Software Company Enters the UK Market Through a Strategic Alliance
Targeted market research, an industry showcase and one-to-one meetings led to a strategic alliance with a UK partner.
The Challenge: Turning UK Potential into a Clear Market Entry Route
A mid-sized provider of software solutions and consultancy services, part of a large privately owned group, wanted to explore opportunities in the UK. Participating in a part-funded export programme, the company needed reliable market intelligence, a focused partner profile and direct access to relevant decision-makers.
Understanding the UK Opportunity– The company needed evidence-based insight into opportunities in IT and telecommunications, particularly for cloud-based business process solutions.
Identifying the Right Route to Market – Clear partner requirements and selection criteria were needed to determine the most suitable channels, customers and resellers.
Reaching Relevant Decision-Makers – Entering the market required direct access to prospective customers, resellers and influential industry stakeholders.
From Market Intelligence to Targeted Introductions
Europartnerships designed and delivered a structured market-entry program combining targeted research, industry exposure and direct business development.
- Client profiling and definition of partner-search criteria
- Analysis of cloud-based business process solutions and routes to market
- Industry showcase in London to present the company’s products and services
- Engagement with 60 invited policy makers, industry representatives, software companies and resellers
- Support through the partnership and agreement process
- Two-day program of individual meetings with prospective customers and resellers, accompanied by a senior Europartnerships adviser
The Result: A Strategic Alliance and Clearer Route to Market
The program resulted in a strategic alliance with a UK partner. Through the London showcase and targeted meetings, the company also established relevant contacts with prospective customers, resellers and industry stakeholders.
The process gave the client a stronger understanding of the UK market opportunity and the most appropriate channels for its software solutions and consultancy services.
Key Results
- Strategic alliance established with a UK partner
- Products and services presented to 60 invited industry guests
- Direct meetings held with prospective customers and resellers
- Relevant UK market contacts established
- Clearer understanding of the opportunity and routes to market
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