One of the UK’s leading interactive educational software developers appointed Intralink to assess the opportunity for its products in China and to develop a channel strategy through the appointment of a master distributor.
Intralink set out to understand the structure of the Chinese educational software market by meeting with our client’s potential customers (international schools), competitors and additional ecosystem stakeholders. At the same time, we identified potential distribution partners in each region, and benchmarked these per criteria set out in consultation with our client.
After arranging meetings on behalf of our client with the short-listed potential partners, Intralink managed the negotiation with the preferred distributor, successfully concluding in a distribution agreement. The final agreement included a product localisation plan, sales targets and a commitment from the distributor to hire a team dedicated to driving our client’s business in China.
Intralink continued to manage the relationship with the partner and assisted in ramping up the business in China until the client was ready to assume direct control.