Many companies see the route to international expansion as a straight choice between having your own employee or sales office and using a contract sales company or distributor to acquire customers.
The first option is expensive, complex and burns cash long before results are achieved.
The second brings sales, but you don't own the customer relationship.
The second brings sales, but you don't own the customer relationship.
In-sourcing enables you to exploit the benefits of having your own sales resources, using your systems and timetables, but with the costs of a third-party structure.
Qupact's web application, dataPACT is available for all our clients to use within their business. However, we also use it to execute channel development programs on behalf of clients.
In these situations, we charge a fee to develop the RTM strategy in conjunction with the client and we then implement in full, right through to delivering continuing sales, against pre-agreed targets.
Our approach is methodical and thorough because we do everything within the application. The client has full visibility of progress, successes and achievements in real time.
In these situations, we charge a fee to develop the RTM strategy in conjunction with the client and we then implement in full, right through to delivering continuing sales, against pre-agreed targets.
Our approach is methodical and thorough because we do everything within the application. The client has full visibility of progress, successes and achievements in real time.
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A well thought-through multi-tier, route-to-market strategy enables you to access more customers without causing conflict between channels. If you execute this properly, the partners you choose will complement one another and deliver far greater customer awareness than a single channel.
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Databases provide lists of companies but they don't really help you to understand who's dealing with whom. Using the Market Mapping tool in dataPACT, we build a picture of the market and identify the relationships between suppliers of competing and complementary goods and services with the various channels that have access to our target customers.
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dataPACT provides standard templates for competitors, complementary suppliers and potential partners to be profiled and evaluated. These can be exported from the application as a single page, A4 PDF file, to be shared with colleagues who may have inputs into channel partner selection decisions.
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Clients can choose the parameters of their products - technical and commercial - that they wish to feature in detailed competitive analyses. We will then carry these out in an impartial, objective way. Then, users can call up products and suppliers (much like a comparison website) on desktop or mobile devices for instant comparisons.
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Making an initial business case to a potential channel partner that will get you a meeting is a critical task. Get it wrong and you can destroy your chances of even having a meaningful conversation. dataPACT provides templates and a tool to facilitate this. The result is a native-language, two-page, compelling business case that any target partner will be able to read and respond to in a matter of minutes.
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To see a demo of how the dataPACT system works, just register here
Check our frequently asked questions