A leading supplier of networking equipment and network management for the Internet wanted to penetrate the small and medium business segment. A distribution channel strategy is needed to support the product availability in the market.

Situation
Our client, a leading supplier of networking equipment and network management for the Internet was the market leader for large corporate account segment. To increase its total revenue, it wanted to penetrate the small and medium business segment. The problem is that its products for the segment are relatively more expensive than similar products of competitors. Thus, not many resellers are eager to recommend and sell its products to the end-users.

Approach
Our Sales and Distribution practice helped our client develop the small and medium business channel strategy. To attract resellers in selling our client's products, we formulate an effective and educative incentive program. We advise our client to select numbers of performing resellers to become its managed resellers who has high commitment to grow market share in small and medium business segment.

Result
Our client is building its foothold in the small and medium business segments. The mindset of selling to large corporate account is progressively combined with the mindset of selling to small and medium business as well.

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