When Pierre Martensson and Lars Bjorge founded The Scale Factory, they set out to solve a problem they had encountered repeatedly: Western B2B tech companies struggling to establish a presence in Asia and Southeast Asia. Their mission was clear—to bridge the gap between bold ideas and tangible results.
Pierre’s story began in Singapore at the age of 22, selling vacuum cleaners door-to-door. This challenging start taught him resilience and the importance of connecting with people from diverse backgrounds. Lars, meanwhile, began his journey by studying Asian languages and later became the first Norwegian to work in China’s creative and media agency sector. These experiences gave him a deep understanding of the nuances required to succeed in complex markets.
Together, they identified a common issue: many companies had ambitious plans for entering Asia but lacked the practical expertise to bring those plans to life. This realization led to the creation of The Scale Factory—a company dedicated to turning strategy into reality.
Building the Foundation in Asia
In October of 2019, Pierre and Lars established The Scale Factory’s first office in Singapore. This hub became the cornerstone of their mission to support businesses aiming to thrive in Asia. From the get go, they introduced a framework called Commercialization as a Service (CaaS), providing companies with a complete solution for market entry and expansion.
“Over the years, I’ve worked with countless GTM agencies and consultancies, and most provided advice in the form of Power Point slides,” Pierre recalls. “But execution was left to me and my team. We wanted to change that by not just defining bold strategies but also taking on the responsibility of executing them.”
CaaS represents a strategic partnership tailored to help companies scale effectively in new markets. By blending strategy with hands-on execution, it sets itself apart from traditional consulting models that typically stop at providing advice. CaaS ensures that businesses can effectively plan and execute their entry into complex markets, achieving tangible results.
The process starts with in-depth research and onboarding to understand a client’s product, positioning, and goals. The Scale Factory then conducts detailed market analysis to map industry trends, competitor insights, and identify key stakeholders. Most importantly, The company then sets up and conducts meetings with the defined Ideal Customer Profiles (ICP) and Personas, validating product-market fit and refining the value proposition from an “outside-in” perspective.
This groundwork serves as the foundation for a tailored go-to-market (GTM) strategy that is executed and validated through real-world engagement. Over a structured 18–24 month period, The Scale Factory applies a Build-Operate-Transfer (BOT) model, building the commercialization framework, driving initial sales, and ultimately transitioning operations back to the client. This ensures businesses not only establish a foothold in the market but are also equipped for sustainable long-term growth.
Tackling Market Complexities
Expanding into Asia requires not just a great product but a deep understanding of how local markets operate. Lars explains, “You’re not just selling a product; you’re building trust.” In this region, relationships and networks are critical to opening doors and maintaining success.
The Scale Factory was created to bridge the gap faced by many companies entering diverse and fast-moving markets like those in Asia. Relying on remote teams without local expertise or sending HQ staff overseas often falls short, leaving businesses unable to adapt effectively. Acting as a local partner embedded within their clients’ operations, The Scale Factory works alongside businesses to test, refine, and execute strategies tailored to each market’s unique demands. With an extensive network, they accelerate market validation and help build strong sales pipelines that align with local needs. “Asian markets move fast,” Pierre adds. “The pace can be challenging for Western companies. Our role is to help clients keep up while ensuring they lay the groundwork for sustainable growth.”
By staying agile and leveraging local expertise, The Scale Factory enables clients to navigate complexities, grow sustainably, and build lasting relationships.
Proven Results
One example of The Scale Factory’s success is a Western MarTech B2B SaaS company. Within 12 months, they helped the client achieve $500,000 in annual recurring revenue (ARR), break even in nine months, and secure a positive ROI within 14 months. “We’ve supported around 40 companies, but this case truly highlights what’s possible with the right mix of strategy and execution,” Pierre notes.
Another success story involves a European client navigating local competition. By leveraging their network, The Scale Factory built a sales pipeline and validated the client’s product-market fit within six months, enabling them to adapt and succeed in Southeast Asia’s unique environment.
Looking Ahead
Since opening their office in Singapore, The Scale Factory has expanded to Europe, strengthening their global footprint. Now, Pierre and Lars are focused on broadening their reach, onboarding more clients, and continuing to deliver measurable results. “Entering a new market and proving your value proposition there demonstrates the strength of your business,” Lars explains. “We’re here to help B2B tech companies scale and succeed in Asia and Europe— two regions filled with opportunities to showcase global competitiveness and drive sustainable growth.”
The Scale Factory’s journey goes beyond strategy and execution. It’s about unlocking potential and creating pathways for companies ready to thrive in some of the world’s most dynamic markets. Follow along for more stories, insights, and updates as we continue to grow and scale!
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