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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 VARs with complementary capabilities and strong reputations in relevant sectors.
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, to carefully targeted representatives of the business our client might wish to partner with.
We identified a number of VARs for our client.
Not only that, they were sufficiently impressed with our process and thoroughness that we have subsequently been engaged on Executive Search work for them too.