In this interview at Logimat, Frederik Dejans, Head of Channel at Sensolus, sits down with Andreas Rief, Business Development Manager at COT — a company with 16 years of industry experience and 4,500 close customers. Andreas explains why COT chose Sensolus to fill a gap in their portfolio and what the partnership looks like in practice.
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Business Development Manager COT
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1
Portfolio completion
COT wanted to give their customers all solutions. Asset tracking was missing. After evaluating several companies, Sensolus was the perfect fit; bringing the outdoor GPS track and trace solution that COT needed to complete their offering.
2
Side-by-side implementation
For COT, this is new territory. What they need from a partner is someone who does the projects with them from day one; helping them build experience in the field and guiding them through implementations. That's exactly what the Sensolus partnership delivers.
3
Brand awareness opens doors
When COT goes to market with Sensolus, customers already know the name. That brand recognition opens doors and makes it easier to start the conversation.
There was a gap in the COT portfolio: asset tracking. After looking at different companies, Sensolus was the perfect fit. The goal was simple: give customers all solutions. Outdoor GPS track and trace was missing, and that’s where Sensolus came in.
What COT needs from a partner is close contact and side-by-side support — especially in the early stages of implementation, where experience needs to be built from the ground up. The Sensolus team brings the right people to do projects together, identify what’s working, and make adjustments. COT can’t do this alone; and they don’t have to.
A lot of COT’s customers already know the Sensolus brand. That awareness makes it easy to open doors. The conversation starts from a position of credibility, and from there the discussion can go deeper into the specific value the solution brings.
COT has 4,500 close customers and sees a tracking use case in virtually every one of them. The partnership with Sensolus allows COT to expand their offering and bind existing customers even closer. The opportunity to grow together is significant.
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