HRP Europe is Hungary’s largest distributor of IT products and DJI drones. It’s also the only company in Europe selling DJI’s farming drones, with partners in over 50 countries. Growing in the Nordics, Austria, Portugal, Bulgaria and France meant finding local partners and speaking their language.
No local presence for Europe’s drone warehouse
HRP Europe’s sales team in Hungary needed partners in new markets, but had no one there to find them. Hiring local salespeople in every country would take time and money. Calling from Hungary meant a language barrier in every market. On top of that, time was everything, because every month without local partners gave competitors a head start. HRP Europe already had the stock and the DJI partnership in place. All that was left was a fast way to reach the right partners. So they chose Brightvision.
The right partners, reached in their own language
We mapped every market into nine segments, from drone resellers to farming cooperatives and forestry companies. In Portugal alone, more than 200 companies made the list. Each was ranked by fit, so the best partners came first.
Senior native-speaking SDRs then opened conversations in every market at once. Meetings went straight into HRP Europe’s calendar, with live reporting across every country. Partners sign with people who speak their language. That’s why each meeting took fewer than six hours of prospecting.
“A drone reseller in Portugal and a farming cooperative in the Nordics want different things from a partner. We built the pitch for each group and called in their language. That’s how a list of names became a list of partners.”
The outcome of 432 partner conversations
432 conversations with potential DJI agricultural drone partners, from drone resellers and machinery dealers to surveying firms and farming cooperatives. Markets included all Nordic countries, Austria, Portugal, Bulgaria and France.
A partner map, not a spreadsheet
A list of partners in a spreadsheet doesn’t tell you where to focus. So we mapped out the partners in every market and sorted them by segment and tier. For each one, we wrote a short case for why it made sense for HRP Europe. In the end, the client had a sales plan they could read in five minutes.
From first call to 199 meetings and partners signed in every market
Across the Nordics, Portugal, Austria, Bulgaria and France, almost one in two partners we spoke to booked a meeting. As a result, HRP Europe signed new partners in every country the campaign covered. Together they now form a working pipeline across Europe.