Made in Elements
Clients in private and government settings have relied on Channel Architect to recruit and retain matrices of channel partnerships of a highly specialized nature, at differing price points and capabilities. This extends beyond sales and marketing outlets to encompass joint ventures, pre-acquisition investment, and intellectual property and patent rights negotiation.
Trade Mission
Translating government mandates into practical, market-ready solutions can be challenging—even for well-resourced companies, tech startups, and local governments. As Principal Commercial Officer for Western Canada, Tom conceived, secured, and led a three-city Renewable Energy Trade Mission to Canada, earning a coveted place on the U.S. Foreign Commercial Service’s global trade mission calendar.
The mission connected U.S. energy technology companies with Canadian energy providers, power transmission agencies, First Nations leaders, and government procurement officials. The initiative directly advanced U.S. export growth while validating North America’s renewable energy market under the U.S. government’s North American Competitiveness through Clean Energy Partnerships initiative.
Accelerating Defense Market Entry in a High-Risk Environment
As Romania emerged as a frontline NATO and EU state following Russia’s invasion of Ukraine, the country became a focal point for defense and security investment. Serving as Commercial Officer for this sector, Tom Hanson led market entry efforts for U.S. defense contractors in close coordination with U.S. intelligence, military leadership, and host-nation authorities.
In response to urgent demand in early 2022, Tom and his team rapidly launched Romania’s inaugural Defense Industry Capabilities Day in Bucharest. The one-day event brought together more than 30 U.S. defense contractors and regional military and government procurement officials, generating over 100 targeted one-to-one business development meetings. Strategic negotiations with host-government stakeholders and U.S. firms ensured strong over-subscription, accelerating tender activity and increasing contract award success.
Finding a Foothold in a Volatile Market
Tom Hanson assisted a capital-constrained startup in breaking into competitive retail and hospitality markets, designing and leading a phased, cost-effective global channel strategy—connecting brokers, wholesalers, and specialty retailers across natural personal care, gourmet food, spa, and healthcare sectors. The result was premium shelf placement that showcased a distinctive Hawaiian brand story, supported by retailer training and high-impact point-of-purchase materials. The brand secured placement with top wholesalers and preferred retailers, attracting discerning consumers and generating strong word-of-mouth momentum, including on-air and print endorsements from influential celebrities.