Case Study Value Licensing

Intro: Jonathan Horley started his business in 2009.  With the high price of Microsoft software, he saw a gap in the market for companies looking for second hand Microsoft software at a discounted price.

Usually the Microsoft software comes from companies that have become insolvent or gone into administration as well as solvent companies with redundant software licences.

Business Objective: His challenge was to grow the business as quickly as possible, into the most profitable and easy to access markets. When he launched the business, 10% of the business enquiries immediately came from abroad, and he saw the opportunity to maximize his revenue by translating his website.

What We Did: Jonathan wanted to develop a business that could deal with any European country to maximize revenues.  Not satisfied with targeting the UK market, he knew large volume and broadening his market were key to this.  He engaged us to work with him to give the company an international presence.

From website content, to templates for dealing with customer enquiries, invoices and ad hoc translations for dealing with customers, initially had all their materials translated into five European languages: German, Spanish, French, Italian and Dutch.  The work was done in stages, so once one country had paid back the investment, Jonathan invested in the next market.

Results: continues to buck the economic trend by growing substantially over the last four years, with turnover doubling year on year in the last two years.  As the company has grown international sales now account for over 25% of Value Licensing’s turnover, an impressive growth especially considering the rapid growth of overall sales.

We asked Jonathan if he felt the translation was worthwhile, and he told us he wouldn’t have been able to win the clients abroad without the translation.

“The results speak for themselves and after taking on large cases such as Comet Group recently, an expanded market in Europe is vital to achieve our sales growth.  As we’ve grown, so has the proportion of revenue from abroad over the last four years. We’ve recently added Swedish, Finish and Norwegian and I’m already planning the next countries to target.”