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Case Study SaaS

Business Partner Search

Software House

Value Added Resellers

Northern Europe

 

Brief

An international and well-respected software house that had just secured substantial Private Equity funding approached us to help them identify Value Added Resellers (VARs) for their products and services in new markets.

Whilst new markets for our client, the Nordic countries we were asked to target were already sophisticated and mature and a new entrant would be up against some stiff competition from the established players.

We were to take a region-wide perspective and, ideally, secure a VAR with complementary capabilities and a strong reputation in the relevant sectors.

 

Approach

We undertook extensive research and analysis of the markets in all four Nordic countries, including taking references and recommendations from a broad but representative cross-section of the likely customers for the products and services our client could provide to them.

We made discrete approaches, under Non-Disclosure Agreements, with carefully targeted representatives of the business our client might wish to partner with.

 

Outcomes

We identified a number of VARs for our client.

Not only that, they were sufficeintly impressed without process and thoroughness that we have subsequently been engaged on Executive Search work for them too.

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