Success
Success Stories

Find your perfect-fit partner with a partner scouting framework

Escalent gave us a well-structured program that yields immediate benefits and outcomes. We particularly enjoy Escalent’s tailor-made solutions. Their efforts to understand the customers' needs are both refreshing and welcome. Their research capabilities and fast turnaround are truly impressive, something we could not have achieved in-house.

Business Issue

Even if you’re a prominent player, finding the right partners to take your product to market can be a struggle. Such was the case for a leading global manufacturer of filtration systems. They relied heavily on a network of distributors, resellers, and service agents for new sales. The challenge was that their network was not growing, and they had insufficient new partnerships in recent years. Anecdotes informed the few that did happen.

We knew from the onset that each right association instantly contributed to the top line, while a wrong match was a considerable loss of opportunity and resources. Thus, the risk and return were both high—the kind of challenges we like!

What We Did

Using our partner evaluation framework, we started by defining what success meant for this client. The framework is not a one-size-fits-all approach. First, we sat down with the product line leaders to identify the success factors of their existing partnerships. Next, we identified measurable attributes for each of the success factors. We then adjusted our framework for client success and went on a comprehensive, yet focused, hunt to collect the required intelligence.

Escalent identified and evaluated hundreds of companies in under two weeks. We even spoke to select prospects on their willingness to join our client’s network. The outcome was a targeted list of partners and a clear understanding of each partner’s relevance and potential. We packaged the results into a dynamic tool to help management re-evaluate the companies based on any shifting priorities.

Result

Our client quickly sprung into action. Within a few weeks, they had an impressive list of candidates. They soon found best-fit partners and started onboarding. Following the success of this initiative, we also applied the solution to the other product lines.

Escalent’s partner scouting experts can help you find your perfect fit.

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