Case study 07 · IT services · Market entry
Building a Nordic business from zero
Indian IT Provider
In short
A global IT and digital engineering provider had no local presence in the Nordics. We changed its European growth strategy to include local Nordic entities and teams, built the hunt list and sales playbook, and grew the business from $0 to $35M in two years with eight new logos.
The results
$0→35Mrevenue built from a standing start
8new logos won
2years to reach $35M
The challenge
Grow revenue and expand in Europe, where the company had no local presence in the Nordics.
What we did
- AChanged the European growth strategy to include building local Nordic entities and teams
- CBuilt a prioritised hunt list, created the value proposition, USPs and cold-calling playbook
- EWon new logos, then moved the strategy from “land” to “expand” within key accounts
Where ACE came in
A
Align
Set or reset the strategy
C
Close the gaps
Build what delivery requires
E
Execute
Win in market and keep it running