When a rapidly growing WCM software vendor started to plan their UK expansion, RHS with its in-depth knowledge of UK partner networks, was the natural choice to help.
When a rapidly growing WCM software vendor started to plan their UK expansion, RHS with its in-depth knowledge of UK partner networks, was the natural choice to help.
As the leading supplier of Microsoft based web content management systems in Scandinavia, our client’s next step on their growth plan was to enter the UK market. The client’s go to market strategy was 100% indirect sales through a partner network of web site developers. The partners are classified between top tier and others on the basis of sales achieved over the previous twelve months.
Our brief was to introduce the client to ten potential partners with a broad spread of vertical and geographic markets.
Initially we worked with the client to define precisely the criteria that made for a successful partner. This enabled us to be more precise in targeting those partners that are most likely to be a good match to the client’s needs.
Having done this, we conducted primary research in the UK web content development community. As a result of this, both a short list and a long list of potential partners were identified.
It was agreed with the client that the best approach to the partners would be for us to organize a couple of UK tours for the Director who was responsible for expanding into the UK to meet potential partners and demo the software.
To enable these tours to take place we identified the relevant decision maker in each target partner, initiated contact on behalf of the client, and presented the client’s value proposition to them and arranged a meeting.
Over the course of two three day visits to the UK, we accompanied our client to ten meetings as requested in the original brief.
We also provided the client with full details of companies they did not visit, but that we had identified.
As a result of our work the client now has an extensive network of partners in the UK, with 50% of their top tier partners being companies we identified in this initial project.