Case Studies Main Text

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.

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