Expanding into a new market can be a daunting task, especially for companies unfamiliar with the local business environment. An India-based Customer Relationship Management (CRM) company recently sought to penetrate the burgeoning market of the Philippines. Through strategic guidance and hands-on support, ASEAN Business Partners (ABP) played a crucial role in navigating this complex journey from market entry to successful sales.

Understanding the Market

The Philippines, with its dynamic economy and growing demand for digital solutions, presents a lucrative opportunity for CRM companies. However, the market is also highly competitive, with local and international players vying for dominance. Understanding the unique needs of Filipino businesses and tailoring solutions accordingly is key to success.

Step-by-Step Guidance from ABP

1. Market Research and Analysis

ABP began by conducting comprehensive market research to identify potential opportunities and challenges for the CRM company. This involved analyzing industry trends, understanding the competitive landscape, and identifying key target segments.

2. Regulatory Compliance and Localization

Navigating the regulatory environment in the Philippines can be complex. ABP provided expert advice on compliance with local laws and regulations, ensuring the CRM company met all necessary requirements, especially on technical and data storage guidelines. Additionally, ABP assisted in localizing the product to align with the specific needs and preferences of Filipino businesses.

3. Identifying and Connecting with Target Clients

Leveraging its extensive network, ABP identified potential clients that would benefit from the CRM company’s solutions. ABP facilitated introductions to key decision-makers, providing the CRM company with invaluable access to prospective customers.

4. Crafting a Compelling Value Proposition

ABP worked closely with the CRM company to refine their value proposition, ensuring it resonated with the unique needs of the Philippine market. This involved highlighting key features and benefits that addressed specific pain points faced by local businesses.

5. Marketing and Outreach Strategies

To effectively reach their target audience, ABP helped develop tailored marketing and outreach strategies. This included digital marketing campaigns, participation in industry events, and leveraging social media to increase brand visibility and engagement.

6. Training and Support

ABP provided ongoing training and support to the CRM company’s sales team, equipping them with the knowledge and skills needed to effectively communicate the value of their solutions. This included product demonstrations, sales techniques, and customer relationship management best practices.

7. Facilitating Pilot Projects

To demonstrate the effectiveness of their CRM solutions, ABP facilitated pilot projects with key clients. These pilot projects served as proof-of-concept, showcasing the tangible benefits and ROI of the CRM company’s offerings.

8. Negotiating Contracts and Closing Deals

ABP is playing a crucial role in negotiating contracts and closing deals. Their deep understanding of the local business culture and negotiation practices ensured that the CRM company is close to secure favorable terms and conditions.

“Expanding into the Philippine market required a nuanced understanding of local business practices and a strategic approach to market entry. ASEAN Business Partners provided the expertise and support needed to navigate this journey successfully. Our hands-on guidance from introduction to target clients to ultimate sales was instrumental in client’s success.” – JUN DE DIOS, Marketing Head at the India-based CRM Company.

By leveraging ABP’s deep market knowledge and extensive network, the CRM company was able to overcome challenges, and are trying to seize opportunities, and achieve sustainable growth in the Philippine market. This case study underscores the importance of partnering with experienced advisors when venturing into new and unfamiliar markets.