Expanding a European IT Consultancy into the Gulf Region

Challenge:

A leading European IT consulting firm specializing in data center design and implementation sought to enter the Gulf countries. Success hinged on navigating a new regulatory environment, cultural nuances, and operational complexity—while competing against well-established local providers.

Solution:

We designed a comprehensive go-to-market strategy tailored to the Gulf region, with a focus on high-impact partnership development, market segmentation, and localized value positioning. The engagement covered pricing strategy, financial modeling, and development of a full sales Bill of Materials, enabling the client to approach the market with clarity and confidence.

Outcome:

Within four months, the firm signed a strategic contract with Mubadala, the region’s largest government-backed investment group. Additional enterprise deals followed in telecom, healthcare, and public sector verticals—establishing a strong revenue pipeline and long-term market presence.

Multi-Region Launch for a Global Telematics SaaS Company

Challenge:

A fleet management SaaS provider with global ambitions needed to simultaneously launch operations across five diverse regions—each with distinct regulatory, cultural, and commercial dynamics. Success depended on coordinating GTM strategies, local compliance, and scalable operational infrastructure.

Solution:

Serving as project portfolio lead and business development advisor, we developed region-specific go-to-market strategies for Mexico, India, Brazil, Estonia, and South Africa. Each plan included tailored value propositions, sales frameworks, partner enablement strategies, and regulatory compliance roadmaps. We oversaw the recruitment and training of localized sales teams and successfully deployed SugarCRM and SAP, aligned with newly established xBR (executive business review) procedures.

Outcome:

Within two years, fully operational business units were live in all five regions. A robust partner network of 75+ regional companies was established, and strategic enterprise deals were secured—including with Vale S.A. (Brazil), Tata Motors, Bosch India, and Deli Municipality. The result: 64% year-over-year revenue growth and a globally scalable go-to-market playbook.

Enabling Regional Expansion for GE Healthcare

Challenge:

GE Healthcare, a global leader in diagnostic imaging, sought to expand its presence in Russia and the C.I.S. countries. Despite strong product-market fit, legacy processes and operational complexity created barriers to market entry—particularly around compliance, localization, and internal alignment.

Solution:

Serving as strategic advisor and portfolio manager, we led a full operational transformation initiative to support the regional launch. This included the design and implementation of new business workflows, rollout of a localized Salesforce CRM system, and integration with GE’s existing ERP via vendor coordination. A standardized executive reporting (xBR) framework and internal sales training program were introduced to ensure alignment across teams and geographies.

Outcome:

The new business model enabled successful market entry and revenue generation within the first year. By year two, regional sales exceeded plan by 15%, validating both the strategic direction and operational execution. The initiative provided a scalable foundation for GE’s continued growth in the region.

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