What should foreign developers do if they e thinking about doing business in Japan?
KA: My advice is to first learn about the Japanese market and Japanese customs, which are different from those in the US. Sometimes additional functionality is required. For example, Japanese word processors are quite different from the ones in the US. Sun might be a good place to start because they know the market. Another choice is hardware distributors like CTC and Fujitsu for Sun platforms. For NT, hardware makers like NEC, Fujitsu and Compaq would be a good place to start. HS: From a marketing perspective, you’ll need a good partner to ensure success. There are many ways to find partners. I think one good way to start might be to ask for the local list of Microsoft Solution Providers, or other ISV lists. Those lists will give you a lot of potential candidates. JDJ: Do you have any words of advice for developers looking to enter Japan or, for that matter, any foreign market? KA: As far as structure is concerned, from some developers’ perspective a joint venture is good because the
