Compliance ASP vendor

Project 3 - NZ Channel qualification

Background

This Australian company had developed a compliance-related service with relevance in government and major corporates. While the company was  negotiating with the 3 resellers we had profiled, qualified and brought to them as part of our second project,  the management team sought to expand its reseller base to New Zealand. As before, the company had:

• Limited sales and marketing personnel
• Limited time to prospect or travel to expand internationally.

It had the additional challenge of no personnel available for any type of representation or discussion with prospective resellers, as key individuals were overseas at the time.

Challenge

To  expand the reseller network to New Zealand, quickly and efficiently.

Solution

From Australia we:

• researched the market, competitors, distributors and resellers;
• developed a Business Case and full set of reseller engagement tools for the New Zealand market
• qualified 53 possible partners by telephone;
• raveled to New Zealand on behalf of our client and met with those with greatest synergy and potential
• progressed negotiations with highest potential resellers while our client was in the US.

Results

Within 4 weeks the company was in negotiation with 3 national resellers in New Zealand, each with:

• access to specific verticals of interest to our client
  market penetration in these verticals
  product synergy and internal resources to promote our client's service.

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