Most smaller vendors are unable to serve the global market at once, especially when hardware products must comply with various local certifications. Additionally, software must adhere to local GDPR regulations, constraining its global rollout. Rest-of-World Strategy becomes mandatory.
Assignment:
May 2012: Identify which of the current products could support the global rollout for several global system integrators in the retail sector.
Results:
- Early 2013: availability of a global core portfolio.
- End of 2018: Capable of serving 10+ retail chains worldwide through two global system integrators. Resulting in generating over €xx million in revenue.
Public available materials
- Press Release global availability.
- Example of addressing multiple markets.
Participation
How was the assignment approached?
The demands from one of the leading partners were clear, providing good visibility into their requirements. Therefore, the portfolio was aligned with these demands and subsequently approved. Hence, followed by the development of a business case and a related investment plan. After receiving board approval, engineering began working towards meeting the compliance standards.
What were the biggest challenges encountered?
Despite the partner being a long-standing and proven relationship, there was ongoing distrust regarding the expenditures on international compliances. Particularly given the high costs involved. Introducing new products or entering new markets required extensive due diligence, which sometimes resulted in missed opportunities.
What was fundamentally new about the project?
This project was not initiated by sales or as a strategic initiative. The primary driver was the requirement from our largest partner for their future growth, which shifted the perspective. While, the investment was made internally, we were permitted to offer the solution to other global system integrators.
What percentage of time was spent on this project?
For 1 years on average, 30% of available time was dedicated to this project.