The Challenge
A Nordic SaaS platform with 1800+ brands as users and thriving across Europe sought to expand into Asia Pacific with Singapore as a base. With limited experience in APAC and only a couple of customers across Australia and New Zealand, the company faced challenges in navigating a new region with unique business dynamics and cultural nuances.
To succeed, they needed to adapt their Go-To-Market (GTM) strategy, optimize messaging and build a scalable acquisition model for the APAC market. They selected The Scale Factory to be their commercial partner for the region and jointly mapped out a 3-year plan, with responsibility for sales, business development and local insights for marketing initiatives executed from HQ.
Objective
Validate market potential, build traction and achieve sustainable growth by optimizing GTM strategies, securing a strong sales pipeline, generating revenue and scaling operations.
The Solution
The Scale Factory crafted a comprehensive strategy centered on market validation, customer acquisition and step-by-step regional expansion. Beginning with a market traction test targeting Southeast Asia prospects, the company’s ICP, fees and messaging were refined to align with the region’s needs, while still serving the commercial requirements of the client.
A multi-channel acquisition engine was implemented, combining warm introductions, business partnerships and targeted outreach, with a clear focus on Southeast Asia and Australia/New Zealand. Continuous performance tracking ensured progress, with KPIs defining milestones across the sales funnel.
“When entering the Asia Pacific region, it was clear that The Scale Factory was the right partner for us, with their significant experience helping companies enter and expand in the region. With the right expertise, network and talent they have successfully helped Bannerflow grow across Asia Pacific; securing a mix of local, regional and global customers and ensuring a profitable expansion for Bannerflow. Most importantly, they have been a partner we can trust and an instrumental part of our growth journey so far.” – Emil Chroona, Chief Growth Officer, Bannerflow
Results
2023
By refining its GTM approach, the company achieved significant growth:
● Secured new customers across Singapore, Malaysia, Philippines and Australia
● Grew the team in Australia and Singapore to support expansion
● Generated USD 500k+ in ARR and a monthly break-even for the region
2024
Growth continued with:
● New customers secured across Singapore, Philippines and Indonesia
● Crossing $1M achieved in total ARR
● Market traction testing initiated in India
● Expanded the team with Customer Success based in Singapore and local presence in the Philippines
2025 and beyond
● Further expansion planned across markets and growth within team
● Growth of brand awareness through marketing initiatives centered on events and paid ads
● Targeting a USD XXM ARR and setting the stage for a Build, Operate, Transfer (BOT) model by the end of 2025
This case demonstrates the impact of a tailored, data-driven strategy on unlocking growth in new markets. By adapting to regional dynamics and staying focused, the business established a strong foothold in APAC and positioned itself for accelerated growth and long-term success.
Opmerkingen