Activate the Right Partner Ecosystem in JAPAC

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Without the usual cost, risk or complexity.

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Since July 2021, ZeroQ has been supporting emerging high-technology companies to build, activate and scale partner ecosystems across APAC & A/NZ.  ZeroQ clients are leveraging >20 years of channel development experience and they can also gain access to our existing network of contacts (thousands), purpose-built tools, and a structured methodology suitable for hyper-growth start-ups.  

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When we first speak to our clients they are typically experiencing some (or all) of these symptoms:

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• Concerned... about potential costly false starts in new markets.

• Struggling... with the justification for full-time Channel Management staff.

• Worried...  about a lack of reputation, local knowledge & brand awareness.  

• Frustrated...  with misaligned partners / gaining mindshare with target partners.  

• Annoyed... that direct sales or remote call-centre (SDR) efforts are not effective.  ​

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In your Zero Quarter (core concept)​

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The Zero Quarter is the most uncertain phase of any global expansion (occurring prior to your first full fiscal quarter in any new market). When your growth ambition is high, but hindsight doesn’t yet exist, there is naturally some hesitation to invest into the unknown...

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... However sales cycles across JAPAC are predominantly relationship-based, it is extremely hard to disrupt your incumbent competitors without some kind of local representation. Obviously, success will depend on leveraging indirect channel partners however it is difficult to know which companies to approach, how to build mindshare, mutual relevance, trust, motivation, and investment in your brand.

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Fractional Channel Management

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In an average week any sales rep in JAPAC can spend one full workday doing outreach calls specifically to recruit new partners, when successful it can take another workday to maintain those relationships ongoing. If we assume one day for admin, expenses, forecast updates, internal calls & training... then there are only two days available for end customer sales activity.

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Imagine that you could offload channel recruitment & ongoing development to an expert?

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• Q. Would this give you more time each week to build pipeline & close deals?​

• Q. Would this help you to identify incumbent partners already working your prospects?

• Q. Would this create opportunity for skills-transfer / product enablement?

• Q. Would this accelerate your entry into a new market?

 

Mission​​

To help facilitate the sourcing & activation of supply chains and partner ecosystems for high tech companies who plan to emerge into the Asia Pacific or Australasian markets.

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Vision

 

Continually research & develop both tools and methodology that will facilitate improved collaboration and structured methodology for Ecosystem Orchestration.​​​