B2B case: search for 2,345 partners for the distribution

B2B analytics and partner base development case for a company operating in the heat pump market.

The client's task was to create a distribution network of partners across Ukraine. It was necessary to find companies that are engaged in the installation of heating systems, work with engineering networks, or sell technical equipment and can become dealers or installation partners.

Initially, the market appeared very large. According to the main classifications:

43.22 - installation of water supply networks, heating, and air conditioning systems
46.69 - wholesale trade in machinery and equipment

the total number of companies amounted to over 212,000.

However, working with such a large number of companies is practically impossible, as the database included small installation teams, inactive businesses, companies without turnover, or those not working with heat pumps.

Therefore, the main task was not just to collect a database, but to identify those companies that could realistically become partners for distribution.

What was done

Market analysis by classifications
Two key segments were identified:

43.22 - companies engaged in the installation of heating systems
46.69 - companies engaged in the sale of equipment

Cross-segmentation
Companies that are simultaneously engaged in installation and equipment sales were separately identified. They have the greatest potential for rapid scaling of heat pump sales.

Financial filtering
Additionally, an analysis of companies by annual turnover was conducted, which allowed for determining the scale of the business and selecting the most promising partners.

Formation of the target database
After all stages of analysis, a database of companies was formed, which is suitable for launching cold sales and partnership negotiations.

Result
Instead of chaotic work with a market of over 212,000 companies, a target database of 2,345 potential partners was formed.

These are companies that:
operate in the field of installation of heating systems
engage in the sale of technical equipment
have an active business
can be dealers or installation partners

This approach significantly increases the effectiveness of cold sales, reduces the sales department's time, and allows for faster building of the dealer network.

In fact, the market was transformed:
212,000 companies → 2,345 potential partners.

The sales team received a structured market map, with which they can systematically build the distribution of heat pumps.

Link to the case
https://ministrysale.com/baza-partneriv-teplovi-nasosy-b2b

The case was executed in collaboration with the Ministry of Sales team. The project was implemented as part of a joint effort on market analytics, company segmentation, and the formation of a B2B database of potential clients.