Tennyson helps leading corporations to develop new markets or to approach existing markets in new ways.

We work with successful corporations who have a strong product offering, a broad business-to-business client base and a high market share in their core market segments.  Yet there are also market segments in which they have low market share.  This situation is commonly created by a structural barrier, for example, the cost of employing sales people makes it uneconomic for them to acquire customers beneath a certain revenue value, or success in one segment results in a resource drain in another. It is in circumstances such as these that a partnership with Tennyson can drive new profits for our corporate partners.

Working as partners we will take the corporation’s products into the poorly penetrated market segments – we supply the sales force and back office manpower that is necessary to win new customers.  We also crucially supply a new idea, or set of ideas, that overcomes the structural barrier to succeeding in the market, for example, we may design a new sales process that lowers the cost of customer acquisition or provide a new set of expertise which lowers the cost of market entry.

The newly created partnership sales force may work under our corporate partner’s brand or under a new brand that is specifically created for the venture.   It will typically report to a senior manager in the partner organisation and have a life span of anywhere between six months and several years, subject to the dynamics of the market in which it is operating.  Risks and rewards of the new venture are shared between our corporate partner and ourselves.