How MapTiler Doubled the Number of Countries They Sell In By Creating Strategic Partnerships
Between 2015 and 2020 MapTiler increased the number of countries where it has customers. It is a Swiss-based SaaS company is now helping government agencies, companies, as well as SMBs throughout more than 120 countries by providing maps APIs to web and mobile developers.
I chatted with Tom Armitage, MapTiler's Senior Technical Writer, about how MapTiler uses strategic alliances to expand its international customer base.
1. Utilize Affiliates as Local Sales Partners
MapTiler provides documentation for developers in English in addition to being the main business language around the world, this works well for most of its customers.
"But there are some regions of the world who want to do business in a completely different way," Tom explained. "Maybe the documentation available to developers is fantastic, but they'd like to be dealt with by a salesperson that speaks their native language."
That's why Tom's team seeks out affiliates who can be local MapTiler specialists. By understanding a region's native languages and cultures they can provide a single point of contact for localized marketing and sales support.
MapTiler has experienced significant growth in revenue for countries with active affiliate partnerships. In the case of Japan, for instance after they enrolled an affiliate partner in Japan the sales of their business in Japan have risen by more than 300%..
s and improve revenue new markets.
2. Find Partners at Global Events and Social media
MapTiler has a habit of participating in developer-focused or other tech conferences to spread the word about its brand. "We have an extremely energetic team of professionals who are out there making connections all the time speaking to people and explaining how our wonderful cartography can help their product."
However, the team uses the in-person meetings to identify associates as well as to establish strategic partnerships with companies of other kinds.
Conferences and other industry events are useful when you want to reach out to see who's keen to collaborate. If you're seeking something specific, that's where social media may be of help.
"If we are aware of an area that needs this kind of service, we take to look around for companies that might be in a position to provide this service to us. Sometimes they just come to us through our website and we spread our message via social media that we are seeking affiliations with businesses."
MapTiler keeps its own partnership page on its website to invite interested parties. It always looking for partners who are willing to join.
3. Check to ensure that the Pricing and Checkout are Localized
If you're using affiliates in order to enhance sales within your local location, be sure customers can check out with their preferred language, money, or payment method. This will make your partners' jobs a lot easier.
Per internal research We found that the display of local currencies as well as payment methods can increase local conversions by as much as 50%.
4. Identify Your Champion Users
"Every every now and then we have a devoted user that really likes the work we're doing. They are really interested in us and so do we. them," Tom explained.
It is particularly beneficial in cases where the user who is championed is an influential person in their industry. "That can really assist in promoting your brand without the result of any type of payment."
MapTiler's team encourages these advocates by ensuring they're well-supported on the product. They also ensure that sharing and marketing is a mutually beneficial process.
"If they're a blogger or something like that and we're a blogger, then surely we'll be sharing their work and helping to spread the word about what they're doing Also."
5. Facilitate It to Get Started
A big part of the MapTiler's popularity is how user-friendly it is. Tom's team has put in much time and effort developing support tools that allow an upcoming company to begin as well asfor those who are already users to discover innovative ways to use the platform.
"You visit our site where you'll find lots of info on how to develop, integrate, and incorporate the maps into your own services: loads and lots of code fragments, as well as code samples.
Based on a growth-by-product (PLG) model that is based on a product-led growth (PLG) model, there are no-cost levels for all three of MapTiler's subscription options that offer "quick results" for users who are brand new.
If you sign up to MapTiler Cloud "there's a code sample that you could drag and drop straight into whatever you're doing so that you can very quickly, very simply start working."
If you are interested in adding maps to your website or apps, you can get a free trial.