Channel development in Spain, Italy, Sweden and Finland grows international sales.

Channel Partner Identification | Channel Development | Competitor Analysis

The Client

Global power supply company.


Electronics & IoT

The Brief

Our client wanted to grow their sales channels across a number of European markets.

The Challenge

Our client was unhappy with their present channel partners and previous efforts to find suitable partners in these countries had been unsuccessful.

The Idea

Due to the previous challenges in finding suitable channel partners in these markets, it was important that IMS gained a strong understanding of the company, the target markets, the competition, etc. We then worked closely with our client to develop a channel brief for each of the markets. Starting with the target customers and through a careful analysis of complimentary products, we were successful in identifying a quality list of partners in Spain, Sweden, Finland and Italy.



IMS also led the next step of the project were we contacted all of the partners and qualified their fit for our client. Once a short list was secured we organised a sales trip for our client to meet with all of the partners over the period of 2 weeks. This involved 3 short listed partners in each of the 4 countries.


The Results

Our client recruited new partners. 12 months later they also reported sales growth in each of the markets.

Looking to expand your sales into new markets?

IMS can assist you developing a channel strategy particular to your business