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Operational advantages : numbers, numbers!

[Example: an IT software co. with revenues in Italy of 300.000 euro]


Traditional distribution model

getITaly innovative solution



  • Sales/distribution (= 40% of the price list) 120.000€

  • NO dedicated local people

  • Annual marketing support 30.000€

    for basic services like

    • Vendor pricelist published in the distributor website
    • Newsletter to VARs
    • Training room (but fee-based courses


  • Managed sales/distribution (= 25% of the price list) 75.000€

  • Dedicated person/acting Country Manager 45.000€ + 10% commissions

  • Uncountable plus & benefits included:

    • direct prospecting and development of partners and clients
    • forecast and pipeline management and control, reporting
    • direct delivery of sales & technical training courses
    • “real” presence & facility (dedicated office location, telephone line, business card, demo management, …)
    • local marketing communication and brand perception generated by a direct presence as a perfect flywheel effect

Bottom line: a 9-24 month Sales Rep project is significantly more effective, faster, and less expensive than opening up your local sub!


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