Our Strategy
ICP is looking for long term relationships based on continual achievement of our clients' business goals. Our services can be tailored to meet a range of objectives from basic market research through to lead generation, marketing and local brand awareness.
ICP can also be engaged to set up a direct or outsourced sales and marketing office “in-country”, offering all of the benefits of a local presence without the overheads and pitfalls of European employment law, two of the biggest barriers to market for most vendors.
These are the three pillars of our successful engagement strategy:
Intelligence
Channel business intelligence is the first step in creating a custom channel development strategy for our customers. Our extensive channel database provides the platform for market segmentation, targeting of potential channel partners, sales lead generation, forecasting and sales management.
Our channel knowledge provides the shortcut to key partners and our local industry contacts allow the development of tailored business solutions in marketing, channel accreditation programs and training.
Cost effective
ICP offers a fixed priced service based on the specific individual requirements of our customers plus commission on sales. Normal business expenses are included in the fixed price ensuring there are no hidden extra costs. The alignment of business goals and objectives in the contract terms reduces risk and maximises benefits. By managing a select number of customers in our core market sectors we can offer economies of scale not possible with the direct employment of staff in country.
Proactive
ICP believes in a “feet on the street” approach to channel development. We recognise the challenges faced by vendors in identifying partners willing and able to invest in proactive channel development or alternatively the high cost of running marketing campaigns to develop business opportunities that are left to “die on the vine” through lack of focus or local resources.
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