Japan-centered market development for technology companies

Build the market and the right organization as the opportunity develops.

Night view of Earth from space with city lights in Japan and the United States connected by a glowing arc across the Pacific.

JST Standard helps organizations develop business between Japan and North America through Japan-market expertise spanning strategy, business development, partnerships, sales, marketing, localization, PR and communications. Build market knowledge, relationships and commercial momentum while shaping the right long-term approach.

Discuss your Japan plans See how we help
  1. StrategyWhere to compete, and how
  2. PartnershipsSIs, resellers, platform partners
  3. Business development & salesEnterprise relationships, opportunities and commercial development
  4. Marketing & localizationMarket positioning, native-language content, translation and production
  5. PR & communicationsMedia, executives, headquarters
  • Cross-functional experienceStrategy, enterprise sales, partnerships, marketing and communications
  • AI & enterprise technologyJapan market development across complex technology environments
  • Partner ecosystemsExperience developing systems integrator, reseller and technology partnerships
  • International executionCross-border programs spanning Japan, North America and international markets

Japan market development

Develop the market before defining the organization

Japan market development involves more than establishing an entity or translating existing materials. The right approach depends on the opportunity, the customer environment, the route to market and the capabilities the business actually needs. JST Standard helps clients understand those requirements, begin building the market and make more informed decisions about how the organization should develop.

  • Market strategy comes first

    Understand the opportunity, competitive environment and route to market before deciding how the local organization should be structured.

  • Routes to market vary

    Direct sales, strategic partners, systems integrators, resellers and other channels can play different roles depending on the technology, customers and market.

  • Commercial development can start early

    Partnerships, customer development, positioning and market-facing activity can begin while the long-term operating model is still taking shape.

  • Global and local execution need to connect

    Market development often requires coordination across headquarters, local stakeholders, partners and functional teams.

  • Localization goes beyond language

    Effective localization can include positioning, marketing, PR, sales and training materials, translation, production and the way those capabilities support the broader go-to-market approach.

What we do

Four ways JST Standard supports your Japan business

JST Standard brings together the commercial and market-facing capabilities organizations need at different stages of Japan-centered market development. Services can stand alone or work together as the opportunity develops.

  • Japan Market Strategy & Development

    Understand the opportunity, define how the market should be developed and build an actionable path from early validation through growth.

  • Partnerships, Channel & Business Development

    Identify, develop and activate the partners, relationships and commercial opportunities that can support growth in Japan and across Japan-linked business.

  • Positioning, Marketing & Localization

    Adapt positioning and market-facing communications for the audience and opportunity, including native-language marketing, translation, sales and training materials, and production.

  • PR & Executive Communications

    Build market credibility through PR strategy and execution, media relations, executive communications and coordination with local and global stakeholders.

A market-led approach

Match the organization to the opportunity, not the other way around.

A Japan opportunity does not always require a complete local organization at the outset. Market understanding, strategy, partner development, business development, positioning, marketing and communications can begin earlier, helping the company learn what the opportunity actually requires.

JST Standard provides senior cross-functional leadership supported by specialist capabilities in Japan when needed. Clients can begin developing the market, establish the right foundations and determine which capabilities should ultimately become permanent local functions as the business develops.

For organizations that already have Japan operations, JST Standard can also strengthen the connection between global strategy and local execution, support cross-functional initiatives and provide experienced market leadership where additional capability is needed.

Who we work with

  • Technology companies developing business in JapanAI, SaaS, enterprise software, cybersecurity, data and other technology companies evaluating Japan, developing the market, building partnerships or expanding an existing effort.
  • Global companies working across Japan and headquartersOrganizations that already have Japan operations but need stronger alignment across global strategy, local execution, partnerships, sales, marketing or communications.
  • Japanese companies developing business in North AmericaOrganizations building U.S. market opportunities, technology partnerships, commercial relationships, positioning or cross-border communications.

How engagements develop

  1. Understand

    Clarify the opportunity, market environment, customers and constraints.

  2. Validate

    Test assumptions with market research, prospective partners, customers and other relevant stakeholders.

  3. Develop

    Build positioning, relationships, partnerships and early commercial activity.

  4. Establish

    Put the appropriate market capabilities and operating structure in place as requirements become clearer.

  5. Scale

    Expand internal and external capabilities as the opportunity develops.

Portrait of Jason Sakata-Thompson

Who you work with

Led by Jason Sakata-Thompson

Jason Sakata-Thompson's career spans the commercial and market-facing functions organizations need to coordinate when developing international business: strategy, enterprise sales, business development, strategic partnerships, commercial and operational enablement, marketing, localization, PR and communications.

He has worked across Japan, the United States and Asia-Pacific with global enterprises, technology providers, strategic partners and multidisciplinary teams. That breadth informs JST Standard's approach: understand how the market should be developed, put the right capabilities in place, and build the organization around the market opportunity.

  • Native-level business Japanese; Japanese Language Proficiency Test Level 1. Advanced business-level Mandarin Chinese.
  • MBA, Thunderbird School of Global Management
More about Jason and JST Standard

Insights

Notes from Japan-linked enterprise work

All insights

Planning for Japan? Start with a conversation.

Tell us where you are: evaluating Japan, developing the market, or connecting an established Japan operation with global strategy. We'll suggest a practical next step.

Discuss your Japan plans