Case Study
SAAS Provider & Market Growth in Aviation
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Project Overview
As an up-and-coming software provider in the aviation security domain, our client lacked the business development resources typically available to larger OEM providers. We assisted them in refining their business development strategy and supported them in identifying strategic sales partners interested in distributing their solution.
Client Profile
Client
Anonymous
Business Type
Software as a Service
Client Location
North America
LAM LHA ADVISORY
- Conducted in-network outreach to gather feedback on our client’s product and to test their business development approach
- Engaged with distributors and resellers active in the EMEA region to identify relevant partners
- Participated in relevant trade shows to enhance our client’s local presence and ensure strong commitment from sales partners
- Identified lighthouse opportunities and engaged with end customers regarding initial pilot opportunities
Key Outcomes
- Secured multiple partnership deals, which have led to direct product presentations with valuable end customers
- Client concluded pilot with large aviation player, resulting in more thorough view of requirements and market approach
It can be challenging for smaller aviation security newcomers to navigate the maze of global distributor networks. We have enjoyed working with a software company to build and refine an approach to indirect sales, market-specific messaging, and go-to-market.
Richard Siegwald
Director, LAM LHA Black
