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OEM · Power Distribution
New market entry in North America for a power-distribution OEM
Secured a binding business agreement for a global power-distribution OEM to sell into a newly targeted North-American market from cold entry to signed channel partnership.
- Sector
- Original Equipment Manufacturer
- Region
- North America
- Year
- 2024
The challenge
- The client had strong technical credentials in its home market but no brand recognition, certifications strategy or channel presence in North America.
- Internal sales and engineering teams were overwhelmed carrying market-development work that was not part of their remit, and losing focus on core delivery.
- Competing OEMs already occupied the utility approved-vendor lists the client needed to reach.
Our approach
- Positioned the brand against incumbents by translating complex engineering capabilities into a clear value proposition for North-American utilities.
- Mapped and qualified channel partners aligned with the client’s product portfolio and target utilities.
- Ran structured business-development conversations on behalf of the client, protecting internal teams from unstructured discovery load.
- Built the commercial package (introduction assets, technical fit-notes, commercial terms) needed to move from interest to signed agreement.
Results
- A qualified channel partner signed a binding agreement to represent and resell the OEM’s products in the target North-American market.
- The client entered the market with a clearly positioned brand and a repeatable commercial narrative not just a one-off deal.
- Internal team members returned to their core scope, restoring the work-life balance the leadership team was aiming to protect.