Understand Japan before you invest to no effect
Japan IT Business Assessment
Gain a clear understanding of what it takes to achieve long-term success in Japan before six- or seven-figure investments fail to deliver the desired results.
Many IT companies invest early on in localisation, sales, partners or staff – without checking whether the necessary organisational and procedural foundations are already in place.
The assessment is not a Japan-specific project. It is a tool to assist management in decision-making.
Many problems are present from the outset – they simply go undetected for too long
“If you understand that others are different from you,
then you’ll start to become wise.”
(Zen wisdom)
Many IT companies invest in Japan before they can assess how customers, partners and decision-makers actually behave
This is precisely where those misconceptions arise that later lead to high costs. When problems are identified, the usual approach is to try to fix the symptoms rather than looking for the root causes.
Consequences become apparent months or years later:
- The localisation has been paid for, but has already been rendered obsolete by new releases before the first customer has even had a chance to use it.
- Partners have been recruited, but they aren’t making any sales because they’ve never been able to acquire the necessary knowledge.
- Customers either don’t buy at all, or are dissatisfied after making a purchase because the solution isn’t tailored to their needs.
- Projects go off the rails, even though the software works from a technical point of view.
- New investments are constantly needed, even though substantial amounts have already been spent.
The real causes often lie far deeper:
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Lack of innovation and product management processes
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Lack of processes for distributed support (now Customer – Partner – HQ instead of Customer – Support)
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Lack of communication between Japan (branch/partner) and head office
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Unclear responsibilities
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Non-scalable localisation
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Lack of partner enablement
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Product decisions that do not take Japanese requirements into account
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Organisational assumptions that do not work in Japan
Solution: Japan IT Business Assessment
Japan IT-Business Assessment
Many misconceptions only become apparent once substantial investments have already been made.
The Assessment provides clarity before costly decisions are made. It reveals risks, misconceptions and uncomfortable organisational weaknesses before they result in lost customers, delayed projects or investments with no tangible impact.
You get a solid basis for decision-making regarding your Japan initiative:
- whether the planned market entry currently makes sense
- which requirements are still missing
- which measures and investments have the greatest impact
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Your Investment in Japan
€14,990
Make appointmentSchedule & Content
The assessment systematically examines the factors necessary for long-term success in Japan.
Based on a 3-day structured assessment of the current situation, we analyse all areas relevant to the Japanese market – from sales, product management and localisation through to support, professional services and partner enablement.
In workshops and interviews, we identify obstacles, misconceptions and organisational factors, prioritise the findings and develop a concrete action plan comprising quick wins, medium-term improvements and strategic initiatives.
The result is a solid basis for decision-making regarding the next steps for your business in Japan.
Your specific benefits
- A clear assessment of your readiness for the Japanese Market
- Transparency regarding vulnerabilities, gaps and misconceptions
- Prioritised initiatives rather than isolated individual activities
- A sound basis for your management decisions on budget and timeframe
- A shared understanding among all departments involved
Your results
- Faster and better-informed investment decisions
- Lower risk of failed starts and ineffective investments
- Greater likelihood of success when entering and expanding in the market
- Greater trust among customers, partners and internal stakeholders
- Long-term relief for experts through clear processes and responsibilities
- Greater acceptance and management commitment to necessary investments and changes
*) All prices are net and do not include applicable sales tax or any travel and accommodation expenses that may apply.
Typical findings from assessments
My services go beyond the superficial advice offered by others – they are practical, actionable and deliver direct benefits for your IT business in Japan.
We had a partner – but no sales
Common misconception
We’ll choose any SI partner. After that, sales will take care of themselves.
Visible problem
The partner was enthusiastic, provided staff and visited clients. Nevertheless, hardly any new projects came about.
Identified root causes
- The consulting training course was conducted in English, but participants’ understanding remained inadequate
- A lack of trust led the partner to remain silent when problems arose
- A lack of sales led to a decline in support from head office when acute problems arose
- No clear escalation procedures and a lack of proactive involvement of the partner
A customer was interested – but finally didn’t purchase
Common misconception
If the software proves its worth, licence purchases and major projects will follow automatically.
Visible problem
Several customers expressed their interest. The presentations went well. Despite discussions at management level, we did not secure the contract.
Identified root causes
- Releases were issued irregularly and contained only a few functional improvements.
- There was a lack of planning for the localisation of documentation, training and community support.
- For product management, requirements from Japan were not a priority
- The long-term product development process was not transparent.
The project seemed stable – until the urgent letter
Common misconception
Project management works the same across the world.
“No questions” means that everything is going according to plan.
Visible problem
For months, the project seemed to be on track. Then, out of the blue, the management received a critical escalation letter from the board member in charge.
Identified root causes
- Employees did not want to embarrass themselves or their superiors
- Problems were not openly discussed internally and questions were not asked
- Questions must be agreed upon before meetings
- There was a lack of a strong personal bond between the involved teams
Before you invest, you should know why
The assessment does not answer the question of how you will go to Japan. It first answers the more important question:
Do you meet the conditions for a successful market entry?
Only once this question has been answered conclusively is it worth planning the next steps.
To ensure consistent implementation I can assist you on request:
Let’s have a talk about where we should set the focus for your assessment (no obligation).
If you’re still undecided, please feel free to take a look at the full Japan IT Business Journey and see how I can support you with every step – including a free self-assessment to give you a rough idea of where you stand.
Frequently Asked Questions
We're just a medium-sized company. Aren't we far too small?
No. Many successful businesses in Japan have been established by small and medium-sized enterprises.
Business practices in Japan differ greatly from those in the West. Even at management level, English is rarely spoken, and when it is, it is usually not particularly fluent.
Nevertheless, many small and medium-sized businesses have achieved lasting success in Japan. Even small companies can gain the right access with the right partners. What matters most is not so much the size of the company as the right approach and attitude toward Japan: Help your partners succeed so that you, too, can succeed.
The willingness to embrace these circumstances requires not only understanding on the part of everyone involved but also patience: Much like the start-up phase of a new business, three years should be set aside for building a sustainable business.
Please try out my free online self-assessment to see if entering the Japanese market might be a good fit for you and your company.
That sounds like a lot of work. Shouldn't we just skip the idea then?
Japan is not a market for quick results. Anyone who wants to succeed in the long term must be willing to understand the market, build relationships, and adapt their approach to meet the expectations of Japanese customers.
The good news: you don’t have take that path alone. With the right preparation, you can avoid many common mistakes and target your investments where they will actually make a difference.
The key question is not whether doing business in Japan involves a lot of effort. It's whether the market offers enough potential to justify that effort. This is exactly where I can help you — honestly, pragmatically, and with the goal of avoiding unnecessary detours.
If you're unsure whether Japan is a good fit for your company, feel free to take our free self-assessment or contact me with further questions.
Three days!? Is that enough to make us successful?
No. You can't make it in Japan in just three days.
The three-day session is designed to help you systematically assess your current situation, identify risks, and set the right priorities for the next steps.
The biggest mistake many companies make is not that they invest too little, but that they invest in the wrong areas. That is exactly what the assessment is designed to prevent.
The assessment is deliberately designed to be of manageable duration and within a predictable budget. The goal is not to conduct a comprehensive analysis of every detail, but rather to determine as quickly as possible whether the basic conditions for a successful market entry are in place and where the greatest risks lie.
Detailed questions often arise only as the planning process progresses. However, a well-founded assessment at the strategic level is usually sufficient for a sound management decision.
Finally, you’ll receive a clear assessment of your strengths and risks, along with a concrete roadmap for your further preparation.
We don't know anything about Japan. How are we supposed to come up with a plan?
That is exactly what we have developed the assessment for.
You don’t need to be an expert on Japan or have all the answers ready. I’ll guide you through the relevant topics in a structured way and highlight the typical expectations that Japanese customers, partners, and employees have of international software companies.
Together, we will develop a plan tailored to your specific situation. You will receive not just a list of requirements, but concrete recommendations for the next steps in your journey to Japan.
How can we build acceptance for necessary change?
Resistance often arises when requirements are not understood or their benefits remain unclear.
An important part of the assessment is therefore to help people understand the perspectives of Japanese customers, partners, and employees. Many requirements that might seem “unnecessary” actually make perfect sense from a Japanese perspective — but are often rejected without the proper context.
This does not automatically eliminate all scepticism. In the long run, any change initiative requires management support and clear expectations regarding its implementation.
However, for the assessment, a simple shift in perspective is usually enough. This often helps clear up misunderstandings and makes discussions much more constructive.
We have so much to do. How are you going to juggle all these appointments?
The assessment is deliberately designed to keep the workload for your team manageable.
Not everyone is required to attend every session. We will plan the workshops together so that the relevant departments are involved without tying up unnecessary resources.
The goal is to obtain a reliable overall picture within a few days without unnecessarily disrupting ongoing business operations.
Depending on the situation, the assessment can be conducted on-site, online, or as an off-site workshop. Together, we’ll find the format that best suits your company and your specific circumstances.
How many people can we bring?
What matters is not the number of participants, but the right mix of decision-makers and subject matter experts.
The assessment should take all relevant perspectives into account. For this reason, it is advisable to involve key stakeholders from management, sales, product management, professional services, and research and development (R&D).
To ensure that sessions remain productive, no more than ten people should generally participate in each session. Small teams with clear decision-making authority are particularly effective.
What happens after the assessment?
The assessment won't end with a presentation and a long to-do list.
You will receive a structured assessment of your current situation, specific recommendations for action, and a prioritized roadmap for the next steps.
It is up to you to decide whether and how you will implement these measures. Many companies initially use the results to inform internal decisions or for further planning.
I can also assist you with implementation using the Japan IT Business Navigator or provide ad hoc support through the Japan IT Business Impact service. However, there is no obligation to do so.
How honest will your assessment be with us?
Strictly honest. The goal is not to recommend Japan at any cost, but to provide a solid basis for decision-making. If I see significant risks or missing prerequisites, I will clearly point them out.
What exactly does the assessment involve?
The assessment is conducted as three-day workshop . If required, we can stagger the sessions and hold them online, at your premises or at an external venue. To ensure reliable results, the departments involved should allow sufficient time for analysis and discussion.
What are your take-aways?
- Catalogue of measures, including priorities, responsibilities and deadlines
- Management report with a roadmap and identified milestones
- A shared understanding among all departments involved regarding risks, priorities and next steps
Schedule / Program
Preparation is based on a structured questionnaire, enabling us to focus on analysis, prioritisation and action plans. On the first day, I will work with you to analyse your current situation, processes and existing documentation. Over the remaining two days, we will identify risks, prioritise areas for action and develop concrete measures.
In practice, working along the following topics has proven effective:
Product & Market
- Product Management and Releases
- Localisation and product preparation
Sales & Partners
- Sales strategy, sales, demos and proofs of concept
- Partner enablement, knowledge transfer and training
- Contracts, terms & conditions, and prices in Japan
Ability to deliver
- Projects and their support by Head Office
- Support
- Consultancy