A Turkish manufacturer of MV Switchgear wanted to find suitable partners to sell switchgear enclosures in United States. The goal was to identify trustworthy channel partners who will use certified enclosure cabinets from the client, in combination with their own components portfolio and offer exclusively in United States.
The solution was a preference survey carried out in USA with MV Switchgear manufacturers. The first step was to identify potential channel partners through secondary research. Once the MV switchgear manufacturers were identified, a survey was carried out with 30 participants, which were shortlisted using input from our client. This survey resulted in identifying behavior, culture and challenges in the market for MV Switchgear, and an in-depth overview of business profile of 10 potential channel partners.