Delivering Marketplace ROI With A GTM Strategy For Cuart Smart Lockers SaaS offering

Cuart Smart Lockers is a patented, cloud-based, smart solution for keeping inventory, last-mile retail, logistics and amenity self-served free or paid storage. Based in Colombia and with a presence in South America, the company, which began over 6 years ago, predominantly serves the Spanish-speaking market in Latin American countries. More recently, it looked to expand into new markets by implementing a reseller business model.

With a global reach, and streamlined system for transacting with Microsoft-based customers, the Azure Marketplace was the perfect platform to do this. Like many tech companies before them, Cuart Smart Lockers encountered a problem: how to navigate the complex world of Microsoft Marketplace to make their offer both transactable and aligned with their business goals. Enter, WeTransact.‍

“I’ve worked in tech my whole life, and listing and transacting on the Microsoft Marketplace was definitely the smartest thing to do for our company.”- Guillermo Andres Hernandez, CEO, Cuart Smart Lockers

Reaching a global network of resellers and distributors

Cuart Smart Lockers serves major retailers, logistics firms and coworking spaces with an automated alternative for automated processes. To that end, they provide both the software and the hardware needed to receive and manage goods via Plug and Play Smart Lockers.

By automating processes like in-store pickup and click-and-collect through the innovative use of QR codes, Cuart provides end-customers with secure and contactless parcel pickups at their preferred locations. For retailers and logistics companies, the patented technology also presents a more cost-effective option with AI features and cloud capabilities to be integrated via PI with any third party software.

To scale their operations into new regions, including North America and Europe, Cuart Smart Lockers saw the opportunity to publish their offering on the Microsoft Marketplace. But the marketplace can be hard to navigate, even for tech innovators.

Sometimes the complexity of communication makes it hard to understand how to comply with the requirements. On top of that, vendors coming to the marketplace for the first time aren’t always fully aware of the available benefits of the marketplace and how to unlock them.

The solution? Bring in experts, including former Microsoft employees, who have done it many times before. Experts like WeTransact.

“WeTransact made it easy and frictionless to get listed and publish.” - Guillermo Andres Hernandez, CEO, Cuart Smart Lockers

Locking in ROI with an actionable GTM

Cuart Smart Lockers previously tried to get up and running on the marketplace using consultants, with mixed results. On reflection, the kind of assistance they got was more of a foothold onto the platform with no clear or actionable GTM strategy.

WeTransact was different. From day one, the focus was on the ROI, with the goal of transacting as soon as possible. There was a real desire to help facilitate Cuart’s success in the marketplace and help them build momentum. Early on, Cuart migrated existing customers into the marketplace. They followed that up by seeking out suitable distributors and resellers across different territories, and bringing new leads into the marketplace.

Right now, a new distributor and reseller-driven business model is starting to take shape, with providers able to offer Cuart’s Smart Locker solution to existing customers, scaling the business into new regions. WeTransact has guided Cuart through the maze of marketplace correspondence and requirements, so they can start to leverage some of the additional benefits.

There’s also been support with how to approach distributors and resellers to get a positive outcome – especially in new regions. As Cuart Smart Lockers see it, One of the major advantages of WeTransact is that CEO, Johan Aussenac, has worked on both sides of the table – for Microsoft and as a vendor. In fact. Cuart Smart Lockers’ CEO – Guillermo Andres Hernandez – describes WeTransact’s help as “like having a partner beside you 24/7”.

“WeTransact was able to bring us together with new distributors and resellers. It’s the thing that really adds more value to this partnership” - Guillermo Andres Hernandez, CEO, Cuart Smart Lockers

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