Business expansion in Italy: partner scouting for an international vendor in industrial hardware and software
Commercial Expansion in Italy
Partner scouting for international vendor in industrial hardware and software
Partner scouting for international vendor in industrial hardware and software
An international company specialized in rugged hardware solutions and software for production and logistics commissioned Geocom One to support it in finding partners and system integrators in Italy. The project aimed to identify software houses, resellers and system integrators potentially interested in collaborating on the distribution of high-reliability industrial solutions, both mobile and management side.
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Project Goals
• Identify qualified system integrators and partners in Italy
• Activate contacts with technical referents and commercial decision makers
• Position the brand as a strategic partnership opportunity
Target involved
• System Integrator
• Vertical software houses (WMS, logistics, mobile)
• Rugged hardware resellers
• Partners with experience in field operations and industrial automation
• Secure videocall appointments with selected interlocutors
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Strategy Implemented
1. Geomarketing and database mapping
→ Selection of 260 Italian IT companies active in logistics, production, industrial software
2. Targeted email marketing
→ Personalized DEM sending focused on partnership opportunities
3. LinkedIn Social Selling
→ Connection and direct messages to technical managers and CEOs
4. Contact Management and qualification
→ Phone calls and personalized follow-ups to schedule appointments and gather feedback
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Results Achieved
• Contacts initiated with numerous Italian system integrators
• Qualified leads in target willing to evaluate partnerships
• Detailed partner profile sheets with insights on interest and managed technologies
• Complete reconnaissance of the Italian landscape based on selected data
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Value Generated for the Client
• Qualified entry into the Italian market with already mapped and dialogue-ready interlocutors
• Access to real data and insights on needs, specializations and technologies of potential partners
• Structuring of a B2B commercial pipeline for long-term partnerships