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.
Start here
Not ready to build a full Brazil operation?
Brazil Pilot 120 is a structured 90 to 120 day program. Test demand, meet the accounts and partners that matter, build an initial pipeline and reach a clear decision on whether Brazil deserves further investment. One scope, one timeline, one answer.
Selected areas of focus
- Data centre infrastructure
- Industrial IoT
- Energy and storage
- Mining technology and METS
- Enterprise software and AI
These are the sectors where we see the most active demand in Brazil today. Companies outside them are welcome to talk.
Part of GER Group
Strategy and operations, under one roof.
Vialara is part of GER Group, a Brazil and Latin America market entry practice that has been supporting foreign companies here since 2008. Vialara leads the commercial front. GER Group covers incorporation, legal, tax, accounting, HR and payroll, so a company arriving in Brazil deals with one team instead of five suppliers.
Six solutions, one journey
Brazil Entry
Strategy for a successful start
Market and sector analysis, prioritization of opportunities, entry model, go-to-market plan and the first action steps.
Brazil Pipeline
From market mapping to revenue
Target accounts, meetings with decision makers, pipeline development and negotiation support.
Brazil Tax Ready
Compliance with confidence
Applicable tax regime, federal, state and municipal considerations, incentives for strategic sectors, reporting and practical calculations.
Brazil Operations
Set up and operate locally
Company incorporation and legal support, tax, accounting, HR and payroll, regulatory compliance and back office.
Brazil Pilot 120
Test, validate, grow
A structured 90 to 120 day program: validate demand and market fit, meet key accounts and partners, build real opportunities and reach a clear scale or no-go decision.
Brazil Sector Scan
Deep insight, real opportunities
Focused reads of sectors with active demand, among them mining technology and METS, energy storage, data centre infrastructure and industrial IoT.
The six can be contracted separately or as one end-to-end program, with a dedicated team and an execution plan built around your goals. Ask for the details.
Companies supported by GER Group in Brazil and Latin America
- Fair Isaac (FICO)
- Pegasystems
- Redknee
- Gigya
- NComputing
- Tait Communications
- myThings
- Tianda South America
International technology companies that GER Group has supported in this market. Lara led the commercial relationship with Pegasystems and Redknee.
Who you work with
Two fronts, two people who have done this before.
Every engagement is led personally. No junior team learning the market on your budget.
Lara Dubugras
Enterprise growth, go-to-market & commercial development
Lara Dubugras helps international technology and infrastructure companies build revenue in Brazil and Latin America.
She works with companies entering or expanding in the region, translating global strategy into local commercial execution: identifying priority markets and accounts, building go-to-market plans, developing strategic partnerships and channels, opening enterprise relationships and leading complex sales opportunities.
With more than two decades in enterprise technology and telecommunications, Lara brings senior-level experience across cloud, data, SaaS, AI, telecom infrastructure and managed services. She has worked with global companies from the United States, Europe and Asia and has led complex commercial engagements with large enterprises, financial institutions, telecommunications companies and other major organizations across Latin America.
Her role at Vialara is to shorten the distance between market entry and revenue, combining local market intelligence, executive access, partner development and hands-on commercial execution.
Lara has an Engineering background, postgraduate education from FGV and FIA, and works across Portuguese, English and Spanish.
Selected global experience
Salesforce · Pegasystems · LivePerson · Redknee / Optiva · ZTE
Cesar Ricardo Ceva
Market entry solutions, Brazil and Latin America
Senior business consultant with extensive experience helping international companies enter, establish and operate in the Brazilian and Latin American markets.
He organizes and coordinates the local resources required to turn an international business strategy into an operating presence.
- Market entry strategy and local structure
- Partners, representatives and joint ventures
- M&A and strategic alliances
- Recruitment and local professional resources
- Legal, accounting, HR and administrative coordination
- IT and telecommunications solutions
- Commercial development and local operations
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.
Book a meeting
Thirty minutes, no pitch deck.
Tell us where your company is today and what Brazil would need to look like. Write to contato@vialara.com.br and we find a time that works across your time zone.
- Emailcontato@vialara.com.br
- LinkedInlinkedin.com/in/laradubugras
- LocationSão Paulo, Brazil
Vialara Business Consulting has operated as an independent consulting company since 2006.