Sector: Machinery & Equipment
Geography: Poland
Services: Partner search, longlist construction, direct outreach, cold-call contacting
What the client needed
Our client was a Nordic manufacturer of industrial consumables, selling across global markets through a combination of own sales offices and local distribution partners. The company operated across four business segments, with two priority segments accounting for the majority of revenues.
In Poland, the client had worked with the same distribution partner for many years – a company tasked with covering all segments. While the partner performed well in one priority segment, it consistently underdelivered in the other. The underperforming segment faced structural challenges: a commodity market with intense price-based competition, and a partner without a strong enough value proposition to differentiate the client’s offer. After testing several alternatives internally, the client decided to take direct control of the sales channel in the underperforming segment and find a dedicated partner.
What we did
- Longlist extension. The client had already identified a small number of candidate companies through its own network – but outreach in English had yielded only two responses, reflecting the language barrier among locally operating distributors. Market.Open extended the longlist with additional companies, enriched with size, location mapping, and current portfolio information.
- Prioritisation. Together with the client, we prioritised 13 companies for active outreach based on fit with the target segment profile.
- Direct outreach. On behalf of the client, we contacted all 13 companies using our structured cold-call methodology – reaching the right decision-makers in Polish and opening initial conversations. Eight companies expressed genuine interest in being contacted.
- Handover and follow-up support. The client followed up directly with interested parties. Within one month of the outreach campaign, the client was conducting in-person visits with the most promising candidates.
What the client received
- • Extended and enriched longlist of potential distribution partners with size, location, and portfolio data
- • Prioritised outreach list of 13 companies aligned with the client’s segment requirements
- • Direct outreach results: 8 of 13 companies interested and open to further contact
- • Warm introductions enabling the client to begin partner visits within one month