Global Edge find delivery partner in South Africa

About Imparta

Imparta helps companies achieve significant and lasting improvements in sales and marketing effectiveness, by combining researched content with a deep understanding of how adults learn, and how to overcome barriers to change. Their integrated approach combines intensive simulation-based workshops with advanced diagnostic, coaching and application tools.

Global in scope, Imparta is the expert’s expert. They teach sales to some of the world’s leading sales forces, including GE and O2, and marketing to leaders such as the WPP Group. Imparta is constantly asked by clients to work in new countries and is keen to grow its international faculty team and build effective partnerships with other organisations around the world.

Objective

To identify at least three suitable companies in South Africa interested and keen to meet with Imparta to discuss partnership and license opportunity.

Approach

In order to effectively represent Imparta to potential partners, Global Edge worked closely with the management team to understand and develop the selection and screening process necessary to reach approved partner status, including profile and required criteria. We also familiarised ourselves with Imparta’s seven core sales effectiveness programmes and their international strategy and roll-out plan.

The next stage involved preparing to set up and plan the search process. This included identifying and gathering trusted contacts, reviewing market opportunity and demand expectations, and setting and agreeing timings and milestones.

The third stage focused on networking and sourcing relevant contacts in South Africa to provide a strong basis for shortlisting potential partners. Initially we contacted some of our own trusted contacts who either met the criteria themselves or could refer us on to other potential partners. This involved over 35 conversations, gathering relevant information against a template of questions as well as relaying relevant information about Imparta. Research via the web and other relevant sources helped to validate company information, identify big players in the market and source additional contacts.

We then had a series of even more in-depth conversations with the seven potential partners who best fit the criteria, and asked them to complete a short questionnaire as well as submit further information. A further level of review and assessment was carried out to reach a final shortlist of five companies for Imparta to meet in South Africa