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ColorNew's strategic expansion into CIS, MENA, and Latin America

Pathfinder CustDev
ColorNew's strategic expansion into CIS, MENA, and Latin America
ColorNew, a St. Petersburg-based company specializing in web development, CRM, and mobile applications, sought to expand its horizons in both domestic and international markets.

What was the challenge?

With a team of 11 individuals, the company aimed to explore various sectors and categories in the Russian markets as well as venture into the markets of the CIS, MENA, and Latin America. The CEO also harbored ambitions to establish valuable connections with directors and top executives of major Russian companies. Additionally, there was a hypothesis about the need to introduce a compelling mobile application in the UAE market.
Our solutions stepped in, introducing the concept of CustDev (customer development) to ColorNew and sharing expertise in the field. Together, we crafted targeted LinkedIn profiles for three accounts, meticulously segmenting the audience. Niche targeting and tailored messaging were employed across different segments.
Regular refinement of communication scripts and posing clarifying questions before each meeting were key components.
  • For the CEO's account, we focused on large industrial companies in Russia, arranging meetings with CEOs.
  • The CTO's account targeted technical directors in various business segments in Russia and the CIS.
  • The third account was dedicated to business club managers in the UAE, interested in mobile app development.
We sent additional information before meetings, gauging interest in ColorNew's services. Simultaneously, we scoured Telegram groups for leads, conducted email outreach to LinkedIn connections who hadn't responded, and integrated leads into ColorNew's CRM. Monthly reports were tailored in collaboration with ColorNew, including the data they wanted to see.
After a year of collaborative efforts:
  • ColorNew established desired connections in Russia, the CIS, Latin America, and MENA.
  • The company's network grew to over 20,000 contacts, expanding by more than 5,500 decision-makers.
  • 100 meetings with potential clients were organized, providing invaluable insights into digitalization markets.
  • ColorNew gained a comprehensive understanding of digitalization in various business segments across selected countries.
The success story showcases's strategic approach, resulting in tangible and substantial growth for ColorNew in both local and international markets.