Stay in touch
Taking a step into the Indonesian market is a bold move, especially as a first foray into the country. However Pnors Technology was looking for ways to grow the company and a new chairman with Indonesian experience opened the possibility.
CEO Paul Gallo had to overcome his own, and a common Australian perception, that Indonesia was unsafe and dangerous. He has since made many trips to meet potential partners, learn about where the technology could be used, and start to understand a complex nation.
“In Asia, it’s very important to build a relationship," Gallo says. "It’s even more important than having those products. Effective relationship building is very, very important as well as face-to-face interaction.”
Gallo travelled in-country with two Indonesia-based Australian affiliates, an adviser and the chairman to help him navigate the new territory and build an effective relationship. He relied on his affiliates to maintain the business relationship when he could not be there.
After entering the market alone, Pnors has now signed on two customers in the region. Gallo suggests finding a good partner early on was a smart business strategy.
Looking back, Gallo says he would not have gone into the region alone.
“I would find a suitable partner because then you can go to market much quicker," he says.
Although Pnors entered the market with an idea of where its technology would be of most use, they then found it could actually be applied elsewhere, in a sector that was more willing to take it on.
An achievement for a company that committed itself to meeting people and creating relationships.