Global Information Technology Company

Business Development Consulting and Operational Services Engagement

Situation and Business Problem to be addressed:

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  • Desktop computing product line business in Latin America, including channels of distribution, needed to be re-energized, and an initiative for large corporate customers established.
  • Due to a recent acquisition, the combined product lines needed to be rationalized into a single product offering and roadmap.
  • The revitalized product line needed to be transitioned into the business group responsible for Latin America.

Group Lamerica approach and solution:

  • Visited and assessed 1) current major channel partners for Brazil, Mexico, and Miami, and 2) potential new channel partner candidates in Mexico, Chile and Peru.
  • Assessed market opportunity for desktop computing product line; prioritized countries for growing and expanding sales, and developed business and marketing plan framework.
  • As master sales representative, took direct responsibility for working with channel partners and selected large, in-country corporate customers to increase product line sales.
  • Lead efforts to define combined product line and roadmap for Latin American market.

Results

  • New distributors established in Chile, Peru and Mexico.
  • Generated $250,000 of client revenue in three months.
  • Product line restructuring recommendations approved and implemented by client.
  • Identified in-country manufacturing partner for client in Brazil.
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