MARKET ACCESS & GO-TO-MARKET
Market Access, Regulatory Assistance
Go-To-Market
Strategic Partnerships
Background
Country Z introduced strict localization requirements for providers of technology solutions. Under the rules, companies wishing to provide technology solutions to a list of critical industries must show localization adaptation, and the proportion of foreign investors and their concerted actors in the enterprise should not exceed 25%
Problem
This would severely impact our client, a foreign company to Country Z, as these critical industries make up close to 80% of the company’s business in the country. A joint venture or changes in the ownership structure were deemed to be insufficient to overcome this regulatory hurdle.
Outcome
POST POLICY ADVOCACY - Through our brokering with the company’s origin country, the origin country’s trade ministry agreed to include the company’s request to be exempted from the requirement, in a trade deal with Country Z
Background
A draft law imposed technical requirements on solutions in child online protection by Country Y’s IT Ministry in late 2022.
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Under the draft, all solution providers in child online protection must
(1) store data within Country Y and
(2) to update the government on all data collected through the solutions in question.
Problem
This would infringe on the company’s users privacy and its compliance with GDPR. The requirement to retain all data within the country will also affect the quality of aggregated data collected in the company’s telemetry out of which good quality threat research would be produced
Outcome
POST ADVOCACY - Country Y eventually removed the requirement from the draft.
Background
Major cybersecurity vendor company facing stagnation in existing markets primarily in the US + Europe; losing market share; stagnation of revenue growth
Outcome
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Successful entry into 21 new markets for the company within 18 months.
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A well established B2G network in all new markets + 70% B2C market share in Africa continent
Engagement
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Identification of target markets with good potential for the company
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Thorough stakeholders’ mapping to establish an engagement strategy targeting the defence ministry, inland security department / law enforcement agency, and cybersecurity nodal agency
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Staged approach to extend outreach efforts to CIIs sectors in the 2nd phase
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Introductions in person made to stakeholders in-country x 21 countries over a sustained period of 18 months
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Crafting of relevant and current talking points which would pique the interest of stakeholders
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Intentional about ensuring potential for commercial outcomes through meetings
Background
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>100-year-old conglomerate in Taiwan intending to expand into Asean
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Go-to-market (GTM)
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Transformers, Industrial Motors, Industrial & Commercial Aircon
Engagements
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Analysed addressable market and competitors for all 3 product divisions in Vietnam, Indonesia and Thailand
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Formulated market access and GTM strategy, spanning 4 phases over 10 years
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Covers roadmap for product development, manufacturing, and sales
Outcome
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GTM strategy for Vietnam
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Market analysis for Thailand and Indonesia
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Currently executing the GTM
Background
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Cybersecurity vendor
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Go-to-market (GTM)
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Conceptualisation and implementation
Engagements
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Vendor has service contractors representing them in Vietnam and Indonesia
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Intends to expand into these countries with direct presence
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Conducted Go-To-Market studies for these countries, quantifying the addressable market, complete with 5-year sales and expenses forecast.
Outcome
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Doubled the business in 3 years.
