REVEAL
Case Study
International
Market Development
The
Client
REVEAL
is a product of O'PIN Systems Software Products Company.
O'PIN Systems is a privately held Bloomington, Minnesota
based corporation founded in 1985. O'PIN System's REVEAL
software is deployed at the enterprise level in a wide variety
of corporations and public institutions such as Pepsi
Cola, Hughes Network Systems, Health Systems International,
TransAmerica Financial Services, ST Microelectronics, the
State of New York, the US Department of Defense
and many medium as well as large companies.
The
Challenge
Having successfully served multiple industries domestically
for more than a decade, Reveal was ready to expand its international
sales efforts. While it had experienced noteworthy success
in the past overseas, Reveal wanted to establish a new breed
of partner that would serve as their beachhead in Europe
to jump-start its international sales initiatives. While
they had the vision and strategy, Reveal lacked the marketing
resources and level of international expertise to execute
an efficient search for their new partner.
The
Pentonian Solution
“Since it represents one of the largest markets to
Reveal, and is most similar to our existing markets culturally
and linguistically, Pentonian recommended establishing a
beach head partner in the United Kingdom”, says Ed
Bennett, Vice President of Business Development for Reveal.
Based on Reveal's existing solutions and partnership requirement,
Pentonian targeted the major Systems Integrators of PeopleSoft
and other major ERP vendors in the U.K.
The
Results
From a partner dream list of over 50 leading Systems Integrators
in the U.K., Pentonian produced six highly qualified partners
based on Reveal's requirements. “Formal negotiations
began by week eight from the start of Pentonian's efforts
and Reveal now has a successful beachhead partner in the
United Kingdom”, says Bennett. “The new partnership
represents forecasted revenues of over $1 million for Reveal
in the first year of the partnership. We've been so pleased
with the results that we've asked Pentonian to help us uncover
new healthcare opportunities in the U.S.”, says Bennett.
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