Case Study
Market and Product Evaluation + Distribution vs Direct Sales Project
Need: Our client, an international diagnostics company, has a multi-year distribution/licensing partnerships with leading distribution partners. The client company was not satisfied in sales results generated by a large partner. Sought advice as to the causes of results as well as insight into next steps.
Approach: Sprout member with qualifications and specific sector experience matching the company was engaged. Given Advisors senior experience and connectivity into senior stakeholders, had superior knowledge of who to contact and access to do so. Advisor conducted interviews of customers, key opinion leaders and partner’s management and sales teams. Interviews assessed product configuration, pricing, competitive positioning and partner’s sales incentives and sales process. Advisor completed a concise review of product composition, competitive analysis, partner execution, and pricing. Advisor identified multiple action points to improve upon sales and partnership.
Results: The results of the engagement was a roadmap that identified issues in execution, substantive product configuration modifications and recommendation on negotiation end-points with future distribution partners. Client had a far more informed negotiation position using the roadmap provided by Sprout member that aided ongoing distribution models.
Contact Us
"*" indicates required fields