Developing a Sales Partnership Network for eHRM in Serbia

Desired outcome

Agitavit Solutions, provider of the eHRM digital HR management platform, seeks to expand its presence in Serbia by establishing a local sales partnership network. eHRM is a comprehensive tool that simplifies HR processes like employee onboarding, performance tracking, training, rewarding and workforce management. The focus of this project is on finding potential Serbian sales partners.

Initial Problem Description

To successfully penetrate the Serbian market, Agitavit Solutions must collaborate with sales-oriented local partners. These partners will be responsible for arranging and conducting product introduction meetings with potential clients, particularly large companies with established HR departments. The key challenge is finding experienced partners with strong B2B networks who can effectively communicate the benefits of eHRM and establish trust with Serbian businesses.

Context

Serbian companies tend to prefer working with established, local sales representatives who understand the unique needs and cultural nuances of the market. By partnering with locally trusted businesses, Agitavit can increase eHRM’s appeal and facilitate smoother onboarding for new clients.

For successful expansion into Serbia, Agitavit Solutions needs to identify sales-oriented partners with strong B2B networks in large-sized companies. These partners would be tasked primarily with arranging and leading product introduction meetings with potential clients. Given the complexities of local HR practices, it’s essential to find partners who understand the Serbian HR landscape and can effectively communicate eHRM’s unique benefits.

We see the greatest benefit in reaching key decision-makers, particularly HR department leaders and executives in large companies. Through a network of local sales partners, we can establish direct connections with these influential individuals, who play a critical role in the adoption of digital HR solutions like eHRM.

Connection to cross-cutting areas

The project to expand the sales network for eHRM in Serbia supports digitalization and Industry 4.0. By introducing digital HR tools, it promotes digital transformation, simplifying workforce management and enhancing operational efficiency in Serbian companies. eHRM enables the shift from traditional methods to automated solutions, aligning Serbian businesses with Industry 4.0 standards and improving data-driven HR management.

Input

To ensure the successful execution of the project, we are ready to share all necessary information with the students to support their work. This includes detailed insights into our eHRM product, its functionalities, and unique selling points, as well as access to research and analyses we have already conducted on the Serbian market. By providing this knowledge base, we aim to help students better understand the needs of local businesses, their HR processes, and specific market characteristics.

Expectations

The co-creation team should:
1. Develop detailed profiles of potential Serbian sales partners with established B2B networks, focusing on partners with access to HR professionals and decision-makers in large companies. The profiles should highlight each partner’s industry connections, market reach, and experience in engaging HR departments.
2. Identify and shortlist the most promising Serbian sales partners (companies or individuals) who align with Agitavit’s strategic goals. Partners should have a strong presence in the HR and the capability to reach high-level HR leaders and executives.
3. Develop a comprehensive partnership engagement plan that includes tailored incentives, support structures, and communication strategies. This plan should motivate partners to actively promote eHRM, arrange introductory client meetings, and connect with influential decision-makers in large companies who have the authority to drive HR technology adoption.
The co-creation team is encouraged to conduct initial outreach, where feasible, to gather insights on partner interest and compatibility.

Desired Team Profile

The ideal team should bring:
- Expertise in business development and B2B sales, with a focus on partnership and relationship management.
- A comprehensive understanding of local market dynamics, including cultural nuances, industry practices, and decision-making structures within HR departments for identifying and engaging the right partners effectively.

Additional Information

Working on a real-world challenge involving the promotion of a digital HR product will equip students with the skills and knowledge needed to tackle future challenges in global business environments, making it an invaluable learning opportunity for anyone interested in international business development, digital transformation, and strategic planning.

Related Keywords

• Electronics, IT and Telecomms
• Information Processing, Information System, Workflow Management
• Computer Technology/Graphics, Meta Computing
• Digitalization