European ECM vendor

Project 1 - Smart channel qualification

Background

This European company was a pioneer in Enterprise Content Management and Collaboration software. It had offices in Germany, US and UK and distributors elsewhere including Asia Pacific. Its regional distributor was based in Sydney, was small and under-resourced. The company had:

• no local reference sites or local track record
• no sales tools suitable for the Australian market
• a basic website
• no salespeople
• limited pre-sales resources and budget
• several large established US competitors
• resellers who were commission-based single operators working from home.

Challenge

To launch the product in Australian market; to engage the European vendor in the region; to create a defendable niche in the market to support sustained regional growth.

We consulted overseas references and local key opinion leaders for objective product feedback. We recommended:

• re-positioning the product with a European flavour to deflect competition
• networking to access key prospects, rather than cold calling
• appointing established resellers with market traction, internal sales and pre-sales resources and complementary products.

We:

• rewrote all marketing materials including website content
• wrote prospecting scripts, demonstration scripts and partner acquisition tools
• used them to qualify key prospects and potential resellers.

Solution

Using  LeadMAX  methodology we consulted overseas references and local key opinion leaders for objective product feedback.

Results

In 8 weeks:

• We progressed 5 major prospects to demonstration phase
• we confirmed a national reseller which had >300 people across Australia
• we partnered with this reseller on a major government tender.
• the company was the short-listed favourite to provide software and services to the largest cyber-school in Australia.

Feedback

“One of the main reasons we took it on was because of the clear business case and market opportunity that Technoledge presented to us”.
Business Manager, National IT services provider

Back to CLIENTS