Softlanding Brazil
How to do business in Brazil, without paying the beginner's tax.
Vialara helps foreign technology companies land in Brazil and start selling with a go-to-market built for this market, not translated into it. Local insight, global perspective, and more than twenty years of enterprise sales in Brazil and Latin America.
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The Brazil problem
Brazil is a large market that rarely forgives a copy and paste strategy.
Most entries do not fail because the product is wrong. They fail because the assumptions travelled from headquarters unchanged. These are the four that cost the most time.
Pricing built for another economy
A list price that works in North America can put your product outside the comparison set here, before a single meeting happens.
The wrong first partner
An eager reseller is easy to sign and hard to leave. The partner who opens enterprise doors is usually a different company.
Sales cycles planned too short
Large accounts, banks and regulated buyers move on their own calendar, with procurement, compliance and legal steps that a quarterly forecast does not absorb.
A value proposition nobody here asked for
The pitch that convinces a global buyer often has to be rebuilt around what a Brazilian executive is actually measured on.
Read the long version: five mistakes foreign tech companies make in Brazil
Services
Four ways to shorten the learning curve.
Assessment before commitment
Where to play and where not to. Segments, account universe, competitive reality, realistic ramp and the local costs that surprise foreign companies.
A plan designed for Brazil
Value proposition, pricing positioning, sales motion, coverage model and hiring profile, adapted to how enterprise buying really happens here.
Partners who open doors
Mapping of integrators, resellers and alliances, with an honest read of who reaches your buyers and who only promises to.
Early pipeline and C-level access
Target accounts, introductions, qualification and deal support, so the business is validated by real opportunities and not by a slide.
Who you work with
Lara Dubugras
Vialara is led by Lara Dubugras, a senior enterprise technology sales executive with more than twenty years in Brazil and Latin America. Her career has followed successive waves of innovation, from telecom and managed services to cloud, data, SaaS and AI.
She has opened markets from zero for global vendors from the United States, Canada, Japan and India, sold to large enterprises, banks and regulated buyers, and built the partner ecosystems that carry those deals. That is the experience a company buys when it starts here: the pattern recognition of someone who has already made the first hires, the first partner choices and the first pricing decisions in this market.
Engineering background, a master's degree from FGV and an MBA from FIA. Based in São Paulo. Works in Portuguese and English.
- SalesforceStrategic enterprise sales
- PegasystemsEnterprise sales, telecom
- LivePersonHead of sales, Latam
- Redknee / OptivaCountry leadership
- ZTEMarket entry, Brazil
Contact
Tell me what you are trying to build here.
A first conversation is usually enough to tell whether Brazil is a next step or a later one.
- Emailcontato@vialara.com.br
- LinkedInlinkedin.com/in/laradubugras
- LocationSão Paulo, Brazil
Vialara Business Consulting has operated as an independent consulting company since 2006.