Channel Partner profiling
Sector | Manunfacturing & Construction
— Target countries –Singapore , China, India , Indonesia & Philippines .
— Majority of information was gathered through secondary research .
— Information gaps were filled through primary research by interviewing owners/decision makers.
— Channel partners with Gold membership were profiled who generate at least 70% of their annual revenue from client’s brand .
— Target Si/VAR were profiled with primary focus of their business towards mid-sized enterprises (employee size ranging from 500-999) across Financial services (Tier -2 banks , stock brokerages etc.) , Manufacturing , Logistics , Hospitality , Education, Government , Media & Gaming , Healthcare and Retail.
— Profiled 500 companies
Phronesis assisted the client in identifying and developing the database of key channel partners and conducting comprehensive profiling .
Information covered during the research included Company name , Homepage , profile of key decision makers , ownership , headquarters , revenue , estimated revenue split as product vs. services , average company margins , employee size (broken down between sales and technical staff ) , number of offices & partners .
Key topics like geographical areas served , year established , vertical industry focus , classification between pure hardware seller and SI that resells hardware etc , company history , fiscal year end , competitors and sharing of wallet information were also explored during the research.
The client was able to shortlist major channel partners and used the data to execute follow up research to understand the current challenges and issues faced by them to promote clients brand in the Asia Pacific market.