DSERVE is a Lithuanian provider of self-checkout kiosks. They focus on providing their solutions to cafes, business lunch, and restaurant chains. Their strategy for selling is building the partnership network with POS integrators and selling their systems via distributors. DSERVE is a leader in the Lithuanian market.

DSERVE, despite being Lithuanian, is located in a few countries in the European Union. In August 2023, they decided to enter the Polish market.

Task

DSERVE wanted us to find business partners and support them with establishing new relationships with POS integrators in Poland.

Action

We identified companies that meet DSERVE’s ideal customer profile requirements, mainly focusing on Polish-registered companies, DSERVE competitors’ websites, and through Google search queries. Companies that meet DSERVE’s requirements do not exist on LinkedIn, so we had to use more strategic ways for qualification and check national company registrations.

After identifying the proper companies, we reached out to them through cold calls and cold mailing. After the first iteration, we understood that owners of these companies were often actively participating in the sales process, which extended the lead generation process. After a few months of lead generation, we fulfilled the companies in Poland, and together with DSERVE, we decided to decrease the number of hours just to keep follow-ups with the companies and maintain the relationships with open business opportunities.

Results

As a result, we created many business opportunities, which naturally converted into a few companies that are interested in starting a collaboration with DSERVE. These companies are now in strategic negotiations together with DSERVE’s Chief Operation Officer.

You can read about DSERVE opion about our cooperation on Clutch.co via this link.