DBI, one of the largest enterprise software developers in Russia, sought to broaden its international presence by establishing partnerships with local entities in MENA and Africa.
The goal:
DBI aimed not only to extend its market reach but to foster sustainable relationships with strategic partners. The primary objectives included:
- Identifying and connecting with suitable local partners and potential clients in MENA and Africa.
- Facilitating meaningful engagements with high-level decision-makers from companies already using similar third-party solutions.
- Enriching their internal client base with warm contacts of agents for ongoing communication.
Peoplr's solution:
We undertook a thorough analysis of the target markets, focusing on companies utilizing corporate software. Shifting our approach, we leveraged corporate LinkedIn accounts to find potential agents, utilizing both the platform's built-in search and external sources.
- We created corporate LinkedIn accounts for strategic outreach.
- Employed a multi-faceted search strategy on LinkedIn and parsed data from online publications, competitors' customer databases, and email newsletters.
- Initiated online meetings to engage with high-level employees from large companies already using similar third-party solutions.
Customer feedback loop:
The customer feedback played a crucial role in the success of our market entry strategy with DBI. It served as a continuous mechanism for communication, allowing us to stay aligned with DBI's goals and adapt our approach to the challenges encountered during the process.
Recognizing the complexities of entering new markets through local partners, our initial attempts to directly approach potential customers faced obstacles. This prompted a strategic reassessment, emphasizing the need for a more nuanced and localized approach. Through regular and structured feedback sessions with DBI, we gained valuable insights into the specific nuances of their target markets and the preferences of potential customers.
The iterative nature of the feedback loop allowed us to incorporate DBI's insights into the strategy in real-time, making necessary adjustments to cater to evolving market dynamics. This collaborative approach ensured that our efforts remained aligned with DBI's objectives, fostering a sense of partnership and mutual understanding.
In the span of just four months, our concerted efforts produced tangible and significant outcomes:
- Productive meetings: We successfully facilitated 45 productive meetings with high-level employees from large companies that were already utilizing comparable third-party solutions. These meetings provided a platform for showcasing the unique value proposition of DBI's offerings and establishing key connections within the target market.
- Enriched client base: The feedback loop not only helped in establishing new connections but also enriched DBI's internal client base. By providing warm contacts of agents through these interactions, we laid the groundwork for future communications and potential business collaborations.
- Smooth transition: All developments and insights gained from the feedback loop were seamlessly transferred to DBI's international managers for in-house processing. This ensured that the knowledge and experience acquired during the market entry process were retained within DBI's internal teams, facilitating continuous improvement and adaptability.
The success of this campaign highlighted the importance of adaptability and strategic collaboration. By combining market analysis, online outreach, and continuous feedback, we navigated challenges and paved the way for DBI's entry into new markets.
