International partner management established worldwide
Our client:
Wincor Nixdorf – now Diebold Nixdorf – was one of the world’s leading providers of IT solutions and services for retail banks and retailers, with a presence in around 130 countries worldwide through its own subsidiaries and sales partners.
Wincor Nixdorf GmbH
Paderborn
www.dieboldnixdorf.com
Industry: IT
Employees: >9,000
The goal:
Establishment of an international partner network in Middle East Africa to market products & solutions in countries where Wincor Nixdorf did not have its own representative offices. The network was later expanded to include Eastern Europe and Central East Europe.
Our approach:
Isabel Nitz has systematically identified partners, concluded partner agreements and established long-term partnerships. For this purpose, it was regularly on site in the respective partner country and supported the partners in their customer visits, especially to major banks. To promote international exchange, the team held partner events with presentations and product training, organized customer events, and established a separate program for our international partners and their customers at our in-house exhibition. In very successful countries such as South Africa, we supported the establishment of our own national companies. This included, among other things, the preparation of business plans, the hiring of employees incl. Appointment of management and the leasing of office space, taking into account local, legal conditions.
The result:
The team built long-term, trusting relationships with partners/distributors in the regions. We tripled sales volumes, increased product margins and significantly increased the market share of our products. The installed base of ATMs and bank terminals was expanded worldwide. The company benefited in the long term from this good groundwork.
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