Case Studies

• Clark Whitehill
• Co-Cam Computer Services (UK) Ltd
• Data Exchange Systems Ltd
• Envoy Systems Ltd
• Lohmacs Limited
• Newtown Industrial Consultants
• Open Market UK Ltd
• Oracle Corporation
• RMS Ltd
• Sun Microsystems Ltd
• UUNET

Resource Management Systems Ltd

Resource Management with their RAPIER maintenance management and asset care system have enjoyed a strong market position for over a decade and were Oracle's first UK VAR in 1984. As part of a management buyout business plan, RMS needed a practical sales and marketing strategy. Ian Farmer Associates developed a plan that encompassed a direct sales major account plan, an indirect sales 3rd party channel strategy and "teaming" with Oracle's direct sales force to win high value orders. Ian Farmer Associates went on to assist with rewriting RMS' sales literature, several successful mailing campaigns and the launch of a state-of-the-art, pen-based maintenance management system.

‘One of the most valuable things Ian has taught our team is "if you always do what you have always done, you will always get what you always got."
I know I can rely on Ian Farmer Associates training to stretch my people and motivate them to do things differently.’

Geoffrey Streetley, Business Development Director, Banner Business Supplies Ltd.