Distribution and sales strategy

Finding ‘Distribution Market Fit’ is crucial in the early stages.

End-to-end solution

Phase 1

• Warm Intros and Network: Initial sales will leverage Ian’s network and warm introductions.

• Self-Discovery: The product will be available for self-discovery, allowing us to identify unexpected demand across various industries and geographies.

Phase 2 to 7

• Relationship Building: As the product develops, sales will focus on strong relationships with importers and word-of-mouth referrals.

• Vertical Penetration: By concentrating on one vertical at a time, we will build network effects within that vertical, refining our distribution strategy accordingly.

Phase 8 onwards (direct sales)

• Direct Sales for Larger Deals: Personal sales will continue for larger deals, with Ian likely involved in the biggest ones.

• Decentralised Distribution: Regular customer acquisition will adopt a decentralised approach. Capital allocation, credit, and KYC/AML processes will remain centralised, while local sales reps will customise their approach and be incentivized as business owners. This strategy utilises local knowledge and entrepreneurial intuition to drive growth and align with Sumara's strategic goals.

Open platform

Sumara’s protocol will become a platform that allows third party distributors to utilise Sumara to offer international trade financing services to their clients.

Examples of third party businesses that could introduce transactions to Sumara are FX brokers, who have relationships with companies engaging in international trade, but cannot support trust in the other country, or provide credit.

Any platform strategy will be focused around Sumara’s overriding vision to allow entrepreneurs to be free to instantly take advantage of any opportunity, wherever it is in the world.