Nexaweb

RTM Asia delivered an annual revenue growth rate of 90% in Japan, making Japan the largest non-US market and key source of revenue.

CUSTOMER TESTIMONIAL

Chris Heidelberger

CEO, Nexaweb

The RTM Asia team worked closely with the Nexaweb organization—immediately becoming an integral part of my executive team from both execution and strategic planning aspects. The RTM Asia folks are highly experienced and fast moving team of sales and marketing executives on the ground with established business connections in Japan, working with them saved myself and my executive team countless hours, dollars and frustration as we simultaneously re-vamped our relationship with our key distributor and built out a brand new management team in Japan. RTM were indispensable to us as we ramped up our Japan sales and I highly recommend their services to anyone who wants to grow sales quickly in Japan or Asia.

ABOUT NEXAWEB

Nexaweb has helped more than 200 customers transform growth-limiting legacy applications into modern web-based cloud computing solutions that are securely accessible to anyone from anywhere at any time and enable new business models that fuel growth and expansion. The company’s clients include some of the biggest names from a range of industries across the world. Nexaweb is headquartered in Burlington, Massachusetts. For more information, visit the company’s web site at www.nexaweb.com.

CHALLENGE

Japan has always been a strategically important market to Nexaweb. Aside from being the second largest economy in the world, Japan has always contributed a very large percentage of worldwide revenue for Nexaweb. When sales began falling off at Nexaweb’s key distributor in Japan, Nexaweb became concerned about the ongoing growth of its product portfolio in this important market.

Solution

Nexaweb engaged RTM Asia to do an assessment of its Japan business including the company’s existing partner and customer base, future market potential as well as the development of strategies to accelerate growth for Nexaweb’s family of products in the Japan market.

During the initial phase of the market assessment, RTM Asia recommended that Nexaweb bring on additional sales partners as well as increase the commitment level of its existing partner.

Impressed with both RTM Asia’s understanding of the Japanese market and the extensive channel relationships that the RTM Asia team had developed over the years, Nexaweb’s management decided eventually to outsource the management of its entire Japan business to RTM Asia until a new full time country manager could be identified and hired.

WHAT WE PROVIDED

RTM Asia provided a comprehensive set of partner and employee recruiting and turnkey business management services to Nexaweb. The scope of the work performed included:

  • Creation of detailed partner recruitment plan, TAM analysis and channel structure recommendations
  • Channel partner screening, recruiting, contract negotiations and day-to-day management of channel partners
  • Day-to-day RTM Executive Management of Nexaweb’s Japan business during the interim period
  • Assistance with coordination of executive visits, press conferences, marketing events, campaigns and leads
  • Full recruiting services including screening of prospects, interviews, reference checks, etc., which resulted in the hire of a new country manager for Japan
  • Comprehensive strategic partnership and fundraising activities that eventually resulting in a 7 figure payment for source code licensing

THE RESULTS

While managing the day-to-day activities for Nexaweb in Japan during the interim period, RTM Asia drove the recruiting process to find a new leadership team for Nexaweb in Japan. By leveraging RTM Asia’s services, Nexaweb was able to not only preempt a potential revenue slow-down in Japan caused by a lack of focus at their key partner in Japan, but capitalize on this opportunity to expand distribution partners and awareness and achieve annual growth rates of 90% in their Japan business during 2008-2009. RTM Asia also helped Nexaweb strengthen their relationship with their key partner in Japan leading up to a sizeable transaction for source code licensing. Today Japan remains the largest non-US market for Nexaweb and a key source of revenue growth for the future.