Business Management & Operations Case Study 05
Please read the following case study outlining our business management & operations service delivery to a global Knowledge Management (KM) enterprise software vendor.
A global KM enterprise software vendor required a low risk, outsourced business model for entering the Japan market. StrategyCore business development and corporate advisory provided partner & operations management services to the client, acquiring the right to market, distribute and introduce distributors or end-users of the client software products in Japan. This resulted in early market adoption of client products and launch of the client business in Japan.
A world leader in enterprise search, classification, and discovery technologies, the client had previous experience selling its technology in Japan. Without effective local Japanese representation, the client was unable to further develop its business and had been looking for an appropriate partner to assist with business development and sales. StrategyCore approached the client directly to discuss a partner & operations management solution whereby the client would outsource its management of all partner (distribution and end-users) and operations (human resources, infrastructure) in Japan.
Like most clients, the need for achieving maximum early revenues, ensuring high ROI from business development and any Japanese product localization costs was important. Developing a local sales team with suitable reach into multiple end-user targets would also prove difficult. The client also wanted to fully leverage the competitive advantage of its' Japanese products by tapping into a local consulting organization's distribution contacts and sales expertise. Forging critical partnerships and relationships with system integrators, OEM's and distributors takes many years to develop.
The client and StrategyCore finalized a representative agreement. We began by developing a Japanese language marketing kit used for business development and sales purposes. Leveraging our experience of selling software to the Japanese system integration, OEM, and distributor communities, we started to make direct contact with prospective distributor and end-user targets. Within the first six-months of project commencement, many executive introductions were made to the client. To appeal to market interest, StrategyCore held a training event for prospective partners and end-users to learn more about the client, its capabilities, and products. A large OEM became seriously involved with evaluating the client product and business model, visiting client headquarters and end-user references.
The large OEM bought the KM solution and launched a new Internet business for their domestic operations. Development of the beta site in Japanese was a success, and the OEM is now considering additional internal and external deployment opportunities. Together with end-users, StrategyCore is assisting the client in developing additional commercial applications. StrategyCore has been able to accelerate sales of client products, manage partner relationships, and assist with operational development in the world's 2nd largest software market. StrategyCore is now assisting the client with additional partner search activities in South Asia.
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