Case Study
Explosives Detection & Indirect Sales Development
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Project Overview
As an industry newcomer, our client was weighing how to best position their product among sales partners and end customers for the EMEA market. We helped them refine go-to-market tailored to regiona lobjectives and build out a network of trustworthy and qualified partners.
Client Profile
Client
Anonymous
Business Type
Explosive and Narcotics Trace Detection System
Client Location
North America
LAM LHA ADVISORY
- Indirect sales channel readiness assessment & roadmap development
- Collateral and documentation build-out support
- Indirect sales partner outreach and channel development
- Establishment of new service and maintenance partnerships for existing footprint in the region
- Indirect channel management and training
Key Outcomes
- Signed 8+ agreements with distributors active in the EMEA zone
- Secured demo and trial with local aviation authority & local partner
- Identified paid partnership and identified service partner to grow footprint with existing client
Technical specifications and a complex regulatory framework can make it extremely difficult for smaller security companies to grow in a fiercely competitive market. They need solid local sales partners, and we’ve helped our client find them.
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