| 
   
CSA Research Blog
1 - 25 out of 41
Understanding Translation Buyers Drives Successful Sales
A cornerstone of successful sales and marketing is understanding the individuals to whom you are selling. Not just the kind of company, but the individuals who make decisions. A pitch that meets the needs of a young and relatively inexperienced localization manager at a small startup will be very different from one that works for a procurement manager

Read More...
Is Heavy Discounting the Only Way to Land Business These Days?
In their search for the best possible deal, prospects and clients put tremendous pressure on language service providers to reduce their prices. In our recent series of interviews on quoting, we inquired how LSPs decide when to cave in and offer a big discount – or simply walk away from the deal. It’s no easy decision. Not all buyer demands

Read More...
How Tightly Do You Manage the Sales Estimation Function?
How much does translation cost? That’s not an easy question to answer. LSPs spend a lot of time on the sales estimation activity. This process, often referred to as “quoting,” requires developing estimates of the price and turnaround time to complete jobs. That means determining which resources they need to do the job, matching them

Read More...
Five Tips to Develop the Skills of Your Salespeople
Increasing sales is an evergreen topic for language service providers. Even when executives chart a solid course and have a solid sales structure and methodology in place, they always inquire on ways to get better and faster results when training rookies, bringing a struggling salesperson back on track, or trying to over-perform. Our research shows

Read More...
Should Buy-Side Localization Managers Own the Localization Budget?
Many buyers scramble to stretch flat budgets to cover an expanding number of markets, products, and publishing platforms each year. To collect updated data about how they manage their language service spend, CSA Research conducted interviews with managers and directors responsible for translation and localization budgets at 37 global companies in 10

Read More...
Are LSPs Ready for Performance Transparency?
Consumers and business buyers have become accustomed to information at their fingertips. They can check on the step-by-step progress of deliveries, view photos of their car as it’s being repaired, and learn about the performance of doctors, professors, and other professionals before meeting with them. Why should translation providers be any less

Read More...
Can LSPs Become the Exclusive Language Service Vendor for their Clients?
Becoming the go-to supplier or preferred language partner is a core goal of many language service providers. To do so, most LSPs prefer what we call the “asphyxiation route.” They provide any language service under the sun in order to keep competitors off their turf. But the route to becoming the vendor of choice is quite different. In

Read More...
Will Going International Help LSPs Grow?
Most language service providers consider international expansion sooner or later. Some do it early on, while some wait to be more established to proceed. LSPs open offices abroad for a variety of reasons such as growing the business, improving client service, or developing a competitive advantage via low-cost production centers. However, whatever their

Read More...
Translation Management Developer XTRF Scores First Round of Funding
Last week, we spoke with Andrzej Nedoma, CEO of XTRF, a provider of translation project and process management software based in Poland. Nedoma told us that XTRF signed a “cooperation agreement” with Experior, a venture capital (VC) firm that will provide around US$2 million for product and company development. According to its co-founder

Read More...
Are You Going to the Right Events This Year?
Language service providers (LSPs) cite trade shows and conferences as their most effective source of revenue-generating leads. Common Sense Advisory learned this in a survey on marketing strategies, with 371 executives and marketing individuals. Such events play a vital role in increasing brand awareness and speed up the trust-building process that

Read More...
Are You on Track to Meet Your 2014 Sales Goal?
As the end of the first quarter is approaching, language service providers (LSPs) should review their company’s performance for the first months of 2014 to see what they must do to meet their yearly sales target. First-quarter guidance is important because LSPs still have time to readjust and regroup for a great year. Is your company on track

Read More...
The Challenges of Marketing Language Services
When seeking a new vendor, buyers of translation service have to weed through competing messages to find which suppliers can best meet their needs. The great majority of language service providers (LSPs) has minimal brand recognition in part due to their minimal marketing budgets and small teams to spread the message (see “Marketing Strategies

Read More...
SDL Pivots from Language Services to Customer Experience
Last month, SDL unveiled its Customer Experience Cloud designed to “deliver seamless, data-driven experiences at each point of the buying journey – across channels, devices, and languages.” The company integrated its content management, e-commerce, marketing analytics, and translation automation technology solutions into a single interface

Read More...
Call to all Marketing Managers in the Translation Industry
Common Sense Advisory today launched a survey on marketing strategies for translation industry professionals. Gone are the days when language service providers just advertised their services in their local phone book and spent the largest part of their budgets on mailers and tradeshows. The marketing discussion has evolved to attract customers via

Read More...
LSPs: Add Farming to Your Repertoire
Successful sales is about more than hunting for new opportunities. Farming accounts to build and grow existing relationships is just as important as impressing customers with your deliverables. Language service providers (LSPs) often fail to move beyond standard project management interactions. Salespeople are busy going after new buyers while the production

Read More...
Metaphrasis Packages Consulting with Language Services to Create a New Product Offering
Metaphrasis Language and Cultural Solutions LLC recently announced that it is providing education, training, assistance, and compliance services for organizations covered under Title VI and other federal language and accessibility mandates in the U.S. The new offering, called "Keeping it Legal - Language and Accessibility Compliance Services," supplies

Read More...
New Year’s Resolutions for Language Service Providers
2012 is right around the corner.  The economic picture remains fuzzy, but in an industry that grows consistently even in times of economic downturn, there is plenty to be optimistic about as we head into the new year.  The problems of language service providers have typically not been a shortage of business – the challenges have related

Read More...
Of Localization, Interpreting, and “That Other Thing” Called Translation…
Last week, more than 500 attendees flocked to balmy Barcelona for Localization World, a global conference devoted to the needs of those who make websites, software, and other products available in multiple languages. At the event, Common Sense Advisory hosted a colloquium that was attended by companies like Adobe, Disney, Oracle, RIM, Skype, and TripAdvisor

Read More...
The Bright Lights of Vegas Attract Language Businesses from All Corners of the World
The Association of Language Companies (ALC) held its annual conference last week in Las Vegas. What seemed particularly striking about the event was the international composition of its attendees. Of more than 200 language service provider (LSP) owners and managers, about 30 companies came from outside of North America, from places as diverse as Guatemala

Read More...
How to Calculate Your Customer’s Localization Budget
Understanding the behavior of localization buyers and how they set their budgets can help language service providers (LSPs) to be more strategic in their sales and marketing initiatives. Knowing who owns the budget, what they are likely to spend, and where they are going to spend it can also shorten the sales cycle. Based on a survey conducted of 156

Read More...
What Suppliers Think about Requests for Price Concessions
On October 29, Lionbridge VP Didier Helin sent a mass-mailing to the company’s many contractors, freelancer and other language service providers. Citing continuing economic woes, the letter “required” the contractors to give the company a 5% discount through the end of 2010. Not surprisingly, this letter lit up the tweetosphere

Read More...
Obama Expands Executive Council to Increase U.S. Exports
On March 11, 2010, President Barack Obama announced the National Export Initiative (NEI) to "double our exports over the next five years, an increase that will support two million jobs in America." This week, the White House announced that Obama would name 18 American executives to the Export Council, an advisory group that he created to focus on expanding

Read More...
Welocalize Sets Its Sights on Marketing Translation
Language service provider Welocalize today announced the release of its web-based MarketSight translation marketplace. In this latest example of translation technologies moving into the cloud, this self-service software is aimed at helping companies manage their marketing translation budgets and operations. Unlike most portals offered by translation

Read More...
SDL Acquires Fredhopper: Amazon-Type Functionality for "The Rest of Us"
SDL announced another technology purchase last week to further deliver on its strategy to be a one-stop-shop for global content management tools. Its acquisition of Amsterdam-based Fredhopper will enable it to be a player in global e-commerce solutions. In a nutshell, SDL's purchase provides access to Amazon-type functionality "for the rest of us

Read More...
Predictions for 2010: Globalization Technology, Services, and Business Models
The winter solstice is drawing near in the northern hemisphere, so that means it's time for our annual predictions about the language industry. Here's what we think will happen in 2010, with sharing, centralization, consolidation, community, and diplomacy as the most important watchwords for the Linguistic New Year: Big buyers of language services

Read More...
12

  
Refine Your Search
  Date
Skip Navigation Links.
Skip Navigation Links.




 
 
Terms of Use | Privacy Statement | Contact Us
Copyright © 2016 Common Sense Advisory, Inc. All Rights Reserved.