Case Studies

Challenge

A global enterprise software company expanding within the APAC region, sought to establish a commercial presence in Australia and New Zealand without building a full regional team. They had global success but limited local market knowledge, relationships, or go-to-market strategy and infrastructure.

Approach

We conducted rapid market validation through direct customer conversations, mapped the competitive landscape, and identified the most viable entry segments. Rather than broad market coverage, we focused on certain verticals where their solution had clear differentiation and value.

Solution

Designed a lean commercial model leveraging both direct local expertise and capabilities as well as partnerships. Built the initial pipeline from targeted outreach to qualified prospects right through to deal closure and onboarding new customers. Provided valuable market intelligence and insight into ANZ buying patterns.

Challenge

A growth-stage SaaS platform vendor with strong traction in the ANZ market needed to restructure its commercial approach to win more enterprise and government contracts. Their global sales model worked in other global markets, but needed to be localised to win more government contracts and commercial clients with a good understanding of the nuances of the ANZ market and procurement processes.

Approach

Explored the gaps between their current capabilities and enterprise requirements. Worked alongside the sales team to understand deal dynamics and identify where friction existed. Mapped the procurement processes of target accounts.

Solution

Restructured the sales process with clear stage gates and qualification criteria. Localised the commercial model and approach to suit the ANZ market for increased market penetration. Implemented a more robust deal review cadence to catch challenges and resolve friction points early. Forecasting and reporting cadences were aligned to keep things on track.

Challenge

An Australian professional services firm wanted to extend its footprint across ANZ and the wider APAC region without diluting quality or over-extending resources. Previous expansion attempts had struggled with inconsistent delivery and cultural misalignment.

Approach

Assessed each target market for demand signals and competitive intensity. Identified potential industries and market sector that best leveraged the company's knowledge, network and expertise. Designed a GTM and business development strategy to enable outreach and pipeline development end to end that preserved quality while enabling local presence and regional expansion. Executed the strategy and refined processes and commercial infrastructure along the way to support objectives.

Solution

Established a network of certified partners in three markets, each with clear operating agreements and quality standards. Created shared methodology and training programs. Built a governance structure for ongoing partner management.