Malaysia and Singapore are polar opposites on culture, way of doing business, the priorities and many more.
PROBLEM / OPPORTUNITY STATEMENT
Malaysia is not a market built on competition, it is rather a market that promotes monopoly and Singapore, outright the most competitive market to ever exist. One market depends on the relations and other on efficiency of your solution.
Finding the right pedigree to partner with and getting your solution to the market is only the start of the battle in both markets.
Both markets are highly quality conscious and there are rarely any second chances if you falter with your services or solutions.
We tapped into the policy elements of both the markets, whilst the Malaysian markets had preference towards Bhumiputra companies, Singapore had Automation focused tax rebates for solution implementation.
APPROACH TO SOLUTION
Localization of your solution to be core local to Malaysian market and working under a partner brand was key; the solution sales approach was built on countering existing bidding practises with smarter maneuvering in proposals, Singapore was all based on getting a efficient pilot going and demonstrating the critical capabilities within your services and solutions.
KEY SOLUTION METRICS
Finding steady supply of qualified opportunities with real ability to win was the key for engaging in either of the markets.
Without established partners, getting viable opportunities and qualifying the opportunity will be extremely difficult in both the markets.
Finding strategic alliance is the key to doing business in both markets. This is achieved through strong value propositions, having business process specific solutions and strong client base in your local markets.
With nearly zero business in year 1 and exceeding contract of more than US $10 million in year 2, the Malaysian markets took some learning, where as Singapore market, the business was as usual in any other competition driven markets.
Since Malaysia and Singapore carry similar demographics, the cultural location of your market messaging and solutions will be common for both markets.
KEY BENEFITS OF SOLUTION
Software skills are in high demand with greater appreciation for quality & reliable service providers.