案例分析 PDF 打印 E-mail

下面的个案资料旨在举例说明英联为各个行业的客户制定的众多短期项目和长期业务发展提案。每个案例的顶部都列出了所属行业，任务类型和客户产品描述。

Japan

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1

Sector Automotive
Type Surrogate sales

Polyurethane suspension components

Developed sales of components into Japanese parts & vehicle manufacturers

 

  • Intralink identified and accessed the leading suppliers of rubber and polymer suspension components to the Japanese automotive industry. In parallel, we worked with the carmakers directly
  • We secured evaluation agreements with three OEMs to test and validate the client’s products
  • As a first step, we concluded an agreement to supply finished components to a leading first-tier components supplier
  • As the next step, the client will enter into a technology transfer and material supply agreement with its Japanese partner

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Sector Consumer electronics
Type Surrogate sales

Semiconductor solutions for digital radios

Developed annual $8m in module sales to leading Japanese CE manufacturers

 

  • Intralink identified and successfully accessed prospective customers in the automotive and home audio sectors
  • We secured design wins and orders from first and second-tier Japanese CE manufacturers
  • We managed all aspects of the sales cycle, including technical Q&A, product evaluation/validation, and negotiation of commercial terms
  • Following a period during which Intralink managed the day-to-day business with the client’s Japanese distributor, the client has 'broken out' of Intralink's surrogate. Intralink worked with the client to hire local management and transition the business to the new entity

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Sector Consumer electronics
Type Surrogate sales

Digital video technology

Licensed all major Japanese CE and LSI manufacturers and managed successful transition to the client’s own Japanese subsidiary

 

  • Intralink planned and implemented a sales initiative to license the client’s video codec technology to Japanese ODMs, OEMs and LSI manufacturers
  • We licensed over thirty Tier-1 and Tier-2 manufacturers of DVD players, resulting in 7-figure revenues from IP fees and royalties
  • We supported initiatives in PR, marketing, retail education, IP infringement protection, VOD, content etc.
  • We managed the client’s 'break-out' from Intralink's Surrogate Sales Program by setting up a wholly-owned Japanese subsidiary (KK) and recruiting key account management and sales staff
  • Following the client's 'break-out', the company completed a successful listing on the Nasqaq stock exchange 

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Sector Consumer & retail
Type Investment coordination

Luxury hotel group

Managed the negotiations with Japanese partner, identified hotel service providers, set up Japan project office

 

  • Intralink coordinated 18 months of complex design and contract-related negotiations with the client's Japanese partner, its contractors and legal teams
  • We advised on a broad range of issues, provided ongoing interpretation services and recorded the official minutes
  • We identified and evaluated potential providers of building management, transport, catering, laundry, IT, security, staffing and other services
  • Following successful completion of the contracts, the client set up a dedicated project office in Tokyo and recruited key staff. The luxury hotel has subsequently opened in the heart of Tokyo's retail and financial district

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Sector Consumer & retail
Type Investment coordination

Retailer of jewellery and luxury accessories

Secured boutiques in leading Japanese department stores and managed the transition to a wholly-owned Japanese subsidiary

 

  • Intralink secured locations in leading Japanese department stores, including Isetan’s prestigious Shinjuku store
  • We concluded a direct agreement with Millennium Retailing for a standalone store in the company’s new Sogo flagship in Osaka
  • We appointed a local distributor and PR agency and managed department store promotions
  • We managed the relationships with the local department stores and set-up the client's wholly-owned Japanese subsidiary
  • The client was subsequently acquired for its successful UK and international retail business

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Sector Displays
Type Surrogate sales

Low-power OLED micro-displays

Secured the first worldwide design win for organic micro-display technology with a leading Japanese CE manufacturer

 

  • Intralink identified and accessed all the major target customers, including makers of digital still cameras, toys and head-mounted displays
  • We successfully sold developer kits to several large ODMs and secured the first worldwide design win and purchase order from a Japanese consumer electronics manufacturer
  • We coordinated the client's sourcing arrangements with leading suppliers
  • We organised press conferences and represented the client at local trade shows

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Sector Displays
Type Supplier benchmark

Flexible (e-paper) displays

Implemented a new market entry strategy and managed the procurement of over $45m of bespoke manufacturing equipment

 

  • Intralink recommended and implemented a new strategy following the client’s decision to withdraw from licensing discussions with prospective Japanese partners
  • We quickly adapted our role from business development to procurement, supporting the client with its requirement to source specialist industrial machines
  • We identified and benchmarked potential suppliers and arranged dozens of intensive, week-long visits by the client, including factory audits
  • We managed all aspects of the procurement of >$45m of bespoke manufacturing equipment from Japanese suppliers

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Sector Enterprise software
Type Channel development

PBX FMC solution

Evaluated market opportunity for mobile carrier and enterprise sales and coordinated activities of existing SI partners

 

  • Intralink carried out a three-month project to identify the opportunity for the client to sell its carrier and enterprise grade servers into the Japanese market
  • We met with over thirty potential System Integration partners and short-listed three for enterprise sales
  • Our role evolved to include the coordination of activities between the client and its existing carrier SI partners
  • We delivered impartial and transparent feedback on all discussions with existing partners and potential customers so that the client could make a decision on its future Japan strategy

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Sector Industrial electronics
Type Commercial audit & investment coordination

Nano-sensors & actuators

Negotiated the client out of an existing partnership in Japan and established a new, independent and profitable business

 

  • Intralink amicably negotiated the client out of an existing and under-performing distributor relationship
  • We acted as the client’s General Manager and assisted with every facet of running the Japanese business, establishing a Japanese limited liability company (Kabushiki Kaisha) and recruiting sales, administrative and accounting staff
  • We resolved technical support issues with leading customers by creating a local (outsourced) servicing centre that generated significant profits
  • The company was subsequently sold to a larger American competitor

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Sector Industrial electronics
Type Surrogate sales

Maritime navigation & safety equipment

Developed sales of voyage data recorders into Japanese ship owners

 

  • Intralink was invited to research the market opportunity for voyage data recorders and marine data systems in Japan after sales through the client’s long-time agent had dried up
  • We opened new sales accounts with leading Japanese ship owners, generating over half a million dollars in incremental sales in the first five months
  • We coordinated the importation and installation of the equipment, and organised and represented the client at industry exhibitions
  • Following this success, the client broke out of Intralink's surrogate by establishing a strategic patnership with a Japanese company

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Sector Industrial electronics
Type Surrogate sales

Defence & security technologies

Concluded evaluation and pre-license agreements with Japanese companies on a portfolio of leading-edge technologies

 

  • Intralink researched the market opportunity for three technologies: 3D camera, thermal imager and infrared gas sensor
  • We identified and accessed companies with relevant products or product development programmes, presenting to R&D and product planning departments of over 30 companies and coordinating visits by the client's engineers to Japan
  • We organised and represented the client at leading international shows
  • Intralink has worked through the evaluation and validation cycles, resulting in the client signing agreements with prospective licencees for two of the three technologies. Intralink continues to represent the client in a business development capacity

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Sector Medical devices
Type Commercial audit

Orthopaedics (reconstructive joints)

Advised the client on its Japanese product, pricing & distribution strategies and completed study of orthopaedics market

 

  • Intralink attended board meetings of the local Japanese subsidiary and submitted regular situation reports with recommendations to the client’s HQ
  • In parallel, we conducted an in-depth study of the Japanese market for orthopaedic devices (hips, knees and spinal fixation devices)
  • We identified the key drivers in the market, determined product and pricing strategies of leading competitors, mapped distribution channels and reported on recent revisions to the government reimbursement system
  • We assisted in the recruitment of a new CEO to head Japan and the Asia-Pacific region

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Sector Mobile comms
Type Surrogate sales

Base station amplifier technology

Closed technology evaluation agreements with all Japanese Tier 1 network equipment vendors

 

  • Intralink identified and gained access to Tier-1 network equipment vendors
  • We gave technical presentations in Japanese and coordinated technical Q&A throughout the sales cycle
  • We managed the negotiation of evaluation and design service agreements, securing better-than-expected revenue in the first 12 months of project
  • We gained valuable market intelligence by engaging with mobile phone operators directly to determine their needs and drivers
  • Through our business development activities, we raised the awareness and profile of the client to ensure inclusion in product roadmaps & adoption by Tier-1 OEMs

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Sector Mobile comms
Type Surrogate sales

Mobile instant communications

Licensed Japanese mobile operators and handset manufacturers and managed the client’s transition to its own Japanese subsidiary

 

  • Intralink completed a commercial opportunity assessment and planned and implemented a sales initiative to license the client's mobile technology
  • We successfully concluded a licence deal with a leading Japanese mobile operator and development & technical support agreements with handset makers
  • Inside the first year, the client generated 6-figure revenues from IP, development and support fees and royalties
  • We assisted the client to set up a Japanese subsidiary company and recruit key management and technical staff 

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Sector Mobile comms
Type Surrogate sales

High accuracy mobile location technology

Established strong and ongoing relationships with key Japan stakeholders to contribute to successful US$35m sale of company

 

  • Intralink introduced the client's matrix3G (network) and Enhanced-GPS (hybrid) location technologies to Japanese mobile operators, SIs, infrastructure and handset vendors and ASPs
  • We negotiated with and between the operators and manufacturers to realise a multi-vendor network trial and coordinated the trial to validate the client's technology on Japanese networks
  • We coordinated independent field trials to test the performance of competing location technologies
  • The client’s established presence and relationships with key stakeholders in Japan contributed to the successful US$35m sale of the company

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Sector Mobile comms
Type Partner selection

Mobile satellite communications

Advised the client on its Japanese distribution strategy and evaluated prospective partners for its global broadband service

 

  • Intralink completed an eight week ‘snapshot’ initiative to identify and evaluate potential distributors
  • We accessed and compiled profiles on over 80 candidates, including trading houses, broadcasters, ISPs, mobile operators, equipment leasing companies, etc.
  • Using the client’s own selection criteria, we created a short-list of 15 prospective first and second-tier distribution partners
  • We concluded by submitting our recommendations in a final report and organising a one-week visit by the client's senior executives to meet with the leading candidates in Japan

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Sector Software solutions
Type Surrogate sales

Advanced-function ATM software

Licensed open-standards middleware to Japanese banks and ATM manufacturers

 

  • Intralink developed and implemented a sales strategy to license the client's software to Japanese banks and ATM manufacturers
  • Despite massive resistance from existing (domestic) suppliers, we licensed the client's products to five (of the six) ATM manufacturers in Japan
  • In the first project of its kind in Japan, the client was contracted to develop a single application to run on different manufacturers’ ATMs over one bank’s network
  • Intralink coordinated the multi-vendor project and resolved the numerous technical and commercial issues to ensure that the project ran on time and to budget

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Sector Software solutions
Type Surrogate sales

Wireless entertainment products

Reorganised the client’s Japanese distribution and licensed mobile gaming software to local contents providers

 

  • Intralink reorganised the client’s existing distribution in Japan by identifying, evaluating and concluding agreements with new content providers
  • We licensed content to Japanese partners and oversaw the localisation of the software and user interface for distribution through mobile operators Docomo and KDDI
  • We coordinated promotional events with distribution partners and operators
  • We identified local Japanese content for possible in-license by the client for markets outside Japan
  • And we investigated opportunities to license embedded gaming software to Japanese handset manufacturers

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Sector Technology transfer
Type Surrogate sales

Patent licensing

Licensed Japanese CE manufacturers infringing patented laser, medical imaging and lens technologies

 

  • As the client's Japan Representative Office, Intralink has consistently generated annual licensing revenues in 6~7 figures through enforcement of EU and US company Intellectual Property Rights (IPR) including process patents
  • We successfully sold patent portfolios and negotiated agreements with Japanese companies for enforcement of US patents
  • We acquired patents or portfolios of patents from leading Japanese CEs
  • We handled licensee audits, IP for equity transactions, breaches of contract and general trouble-shooting

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Japan case histories

Automotive Polyurethane suspension components
Surrogate sales
Consumer electronics Semiconductor solutions for digital radios
Surrogate sales
Digital video technology
Surrogate sales
Consumer & retail Luxury hotel group
Investment coordination
Retailer of jewellery and luxury accessories
Investment coordination
Displays Low-power OLED micro-displays
Surrogate sales
Flexible (e-paper) displays
Supplier benchmark
Enterprise software PBX FMC solution
Channel development
Industrial electronics Nano-sensors & actuators
Commercial audit & investment coordination
Maritime navigation & safety equipment
Surrogate sales
Defence & security technologies
Surrogate sales
Medical devices Orthopaedics (reconstructive joints)
Commercial audit
Mobile comms Base station amplifier technology
Surrogate sales
Mobile instant communications
Surrogate sales
High accuracy mobile location technology
Surrogate sales
Mobile satellite communications
Partner selection
Software solutions Advanced-function ATM software
Surrogate sales
Wireless entertainment products
Surrogate sales
Technology transfer Patent licensing
Surrogate sales
 

 
 

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