Engaged Case Studies 1, 2

Position: Channel Manager
Company: American Power Conversion

Client Search Challenge
American Power Conversion, a Billion-dollar leading manufacturer and supplier of Power Systems, Network Monitoring and HVAC to Enterprise Mission Critical Data Center environments had just completed a strategic acquisition. A key component to meeting the short term sales goals and solidify the future success of the business would be the ability to quickly assess and leverage the current reseller distribution channel. Thompson Associates was asked to find a Channel Manager who had the experience and the relationships to enhance and expand the companies presence with the resellers.

Thompson Associates Solution
A team of Senior Recruiters and Research Consultants with extensive industry background and experience was selected to handle the assignment. They spent time up front with the key client contacts to understand the criteria the client had established for the position. In addition they worked at length with the client to develop a detailed picture of the intangibles this individual would need to possess to mesh with the company culture, clients and partners. A detailed and strategic profile and target list of companies and individuals was established before any calls were made. The team also created a marketing plan for the position in order to attract the top people available.

Search Result
The willingness of the Client to devote time and resources up front to the project along with the team's knowledge of the industry and network of contacts produced a number of top candidates to choose from in a very favorable time frame. Once the team and the client decided who was the ideal choice among the finalists, the Thompson Associates team turned their focus and attention to the most critical steps of the process. Negotiating and closing the candidate on win-win offer for both parties. The planning, cooperation and hard work paid off when the candidate accepted the position and started work just 59 days from the start of the process.