Results That Speak for Themselves.
Every engagement is measured by one thing: revenue impact. Here's how we've helped ERP vendors build, fix, and scale their VAR channels.
Case Study
Global Software Acquisition — VAR Channel Transition
A large global software company had recently acquired a new mid-market ERP solution designed specifically for the construction industry. At the time, the company's go-to-market strategy relied primarily on a direct sales approach.
After several months of integrating the new product into the company's existing portfolio, it became clear that a direct sales model alone would not provide the scale, specialization, and customer engagement needed to successfully grow the business. A strong Value-Added Reseller (VAR) channel strategy was identified as critical to the product's long-term success and market adoption.
A dedicated tiger team was assembled to develop and validate a business case for transitioning to a 100% VAR channel distribution model. The team evaluated territory alignment, channel economics, and partner enablement strategies to ensure scalability and long-term profitability. Once approved, recruitment efforts began to onboard experienced and highly respected VAR partners. These partners were empowered to market, sell, implement, support, train, and customize the solution based on each customer's unique operational needs — all while maintaining a strong "Customer First" philosophy throughout the engagement lifecycle.
Case Study
MENA Market Expansion — Master Distribution Partnership
SMB and mid-market businesses across the Middle East and North Africa (MENA) were eager to adopt an ERP solution originally developed for the U.S. market. Demand for the platform continued to grow as organizations looked for modern financial and operational tools that could support their evolving business needs across the region.
As adoption opportunities increased, several localization and functionality gaps were identified and prioritized within the product development roadmap. After multiple development sprints, the platform was enhanced to better support the MENA market.
However, another challenge quickly emerged — the ERP vendor did not yet have a scalable regional distribution and support model in place. Customers consistently requested hands-on assistance, including onsite software installation for desktop deployments and reliable broadband infrastructure support for SaaS implementations.
To address these challenges, a strategic search began for VAR partners capable of rapidly delivering localized implementation and support services throughout the region. A highly respected global VAR headquartered in Dubai was identified, and a Master Distribution agreement was established to support product expansion across MENA.
Within the first year of the partnership, the agreement generated more than $1 million in sales while significantly improving customer satisfaction and Net Promoter Scores (NPS). The Master Distributor's established "feet on the street" presence, combined with its own two-tier VAR network, enabled rapid partner onboarding, training, and regional scalability.
As a result, the product manufacturer was able to dramatically expand market reach and effectively double its previously estimated Total Addressable Market (TAM) within the region.
Simon Pass (center) onsite with a portion of the MENA team in Dubai for an International Sales Kickoff (SKO)