The Dealmaker Twins

Our path crossed for the first time in 1994, shortly before President Mandela’s inauguration, at the University of KZN in Durban, South Africa, when I came out as a lecturer from Germany and Yathin completed his Degree in Mechanical Engineering of the 2010 FIFA World Cup held in Johannesburg when we both witnessed what CNN would call “the most memorable World Cup of all time” Over our collective 30 years of building global brands and structuring close to $2bn of corporate deals across 25 countries, we have learnt that the best brands excel at activating the single most important Driver of Business Growth- In other words, building your brand to a stage where your target audience is buying into you and your brand before they even speak to you The Conference Executive Board found that 57% of Buying Decisions are made before Vendor Involvement Our own research has shown that 70% of purchase decisions in Telco’s are made before involving sales And Forrester has released data showing that 71% of all Tech Buyers complete their Vendor Selection without ever speaking to you CONCLUSION: You may win or lose a Deal without ever being involved in the sale Microsoft sells 96% of their products through Channel Partners Salesforce is planning to double their revenue by onboarding 250k Channel Partners The overall majority of Channel Partners (80%+) are non-transactional, meaning their job is to influence the market? Find out at