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Vendor channel engagement support to increase market visibility

Tag: vendor channel engagement

Vendor channel engagement support to increase market visibility

Vendor channel engagement support to increase market visibility

A leading Australian electrical services company was seeking vendor channel engagement support to expand its relationship and leverage their investment in valuable vendor certifications with electrical automation and energy solutions skills with Schneider Electric solutions. They have access to one of only three certified industry senior assessors who has extensive consulting experience in the field as part of the team.

They have had limited sales and marketing resources to reach out and grow the business with a go to market plan in this line of business for reaching larger businesses without the support of the Schneider Electric partnership and channel engagement.

Current Situation

Alchemise understood their business requirements and financial forecasting for this line of business. A brief review highlighted that they were underprepared for going to market with marketing strategy, collateral and positioning in the target markt for their capabilities.

There was no formal presentation with company marketing capabilities and value statement.

Alchemise Consulting Recommendations

After some initial consultation and a brief few days working with this electrical services client, we promptly uncovered the business support challenge for the client’s marketing preparation was there was no clear value proposition or formal marketing presentation material to prepare and present to Schneider Electric, and we identified that vendor engagement support was key to progressing the situation.

We held an internal workshop and agreed on the pitch deck and presentation agenda of which we prepared in a corporate format to Senior Management at Schneider Electric and marketing funding model for a joint campaign to request support for.

Outcomes

We helped the client successful prepare a highly professional channel engagement presentation and team based approach with clear roles and team engagement to articulate the value to Schneider Electric Channel General Manager of the Tier 1 Channel partner capabilities, value added offerings and highlight their market differentiation. This kicked off a recognition of why the vendor and channel partner should work closer together and be considered for marketing campaign support funding to generate new business sales and services. We achieved the objective of raising the internal awareness within Schneider Electric teams to provide leads and referrals to our client for their specific, specialized experience, investment and expertise available in the marketplace. Mutually this could help both companies elevating their ability to engage and add more value with focus on their corporate and enterprise client base.

If you are needing vendor channel management support or business development support, contact Alchemise Consulting for an obligation-free discussion.

Posted on June 1, 2017February 24, 2020Author Chak NgCategories *Business Owners and Directors, *Sales and Marketing Managers, Case Studies, Lead Generation, Sales & Marketing StrategyTags Schneider Electric, vendor channel engagement, vendor channel management, Vendor Channel Partner, vendor channel support
Discovering Cultural Differences – Business in Asia

Discovering Cultural Differences – Business in Asia

 

During my recent first foray into the Asian business environment, specifically an industry exhibition/conference in Singapore, there were several aspects of ‘doing business’ that stood out and contrasted my Australian, western experience. I have visited the region before, but to visit with a business purpose and mindset is very different to a tourist experience, and I’d like to share some of my reflections for those who haven’t yet travelled abroad for business.

As with travel anywhere, I experienced some cultural differences in how people interact with one another on both a personal and professional level, and I might also note here that there isn’t as obvious a distinction between the two as there is in western business culture. From the first meeting, there is an emphasis on the greeting and exchange of business cards, and this gracious display serves to set a tone for any future interactions. Upon later reflection, I realised that the culture and practised etiquette isn’t merely influencing how business is done, it is the way business is done. It carries through from that first point of contact, through meetings and negotiations, and outside of hours.

It is clear there are also significant differences in communication styles, looking beyond language. Conversations with local business people in Asia are less direct and firm than those from a western background, and would take some conscious adjustments to ensure that you are (particularly when asking questions) communicating in a way to elicit the response you require, rather than just an acknowledgement of your query. Yes/no responses are not easily delivered, with “yes” more tending to signify acknowledgement and listening as opposed to an agreement or commitment. A “no” response might be considered almost offensive or subordinate, as there is more consideration of individual’s feelings and thoughts than there would be in a western environment, where there is a more black and white divide between personal and professional spheres.

The blending of personal and professional also extends beyond the formal working day, to the seemingly demanding after-hours work of networking – either entertaining or being entertained most nights a week. There was very much a sense of ‘it’s who you know, not just what you know’ prevailing in discussions, which on a practical level equates to frequently going out and engaging with colleagues, acquaintances and others in the industry. It is easy to imagine western expatriates becoming burned-out quickly with these sorts of demands on their (what would have been considered personal) time. That said, there’s no question that connections formed and fostered in casual settings could certainly be of benefit in both the short-term and long-term either for personal growth and mobility, but also to stay up to date with who is working where and which companies are working on what sort of projects, and so on.

Of course there are several more aspects to doing business in Asia that differ from the western experience, but the one overriding similarity is the dedication to success and achievement. While the concept of ‘hard work’ might present differently between Australia and Asia, the end goal is a common one, and being aware of subtle differences and challenges that can influence interactions will help to calm the waters and keep everyone content.

For anyone seeking to grow their business and expand into the Asian market, preparation and market readiness is key to your success, and understanding the cultural nuances and practices of the local environment from the outset will position you strongly.

Our team at Alchemise Consulting can assist you and your company with your new market entry and expansion into the Asian market, from initial feasibility discoveries to creating and sustaining a productive local presence. We can also offer you more detailed guidance regarding the unique cultural practices and etiquette where it differs to the Australian business environment.

Feel free to comment, follow our Company Page if you liked this post or contact me to discuss any specific needs. 

www.linkedin.com/company/alchemise-consulting

Posted on August 16, 2016February 24, 2020Author LeahCategories *Business Owners and Directors, *Sales and Marketing Managers, Go-To-Market & New Market EntryTags business differences in Australia and Asia, business sales consulting, lead generation, Marketing and Sales Consulting, New Market Feasibility, Sales and Marketing Strategy, Sales profits, sales ROI, vendor channel engagement
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