| Management Challenges |
Arcot’s goal was to become the #1 global provider
of software for the new Visa Payer Authentication Service,
launched in 2001, to combat payment card fraud, a $1 billion
problem worldwide. All banks, merchants, and third party
service providers involved in credit card processing over
the Internet will require Visa compliant software. Arcot
management turned to Weinstein for help.
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| Solutions Delivered |
Weinstein created strategies and led vital projects
that established a variety of marketing and distribution
relationships that promoted the worldwide market penetration
of Arcot’s Visa compliant software and services.
Weinstein identified target companies, initiated contact,
proposed terms and conditions, and negotiated agreements.
|
| Results Achieved |
Arcot became a preferred vendor for Visa compliant
software. Weinstein:
- Formed an OEM/Reseller relationship with an e-commerce
service provider. The Agreement provided for product
integration, training, sales and marketing procedures,
fees, support, upgrades, fixes, and intellectual property
rights.
- Formed joint marketing and reseller relationships
with Accenture, PricewaterhouseCoopers, and Equifax,
to expand customer base in overlapping target markets
and support worldwide implementations.
- Signed up marquee accounts (Dell, McAfee.com, Priceline,
Target, CompUSA, Zale, etc.) to long-term contracts.
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Service
Description: Creating New Sales Channels