Helping an Information Technology Vendor Establish a Solid Customer Financing Structure in Brazil
Brazil has almost the same number of inhabitants as the United States and is one of the world’s most dynamic economies. But selling information technology (IT) hardware and software in Brazil is a big challenge.
The country has a high rate of software piracy and previously was closed to IT imports for many years. IT vendors that want to succeed in such an environment must offer customer financing, yet they face many cultural, legal, regulatory and commercial barriers. The investment required is also highly significant.
The Alta Group helped a major Fortune 500 IT vendor -- the world’s largest in its business line -- to assess the different alternatives for setting up a solid and sustainable customer financing platform in Brazil. In a four-month period, Alta:
- guided the vendor in determining the most cost-efficient alternative;
- designed a comprehensive process for selecting a financing partner;
- undertook a solid due diligence based upon its experience and knowledge of the local market place; and
- assisted the vendor in setting up and negotiating an operating agreement in partnership with one of the Brazil’s largest financial institutions.
The solution has fueled sales for the IT vendor and provided financing to thousands of new customers in Brazil.
