e-comeleon Case Study
Domestic Market Development

The Client
e-comeleon is a company that serves the rapidly-evolving, multi-billion dollar global market for “ultra-customized” business and consumer products. The company's revolutionary process for applying full color images onto three-dimensional objects offers the promise of unrivalled competitive positioning for its partner-base of business and consumer product manufacturers.

The Challenge
A start-up based in the United Kingdom, e-comeleon was virtually unknown in the United States and lacked the marketing and sales bandwidth to quickly reach out to prospective partners. With an investor road show imminent, e-comeleon required immediate ammunition they could leverage to ensure a successful road show: Partner commitments; Market validations; and briefings to ensure maximized funding.

The Pentonian Solution
Given e-comeleon's channel sales model, Pentonian targeted companies who could instantly validate markets and drive significant incremental revenues. This target market for partners included the top ten players in the PDA, laptop, wireless and MP3 markets. “From day one Pentonian hit the ground running,” says Kevin Murtaugh, Vice President of Sales for e-comeleon, “and guaranteed exposure of our opportunity to the top companies in the industries we were targeting. Pentonian executed a comprehensive marketing campaign that effectively compressed our sales cycle from six months to about 4-6 weeks.”

The Results
To date, Pentonian has produced 16 interested partners, each representing more than $3 million in annual sales for e-comeleon. “Thanks to Pentonian and their ability to generate these opportunities, we are well-poised for a second round of funding. While we've reached capacity to effectively manage and nurture these relationships, we have secured a longer-term commitment with Pentonian's, so we can use them when we're ready to begin penetrating new geographies and markets,” says Murtaugh.

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