Case Studies Main Text


Automotive Component Supplier

The Brief

This UK-based manufacturer of automotive clamps appointed Intralink to initiate sales in China as a way to underpin an investment in a local manufacturing facility.

The Approach

The company understood that to develop a long-term and sustainable business in China it needed to localise its manufacturing, but to justify the investment it needed to secure local customers. Over a period of two years, Intralink approached the leading manufacturers of turbochargers while at the same time assessing the strategic and partnership options to localize manufacturing.

The Outcome

Intralink helped the company to conclude a joint venture with a local manufacturer near Shanghai, but not before securing commitments and orders from local customers worth over 15 million dollars. In so doing, we were able to substantially reduce the client's risk in investing in its Chinese manufacturing operation.


Medical devices

The Brief

Japan's leading manufacturer of wound care and ostomy products appointed Intralink to assess the opportunity for its products in China and to develop a channel strategy through the appointment of a master distributor.

The Approach

Intralink focused on China's largest cities and met with senior managers inside competitors, distributors and hospitals to deliver an in-depth analysis of China’s ostomy market. At the same time, we identified and evaluated potential channel partners for the client in Beijing, Shanghai and Guangzhou.

The Outcome

Intralink managed the negotiations with the preferred channel partner, successfully concluding a distribution agreement. The final agreement included sales targets, a commitment by the partner to marketing spend, and roll-out schedules for the company's products. Intralink continued to manage the relationship with the partner till the client was ready to assume direct control.


Telecoms patent owner

The Brief

A UK-based patent owner appointed Intralink to manage its licensing programmes in Japan through the non-litigious enforcement of its intellectual property rights.

The Approach

Intralink worked to identify and qualify potential licensees and to prepare the essential collateral before engaging the target companies. Intralink secured meetings with senior managers at the IP departments of these companies, presented the relevant claims charts, and managed all aspects of the "licensing cycle" through to deal closure.

The Outcome

Over a period of several years, the patent owner successfully concluded fully paid-up licence agreements worth many millions of dollars with some of Japan’s best-known companies, including NTT, Fujitsu, Hitachi and NEC. Intralink has secured similar deals for many of its other IP-related clients.


Automated Retail

The Brief

This global leader in automated retail (unmanned stores) appointed Intralink to develop and execute its go-to-market strategy for Japan.

The Approach

Intralink engaged local realtors, shopping mall operators, brand owners, service providers and system integrators to gauge interest and to establish the critical success factors. From that, we developed a business plan which included a short-list of target customers and partners.

The Outcome

Within three months the company was able to conclude agreements with partners to locate shops in high-traffic locations such as airports, railway stations and shopping malls, underpinning a longer-term investment in a local team and entity. It has since expanded its business throughout Japan.


Advanced manufacturing

The Brief

This European manufacturer of automotive suspension components tasked Intralink with licensing its advanced manufacturing process to a tier-1 supplier in Japan.

The Approach

Intralink engaged the leading suppliers of rubber and polymer suspension components in Japan while at the same time creating “pull” for the client's technology by talking to key influencers inside the Japanese carmakers. Within six months, Intralink had secured evaluation agreements with three potential licencees to test and validate our client’s technology.

The Outcome

The client successfully concluded an agreement to sell finished components to one of the three potential licensees, and later secured a license and supply agreement under which the Japanese company adopted the client’s advanced manufacturing system and purchased its unique microcellular polyurethane material.


Alkaline Fuel Cell Developer

The Brief

This British company tasked Intralink with securing the first commercial deployment of its industrial alkaline fuel cell technology.

The Approach

Intralink set out to understand the structure of the Korean fuel cell market, the competitive landscape, and the regulatory and policy environments. In consultation with our client, we then devised a strategy for Korea that differed from the client’s approach in other markets. We identified and built relationships with customers, partners and key stakeholders to raise awareness of the technology and drive its commercialisation.

The Outcome

Intralink secured a deal with two reputable local partners to build a 50MW fuel cell plant in Daesan, Korea. The project will be rolled out in stages and, once completed, is expected to generate revenues of approximately US $1bn over twenty years.


US SEMICONDUCTOR COMPANY

The Brief

This US-based fabless semiconductor company appointed Intralink to take over from their existing team in Japan, raise flagging sales and execute a strategy to introduce new products into the market.

The Approach

The company's existing Japan team were unable to develop the opportunities in new target sectors. Intralink adopted a "carte blanche" approach, engaging existing and prospective customers in the mobile phone and other sectors. In parallel, we assessed their channel strategy by auditing the company's existing reseller partners.

The Outcome

Over a period of two years, Intralink helped the client secure multi-million dollar licensing deals with Japan's leading mobile handset manufacturers. At the same time, as part of its longer term strategy, we worked with the company to appoint a new reseller and local sales and technical support team.


UK-based software provider

The Brief

This UK provider of cloud-based educational software was making very slow progress with its appointed partner in China, and tasked Intralink with understanding the status of activities, the capabilities of its existing partner, and alternative routes to market.

The Approach

Intralink first understood the client’s value proposition, establishing its key criteria for partnership including size, reach and complementary products. Operating as the client’s China office we drew up a target list and met with of a broad range of potential partners and other industry players in order to get a proper understanding of the level of opportunity, most suited partners and the right ongoing strategy in the market.

The Outcome

We quickly discovered that the existing partner was not proactively driving the initiative and lacked the capabilities to properly represent the client in this market. We then honed into a shortlist of the most suitable partners, and after arranging an in-country visit for the client, helped them secure a seven digit deal including limited exclusivity over a three year period.


Programmatic advertising solutions

The Brief

This UK developer of programmatic advertising solutions was working remotely with one of Korea's largest consumer brands. However, it recognised the need for a local presence to build its profile in the market and engaged us to act as its Korea representative office with a view to driving its business on the ground.

The Approach

Each Korean agency is closely linked to its own “chaebol” and it was important to navigate the path between commitment to existing customers, while maintaining distance from any particular conglomerate. Intralink engaged with the in-house marketing departments, ad agencies and media reps to present the value proposition while building an understanding of the market dynamics and right on-going strategy.

The Outcome

Intralink created pull in the market by evangelising within the brands and agencies, while securing a strategic partnership with a specialist marketing agency. This enabled the company to secure a local foothold and gain traction without being tied to one particular chaebol or market vertical. The company went on to be acquired by a global media organisation.


Embassy of G8 country

The Brief

This Embassy asked Intralink to arrange and host a promotional seminar and investment matchmaking session on behalf of multiple municipal economic development agencies that were to visit the region. The objective was to assist in raising the country’s visibility through targeted investment outreach.

The Approach

Intralink spent time with the Embassy and municipal agencies to understand the value proposition and agree key target criteria. Based on this we identified a long list of several hundred potential investors across multiple sectors, and through a series of calls and meetings honed into a final list of qualified companies to invite to the seminar and attend relevant B2B meetings.

The Outcome

Intralink secured 75 attendees and arranged over 100 B2B meetings – twice the agreed target. We had 5 team members at the event overseeing logistics, facilitating translation, and providing commercial guidance to lay the ground for revenue-generating engagements.


UK-based global retailer

The Brief

A UK-based retailer, which was already established in 22 countries, appointed Intralink to assess the opportunity and develop its strategy in Korea, including the identification of suitable franchise partners to build the business and grow the brand.

The Approach

Intralink’s team in Korea met with many local retailers, brand owners and mall operators, concluding that the country represented a significant opportunity. A number of prospective partners were shortlisted, including a Seoul-based manufacturer of an award-winning toy brand. They presented a compelling business plan and demonstrated a deep appreciation of the client’s core brand values and heritage, making them the obvious choice.

The Outcome

The result was a formal agreement, signed at the Seoul residence of the UK Ambassador, to create 20 stores in Korea over the next five years, with first outlets scheduled to open within 12 months.


Sigfox

The Brief

Sigfox, the world’s leading provider of global communication solutions powering the Internet of Things (IoT), appointed Intralink to support the growth of its business in Asia. The mission was to identify and secure a local partner that could effectively roll out Sigfox’s ultra-narrow band network.

The Approach

Intralink drew up a long list of potential targets and identified a number of promising candidates. Each company was bidding to be the local Sigfox Network Operator, and our task was to articulate the Sigfox value proposition while ensuring partners met the key criteria. It soon became clear that KYOCERA Communication Systems Co., Ltd (KCCS) ticked all the boxes in terms of size, experience, resources and infrastructure.

The Outcome

The result was the announcement by Kyocera of a nationwide roll-out of the Sigfox network in Japan – the world’s third largest IoT market. Work to roll out the network began in central Tokyo with the intention to extend coverage to 36 major cities around the country.



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