Case Study |
| Customer Description: |
| • Small privately held VC-back company |
| |
| Industry: |
| • Software infrastructure |
| |
| Business Need: |
| • Develop OEM strategy for US development and large strategic accounts |
| • Identify, pursue and close OEM partners |
| |
| Key Challenges: |
| • Relatively unknown brand with newly launched product |
| • European company establishing itself in the US |
| |
| Strategies/Solution: |
| • Defined taxonomy to segment the OEM market |
| • Crafted value proposition tailored to each market segment and each strategic account |
| • Built a list of 120 target partners and pro-actively engaged with them |
| • Currently in active discussion to close some of these accounts |