How a software company increased the sales without building internal sales force

From Globe and Mail report  February 5, 2014 by Craig Elias

This is a case study of one software company Proteocode,  based in Toronto Canada how it increased its sales by  130% and has half of its customers from the rest of the world.  It used a different business model.  It used a partner, modified the commission structure, used licensing agreement to expand its scope. 

It has identified 29 industries  which are most likely to use its service.  It has provided leads to its channel partners

By May, 2009, channel partners in Germany, India, Ireland and the U.S. had been established, and initial sales from these distributors began just two months later. By the end of 2009, channel partners in Japan and Korea were also brought on board.
Protecode now has 14 channel partners, covering Japan, Europe, Africa and East Asia, which generate more than 50 per cent of the company’s revenues from industries such as telecom, semi-conductors, gaming, security, healthcare and mobile communications.