Role and Success
Factors (Part II)
Introduction of NeXtream and What It Takes to Be Successful in Japan
NeXtream, located in Yokohama, is a provider of software, hardware and IP created outside Japan. Since August 2021 the company has been the official value-added reseller for the German software tool provider emmtrix Technologies and offers emmtrix’ full product range as well as localized trainings.
Tsunemori Kawahara, CEO at NeXtream, introduces the company and speaks about what it takes to be successful in Japan.
Hello Tsunemori, please introduce yourself and your company briefly.
We have more than 25 years of experience in the EDA and software optimization industry. NeXtream has introduced several venture companies from outside Japan to the Japanese market successfully, with some of them having been acquired by the big players in their industries.
Give us a few tips for successful marketing/sales in Japan
In Japan the most important aspect is the relationship with the customer. To have a great relationship, we have to be open and honest and deliver high quality support and services to the customer.
What are the advantages and disadvantages of reselling in your view?
Advantage is that we can introduce exciting new solutions to Japanese companies and our overseas partners benefit from our existing good relationship with our Japenese customers.
A disadvantage can be that the roadmap is not adapted to Japan and we cannot determine the product direction ourselves. However, emmtrix has worked very hard to accommodate to Japanese customers’ requirements.
What criteria do you use to select your contractual partners?
Leading edge technology is most important and the chemistry between our partners and our team has to be right.
Why did you choose emmtrix?
emmtrix has a highly interesting technology portfolio to offer that can address a wide range of technical challenges. We love this in Japan. We appreciate the open discussions and the technology drive of emmtrix and we believe we will continue to be successful together.
How can potential partners and/or customers contact you?
We usally contact potential customers and partners ourselves, but of course anyone interested in our company can contact me via our website.
Thank you, Tsunemori, for the interview.
Interviewer: Mira Steinmetz, Marketing Manager, emmtrix Technologies