. We have both worked in international business development, we have met at conferences and exhibitions around the world. Irina always expressed great creativity and positive energy. More Irina’s merits are the logic and perseverance which she showed during rather hard conversations with our counter agents in intergovernmental commissions for IT were we participated.

Director, Business Development

I had a really nice experience working together with Irina around few international projects and she is great professional manager.
She is detail oriented strategic thinker and has modern approach in business development with subtle understanding in cross-cultural risk behavior.

Dmitry Zelenkov, Managing director

GloBAS Group helped us to search and establish agreements with equipment suppliers in the very specific oil&gas projects. We reached our targets and were fully satisfied with the result of the work, which was done sometimes in quite time-pressure conditions. We still continuing cooperation with GloBAS on time-to-time basis.

Dmitry Tokarev, Commercial Director of Gorizonty Rosta Ltd.

Irina Voronkina worked with us to arrange and market a channel development workshop for ISVs in Russia, and she was a pleasure to work with. She has a strong background in channels, and brings a high level of professionalism and integrity to her work.

Harald Horgen, CEO, The York Group (colleague)

Irina Voronkina has a deep knowledge and experience in the field of international sales and marketing. She operates with integrity, enthusiasm and diligence and also can easily bridge the diversities across different business cultures. Her experience, communication skills and knowledge of the Russian market made her an expert in her field. It is always a pleasure working with her.

Uwe Ruttgers, Founder and CEO,

Top qualities: Personable, Expert, On Time

In 2009 I graduated the course “International Marketing Strategy” at MDC Group/International Management Education (IMR) Oy, this period Irina was tutor of our group me including. Irina showed herself as talented tutor able to make complicated things to become clear for understanding, givig good advices for exams to prepare, which is very appreciated – thanks

Olga Bleykhman, Student on course "International Marketing Strategy

Our Customers

HUNGER Hydrauliks
ERNE Fittings
Oil & Gas
Power Tools
Polycarbonate systems
Electrical units
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