The client is a UAE-based healthcare SaaS leader specializing in digital claim settlement and B2B fintech solutions. With over 300 employees and a growing regional presence, the company aimed to expand into GCC markets. Leadership required a validated and data-driven Go-to-Market (GTM) strategy to ensure realistic, profitable expansion.
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The Challenge
- The preliminary GTM plan lacked actionable, validated insights for real market entry.
- Limited visibility into competitor strategies, sales processes, and pricing.
- Over-reliance on secondary research and feedback from channel partners.
- Unclear prioritization of regions, value propositions, and pricing strategies for new markets.
The client sought a strategic partner to deliver a data-backed GTM strategy built on competitive market intelligence and real buyer insights.
The Solution
GreyRadius Consulting implemented a comprehensive 3-step GTM methodology to transform the client’s market expansion strategy:
- Step 1: Gathering Intelligence – Competitive, buyer, and market research across GCC regions.
- Step 2: Defining the GTM Structure – Developed a 6-18-36 month roadmap with revenue goals, personas, and pricing strategies.
- Step 3: GTM Enablement – Delivered actionable execution plans covering marketing, sales, staffing, and partner engagement.
The Approach
- Competitive Intelligence: 70+ interviews and research on competitors’ market entry, sales plays, and product differentiation.
- Buyer Intelligence: Pricing dynamics, purchase processes, adoption criteria, and budget allocations analyzed for target regions.
- Market Intelligence: Defined TAM, SAM, and SOM with product segmentation and market prioritization.
- Execution Planning: Created detailed GTM plans including campaigns, content strategies, partner onboarding, and staffing structures.
The Impact
- Successful market entry into Saudi Arabia with a dedicated office and team.
- 3 new channel partners converted within 4 months to act as system integrators.
- Improved budget allocation and clear 6-18-36 month growth plan for GCC expansion.
- Leadership gained complete clarity on pricing, positioning, and partner strategy.
“The GTM plan shared by GreyRadius gave us unmatched clarity and deep competitive insights for Saudi and GCC4 regions. We now understand our market’s preferences with full confidence.”
Chief Strategy Officer, UAE-based Healthcare SaaS Provider
