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PARTNER ACQUISITION
LOCATIONS COVERED
APAC
WHO & WHAT
Telstra was looking to develop a networking partner ecosystem in Hong Kong. There was a need to identify a small number of partners who could sell connectivity in referral or possible resale modes of engagement.
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We helped Telstra by profile prioritizing and engaging the right partners for expanded sales and services.
HOW
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A relevant universe was defined, built, and segmented.
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We evaluated different partner business models, competency, and market reach.
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Weightenings were given to each of the factors, depending on the importance in the evaluation and priorities.
New ISV Partners Recruited
PROFILE REQUIREMENTS
The key commonalities of the forty prospects for the Telstra partner identification project result in the following profile:
Medium and large sized companies with regional presence
Mid and high end customer base
More than ten years experiences in business
Regional customers across all vertical industries
Mainly no partnership with cloud service providers
Mainly no partnership with any hardware vendors
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