Synopsis: Gasket Manufacturer — Channel Partnering Strategy
A manufacturer developed a new technology gasket to bring to market. As a component supplier to a tier-two automotive marketer, the company had to determine how to use its technology advantage to build market power. Initially, it could not partner with each tier-two supplier, but instead had to choose the partner who would optimize its long-term opportunity. We led the manufacturer through an alternative evaluation, using QDI’s alliance partner marketing model to frame each dimension of strategic opportunity. Based on this analysis, the manufacturer was able to prioritize its partnering opportunities and ramp up new product sales.