Region: Egypt
Initiative: Partner Recruitment / Partner Development / End-User Engagement
Metra Group’s capabilities in training and onboarding are just as strong as its technical and logistical prowess. A concerned partner had no experience in selling a specific vendor’s products and services, and the end user required a large payment period to close a very important deal. The company stepped in to help all sides.
Challenges
- The partner, being a JV entity of the MOD, had high chances of winning the Kayan Project. However, it was not an existing partner to the relevant vendor and had no previous experience in selling their products or services.
- Metra Group needed to develop the partner to engage and position the vendor’s products and services for the largest deal in the country and with a very strict timeline.
- The end user required an 18-month payment term for the deal.
Solution
- Metra Group onboarded and trained the partner in a very short time period to achieve certification requirements.
- Metra Group’s pre-sales and sales teams managed and supported the partner with a Request for quotation Request for Quotation (RFQ), sizing and solution architecture, as well as end-user engagement.
- Metra Group arranged and co-funded a visit for the end user to Cisco’s Dubai Demo Center to test-drive the solution.
- Metra Group enabled long-term financing by leveraging NBF Bank in the UAE and the partner’s capital.
Results
- Metra Group onboarded a strategic net new partner for the partner in Egypt, specializing in the public sector.
- The partner won the opportunity, resulting in the closure in sales for the partner – the largest deal of its kind in Egypt.
- Metra Group successfully attached the partner’s professional services for the implementation, deployment and support of the project.