In a bid to enhance its growth and expand its global footprint, ATF, a leading transformer components producer, embarked on a mission to penetrate the MENA market. With a focus on establishing partnerships and securing supply contracts, ATF sought the expertise of Peoplr to navigate the complexities of this new geographic territory.
- Problem -
ATF identified a need to diversify its sales geography beyond the Russian and CIS markets and tap into the lucrative MENA markets. However, entering this region posed various challenges, including unfamiliar market dynamics, a disparate target audience, and limited knowledge of local business practices.
- Solution -
To address these challenges, Peoplr adopted a comprehensive approach by meticulously analyzing the target audience, evaluating potential partner countries, and developing an effective strategy. One of the key solutions proposed by Peoplr was the establishment of a corporate LinkedIn page to actively search for potential buyers and partners.
- Execution -
1. Targeted analysis: Peoplr conducted a meticulous assessment of the target audience, market dynamics, and potential partner countries within the MENA region. This analytical approach ensured that ATF's efforts were channeled towards the most promising opportunities for collaboration and growth.
2. Strategic LinkedIn presence: Peoplr proposed the development of a corporate LinkedIn page as a key element of the outreach strategy. With three dedicated LinkedIn accounts, Peoplr actively searched for potential buyers and partners, leveraging the platform's extensive network to connect with decision-makers and industry professionals.
3. Preparation and support: To maximize the effectiveness of each meeting, Peoplr invested time and effort in preparing potential buyers beforehand. This included sending comprehensive product catalogs and clarifying the roles and responsibilities of foreign market representatives. Peoplr also provided ongoing support during negotiations, ensuring seamless communication and facilitating a smooth negotiation process.
4. Seamless transition: Through skillful networking and engagement, LinkedIn correspondence was successfully converted into email correspondence in 50% of the cases, thus streamlining communication and establishing direct lines of contact with potential partners.
- Results -
The collaboration between ATF and Peoplr not only yielded impressive results in terms of market expansion but also led to the introduction of a new product line tailored to meet the demands of the foreign markets. Notably, ATF secured a supply contract with Iran Transfo, the largest group of plants in Iran, thus establishing a significant presence in the country.
Additionally, the project resulted in a substantial expansion of ATF's contact network, with a noteworthy addition of 2,000 decision-maker contacts. Peoplr's dedicated efforts also led to organic growth in ATF's corporate LinkedIn page, doubling the number of subscribers and further strengthening the company's online presence.
