MARKET ACCESS & GO-TO-MARKET
Helping businesses navigate markets and turn opportunity into action.
Market expansion involves more than identifying demand. Companies must understand regulatory requirements, stakeholder priorities, competitive dynamics and the commercial model needed to establish a presence.
The following cases illustrate examples of market access and go-to-market work.
Regulatory Advocacy
Addressing localization requirements affecting critical-industry access
Context
Country Z introduced localization requirements for technology providers serving designated critical industries. The rules included localisation requirements and restrictions relating to foreign ownership (< 25%).
Challenge
The affected industries represented close to 80% of the client’s business in Country Z. A joint venture or ownership restructuring was considered insufficient to address the regulatory barrier.
Our contribution
1ST INTEL brokered engagement with the client’s country of origin to raise the request for an exemption through the relevant trade-policy channel.
Reported outcome
The country of origin’s trade ministry agreed to include the company’s exemption request in a trade deal with Country Z.
Context
In late 2022, Country Y’s IT Ministry proposed draft requirements for child online protection solutions, including local data storage and reporting collected data to the government.
Regulatory Advocacy
Supporting privacy and compliance concerns in a draft child online protection law
Challenge
The client was concerned that the proposed requirements could conflict with user privacy and GDPR compliance, and affect the quality of aggregated telemetry used for threat research.
Our contribution
1ST INTEL supported advocacy concerning the proposed requirements and their implications for the client’s operations and technology.
Reported outcome
Country Y eventually removed the requirements from the draft.
Context
A major cybersecurity vendor faced stagnating revenue growth and market-share challenges in its established US and European markets.
Challenge
The company needed to identify new markets and establish relevant stakeholder relationships to support expansion.
Expansion into New Markets
Supporting a cybersecurity vendor’s entry into 21 markets
Our Contribution
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Identified target markets with growth potential.
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Mapped stakeholders across defence ministries, law-enforcement agencies and cybersecurity authorities.
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Developed a staged engagement approach, with critical information infrastructure sectors included in a subsequent phase.
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Facilitated in-country stakeholder introductions across 21 countries over 18 months.
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Developed relevant talking points to support focused discussions and commercial engagement.
Reported outcome
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Entry into 21 new markets within 18 months.
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Established a business-to-government network in the new markets.
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Reported 70% business-to-consumer market share across Africa.
Context
A Taiwan-based industrial conglomerate with more than 100 years of history intended to expand across ASEAN. The scope covered transformers, industrial motors, and industrial and commercial air-conditioning products.
ASEAN Industrial Expansion
Developing a phased regional growth roadmap for a Taiwan industrial group
Challenge
The company needed a structured view of market potential and competition, together with a phased approach to product development, manufacturing and sales.
Our contribution
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Analysed addressable markets and competitors in Vietnam, Indonesia and Thailand across the three product divisions.
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Formulated a 10-year market access and go-to-market strategy.
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Developed a phased roadmap spanning product development, manufacturing and sales.
Reported outcome
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Developed a go-to-market strategy for Vietnam.
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Completed market analysis for Thailand and Indonesia.
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Execution of the Vietnam go-to-market strategy is underway.
Direct Market Presence
Planning direct presence in Vietnam and Indonesia
Context
A cybersecurity vendor was represented by service contractors in Vietnam and Indonesia and wanted to expand through a direct presence.
Challenge
The company needed to understand the addressable opportunity and assess the sales and cost implications of establishing a stronger presence in both markets.
Our contribution
Conducted go-to-market studies for Vietnam and Indonesia, including market sizing and five-year sales and expense forecasts.
Reported outcome
The business doubled over three years.
Talk to us about market selection, regulatory considerations, stakeholder engagement or your go-to-market strategy.