Case Study #2

Organization:

PC Syscom, Inc.

Objective:

Increase product revenue for a channel partner in an undeveloped territory through a defined set of channel management strategies and tactics.

Results:

• In one year, doubled the revenue of a channel partner who resided in a territory that was never fully developed by previous channel managers by:
  - Providing leads when in the past there were few.
  - Working closely with partner on their customer leads.
  - Advocating the channel partner to the factory as one of the best.
  
• PC Syscom was able to close and retain an impressive customer list with such organizations as Minolta, Dartmouth-Hitchcock Medical Center, Dresser-Rand and Maersk.
• In 2001, PC Syscom placed fourth in product revenue out of 25 channel partners.

Methodology:

How did we do it? Contact us now to find out.