Computer hardware manufacturer

Increase computer hardware sales to SME

Due to intense competition, hardware sales were declining despite high quality products being on offer. A variety of other problems meant that customers disliked having several different support contacts.

Discover a new sales channel to avoid competition instead of fighting it, and develop that sales channel by establishing a partner programme.
The partners, i.e. niche software companies, serve as a single point of contact that is able to offer complete solutions to the end customer.

The software companies were able to offer complete solutions to the end customer, benefiting from the support of a large hardware manufacturer, who in turn had access to a new customer base.