Re-building a reseller channel for Corel
In its heyday, WordPerfect had a market share of over 90% in the Benelux. But after being taken over by Novell, it went into a steep decline. Even a take-over by Corel did not stem the downhill tide. What’s more, with all the troubles Corel had at the time, even its flagship CorelDRAW was in danger of sinking.
What with al the cutbacks, Corel shut up shop in the Benelux, hoping to be able to run things from over the water. Realising this did not work, and with money becoming more available as the tide was slowly turning, Corel re-established itself in the Netherlands. Eurotech Internet • Marketing was drafted in to re-establish a reseller channel, the pillar 
on which the old Corel and WordPerfect sales were based.
The message to be given out was clear: “We’re back. We’re here to stay and help you sell the products you relied upon in the past.” A new basis of trust needed to be established as the channel had felt abandoned.
Over a period of three months, Eurotech visited over 90 resellers, from small shops to the big retailers, all over the country. This field research annex sales drive helped Corel make an inventory of the reigning attitude regarding Corel.
For the staff of the large retailers a roadshow was set up where the shop floor personnel received product demonstrations targeted at their specific situation. This was done in conjunction with a Point-of-sale roll-out with displays and special advertising.
Next phase was a roadshow for resellers, where a demo seminar was set up in 5 regions. All resellers who attended would receive NFR software and a Corel Reseller Certificate. In all, over 220 resellers attended and thus a country-wide reseller channel was established.