European ECM vendor
Project 1 - Smart channel qualification
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:
local reference sites or local track record
sales tools suitable for the Australian market
pre-sales resources and budget
large established US competitors
who were commission-based single operators working from
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:
the product with a European flavour to deflect competition
to access key prospects, rather than cold calling
established resellers with market traction, internal
pre-sales resources and complementary products.
all marketing materials including website content
prospecting scripts, demonstration scripts and partner acquisition
them to qualify key prospects and potential resellers.
Using LeadMAX methodology we consulted overseas references and local key opinion leaders for objective product feedback.
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.
“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