Case Study

A Vietnam-based consumer app, armed with a disruptive voice recognition technology, was poised to expand into the B2B market following a successful Series B funding round. The company aimed to leverage its technology in high-growth regions by launching a new B2B vertical. However, the company lacked the internal go-to-market (GTM) expertise and a channel partner network essential for addressing its target multi-national prospects. Our task was to build the necessary B2B expertise, establish a channel partner network, and create a globally diversified sales team.

Our approach was structured into three phases: GTM strategy development, team stand-up, and sales enablement and coaching. During the strategy development phase, we evaluated several subsegments to identify the most attractive and feasible market opportunities. In the team stand-up phase, we assembled a sales team that was globally diversified and had the skill sets required to bootstrap this new B2B initiative. Finally, the sales enablement and coaching phase focused on empowering the newly formed team with the tools, strategies, and confidence needed to engage with and secure deals from multi-national corporations.

The project culminated in the establishment of account-based marketing (ABM) sales teams across APAC, EMEA, and LATAM. These teams were not only successful in identifying and approaching key subsegments but also in closing deals with major multi-national companies before the project's completion. The success of this initiative demonstrated the feasibility and potential of the company's B2B vertical, setting a solid foundation for continued growth and expansion in the global market.