Building a go-to-market plan for entry into the Middle East
Heavy dependence on a few domestic clients pushed leadership to look for a new growth market.
Illustrative example- A mid-sized IT services firm
- Client
- B2B technology services
- Industry
- Market & GTM Strategy
- Solution
- 12 weeks
- Duration
Results
- Estimated entry cost vs. direct model
- −40%
- Channel partners signed
- 3
- Priority market selected
- 1
The challenge
The company had capabilities that travelled well, but no clarity on which country, sectors or entry model offered the best return for limited resources.
Our approach
How we applied the GROW Framework — from data to decisions and measurable growth.
Evaluated five markets on demand, competitive intensity, deal sizes and cost to serve.
Found two sectors where the firm's niche expertise was scarce and buyers preferred specialist partners.
Designed a partner-led entry model, value proposition and 12-month sales plan for one priority market.
Defined pipeline milestones and a go/no-go review for the next market.
More for scaling & mid-market businesses