Quest Vision supported an overseas software company entering the Japanese market by developing system integration (SI) partners and establishing an OEM sales model. Over approximately three months, our support covered partner outreach through product training.
Client Overview (Anonymized)
- Industry: Business intelligence and data analytics software
- Headquarters: Outside Japan
- Target market: Japan
- Support focus: Establishing OEM sales through SI partners
- Duration: Approx. 3 months
Challenges at the Time of Consultation
The client wanted to sell its software in Japan through SI partners under an OEM arrangement. However, it had few connections with potential partners and needed to build a local network.
It also needed to explain the benefits of the OEM model to prospective partners and help them develop the product knowledge required to propose and implement the software themselves.
Solutions Provided by Quest Vision
Quest Vision selected and approached SI partner candidates suited to an OEM arrangement. We proposed and explained the sales model to help prospective partners understand how the collaboration would work.
We also delivered product training to partner companies, helping them acquire the knowledge needed to offer the software and support channel expansion.
Results & Outcomes
Partner development progressed, and the client established an OEM sales structure in Japan.
The engagement also enabled new service offerings in the Japanese market and built a foundation for ongoing sales through partners.
Client’s Request
The client wanted its products to reach Japanese customers under its partners’ offerings. Working from this approach, we defined the criteria for suitable OEM partners and used them to guide candidate selection.
Summary
Entering Japan through an OEM model requires partners suited to the sales approach and support that prepares them to offer the product. Over approximately three months, Quest Vision helped establish the client’s Japanese sales structure through partner development and product training.
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