What it is
Building performance frameworks for distributors and integration partners: joint GTM strategies, capability development, and speed-to-market acceleration.
Who it is for
Manufacturers and solution providers who sell through distributors and integration partners across Asia Pacific.
Proof from the field
- Vietnam: channel partnerships developed alongside the local distributor took the market from USD 20K to USD 1 million. Read the story.
- China: three globally recognised systems integrators competed on the same package, and the contract was signed on New Year's Eve 2023. Read the story.
- Integration partner onboarding is part of APACEdge's packaging and automation work.
Who you work with
Francis Lee spent 30 years at Sealed Air Corporation, rising from Engineering Assistant to Director, and is PMP-certified. APACEdge is his independent consulting practice, based in Singapore and serving clients across Asia Pacific.
In practice
Francis has developed new partners in Vietnam, Malaysia and Singapore, approximately five in each country.
- Choosing a partner: Francis is open to anyone who wants to partner. He looks at what the partner sells and whether it is high value, whether they are willing to invest or are waiting for you to invest for them, and what challenges they face.
- After signing: product training, joint calls and visits to prospects, and hands-on support for at least 3 to 6 months. The partner needs a pipeline, with weekly or bi-weekly calls for project updates.
- A problem fixed: partners often did not know the products, so Francis trained their sales teams and made sure the partner assigned reps to sell them.
How an engagement works
- First contact: Francis speaks with you, learns what you need and what is not working today, and suggests several options for you to review.
- Week 1: identifying the pain points. A common issue clients arrive with is data readiness, so this is checked early.
- What you get: it depends on the need, from straightforward verbal advice to a simplified workflow supported by an AI agent built on Claude.
- Timeline and price: typically within a month, depending on complexity. Pricing scales with the complexity of the project, from a few hundred to several thousand Singapore dollars (SGD). Complex projects use a retainer so the solution sticks.
- Who it is usually for: business owners, who decide whether to invest in AI.
- Delivery: remote or on-site, in English or Chinese, and Francis will travel to any country if needed. Based in Singapore, taking projects globally.
How to engage
Engagement models: AI agent projects, advisory retainers, project-based consulting, workshop facilitation and a peer advisory network. Enquiries are answered within 48 hours.