Commercial expansion in Spain: how we identified technology partners for WMS and SCM solutions

Commercial Expansion in Spain

How we identified technology partners for WMS and SCM solutions

An Italian supplier of warehouse management (WMS) and supply chain (SCM) software solutions entrusted Geocom One with a strategic commercial scouting project to identify qualified technology partners in Spain. The objective was twofold: activate new partnerships and gather operational information on the local market, with a data-driven, direct dialogue and positioning approach.

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Project Goals

• Identify potential technology partners in Spain

• Promote proprietary software solutions to system integrators and vertical operators (Auto-ID, robotics, logistics automation)

• Secure webcall appointments with strategic interlocutors

• Map the market through direct contact management action

Target involved:

• System Integrators and 4.0 logistics operators
• Robotics vendors and AMR/AGV solutions
• Specialized resellers in Auto-ID and RFID
• Software and hardware suppliers for supply chain

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Strategy Implemented

1. Geomarketing and database mapping
→ Target of 77 companies selected among system integrators, intralogistics operators, RFID resellers and robotics companies

2. Proactive Contact Management
→ Outbound activities via email and phone, direct management of contacts and appointment proposals

3. Personalized follow-ups and calendar management
→ Sending and confirmation of call links, preparation of presentation materials and alignment with client team

4. Detailed lead report and outcome analysis
→ Classification into: appointments, future interest, pending, not interested, to be recontacted

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Results Achieved

• 9 appointments scheduled with relevant interlocutors (12% of total companies)

• 68 useful emails collected, 70 contacts identified

• 11 pending contacts with scheduled follow-up

• Complete mapping of non-interest motivations, useful for future targeting actions

• Leads with complementary potential (e.g. RFID hardware companies available for co-marketing)

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Value Generated for the Client

• Qualified access to the Spanish market in short time

• Enriched database with contacts, commercial insights and relationship mapping

• Identification of technologically compatible partners for integration or co-development

• Solid foundation for direct expansion activities or reseller programs