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Results, held to the standard we set before we started.

Targeted research combined with direct outreach turned an open-ended growth question into 400 new veterinary channel partnerships.
  • Industry: Manufacturing

400

New vet channel partners identified and engaged

New

Market segments uncovered through custom insights

1

Repeatable process built for ongoing channel growth

The Client

Royal Canin is a global leader in health-focused pet nutrition, and veterinary professionals sit at the center of its go-to-market approach. Expanding the vet channel wasn’t simply a matter of growing a list — it required identifying and engaging the right practices specifically.

Challenge

Royal Canin needed better visibility into where its vet channel had room to grow, along with a reliable way to reach new partners once those opportunities were mapped. Without a dedicated team for research and outreach, this kind of expansion work kept losing out to the daily demands of account management.

  • No formal process existed for spotting untapped markets within the vet channel
  • Partner development depended on however much time and networking capacity the internal team had available
  • There was no structured outbound system in place to reach and activate new vet practices at scale

The Approach

Revenue Architects built a research and engagement process tailored to Royal Canin’s vet channel objectives:

  • Conducted custom research to pinpoint where new vet channel opportunities existed, using criteria specific to Royal Canin
  • Compiled a target list of vet practices and professionals matching those criteria
  • Delivered structured outbound engagement to introduce Royal Canin to prospective partners and hand off warm opportunities to the internal team
  • Shared insights back with Royal Canin continuously, so the work shaped broader strategy rather than just adding contacts

The Result

  • 400 new vet channel partners identified and engaged
  • New market segments surfaced that hadn’t previously featured in Royal Canin’s expansion plans
  • A repeatable research and engagement process now in place to support ongoing vet channel growth

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