Strategies to enhance compliance and business performance in emerging markets

It is well established that emerging markets provide a wide range of opportunities for growth-oriented technology companies. Operating in these high-growth emerging markets, however, has its challenges. In reaching customers, technology companies often rely on third parties, such as distributors, resellers, system integrators and other partners—and for good reason. These partners offer a host of potential benefits, such as established networks, expertise, scalability and flexibility. But working with third parties in countries where the legal environment may be at best unfamiliar, or at worst ineffectual, can expose a company to substantial risks. Additionally, attitudes toward compliance in emerging markets vary considerably, ranging from apathy to blatant disregard for compliance. Companies often do not fully comprehend how these attitudes and legal structures differ from those of their home countries and the compliance risks to which they are being exposed.

To better understand the importance of emerging markets to the IT industry, as well as the challenges of operating within them, Deloitte and the Alliance for Gray Market and Counterfeit Abatement (AGMA®) conducted a survey in 2015 of leading multinational technology companies. The respondents to this survey represented a crosssection of companies of various sizes, each with its own unique vantage point and perspective regarding emerging markets.

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