Context
Swiss financial software vendor expanding into two new regions: UAE and the Caribbean. Both markets are heavily regulated, with limited public data on licensed institutions.
The problem
No reliable view of licensed entities, relevant institutions, or companies with genuine buying capacity. Standard data tools couldn't map these markets. Outbound risked targeting the wrong institutions entirely.
What changed
- Built datasets from regulatory sources specific to each market.
- Qualified each company based on activity, relevance, and estimated buying capacity.
- Mapped stakeholders across business, technical, and executive roles.
- Executed campaigns in both markets simultaneously under two separate brand identities.
Outcome
- Fully qualified market coverage across UAE and Caribbean regions.
- Outbound focused exclusively on licensed, ICP-fit institutions.
- Dual-market program running concurrently with separate regional playbooks.
