Our Case Highlights
Here we highlight the cases that were meaningful for both ourselves & the clients that resulted in great value or learnings for a better market entry.
Container Trucking Marketplace
This client is a high growth logistics marketplace startup covering 85% market share of Singapore. Funded by two of largest govt wholly owned corporations in Singapore, the startup is looking to scale beyond the red dot and into surrounding regions like Thailand. GHS had been tasked to provide commercial planning & acceleration in the market..
What We Did
We conducted a fundamental analysis & study of the logistics landscape in Thailand via direct market surveys, competitors research and partner interviews. We further collaborated closely with the startup to understand their value proposition, background of founders as well as their product & services. From the studies we concluded that the Thailand logistics market forces is vastly different from Singapore and proposed a differentiated market approach as a platform as a service model. We further designed the key kpis, go to market tactics, identified key clientele targets & proceeded in the next 90 days to establish product market fit & first clienteles / partners
The startup is now in the closing stage with 6-8 first clienteles and have successfully established product market fit with the platform as a service model. Development is still ongoing and we are collaborating closely to establish towards the "first 1" goal of 10 customers, 1000 trucks & 100,000 TEUs to be achieved in the startup platform
Cross Border Fintech Platform
Client was a seed stage startup focusing on providing exporters & importers with a trusted tool to conduct their cross border payments. Thailand was therefore a key market for consideration given the export / import hub status. GHS was hired to test/validate the product - market fit with the ultimate goal of onboarding of users to transact on client platform
What We Did
We co-developed a GTM plan together with client focusing on target profiling, narrative development, product market fit requirement determinants. Followed by curating a list of 3000 target profile companies & individual traders doing import & export from SMBs to Large Corporations across different industries. Translated all sales pitch materials into local language and began business development outreach through the list.
Our team used a myriad of BD tactics from cold call outreach, warm referral engagement to pay per ads to drive engagement. Total tenure of project lasted for 2 months of strategy planning & preparation and 3 months of on ground engagement.
We made >1000 over engagements across the large segmented profiles over the course of 3 months which funneled down to 270+ quality leads with 90+ showing interest for trial of product and about 10% converted into actual transacting users with >1M USD TPV derived from that 3 month. Client also gained lots of learnings from the hundreds of engagements to strengthen their GTM process & improve product market fit
Industry: B2B2C Marketplace
Client was a seed stage startup providing a comprehensive automotive platform to facilitate C2B car sales. Headquartered in Singapore, client set its sight on Thailand as a key market. GHS was engaged to help with their GTM planning and on ground market development efforts.
What We Did
We co-developed a GTM plan together with client focusing on target profiling, narrative development, product market fit requirement determinants. Followed by curating a list of 150 target car dealers & 20 potential strategic partners. Our team further translated all sales pitch materials into local language and began business development outreach through the list.
Our team used a myriad of BD tactics from cold call outreach and warm referral engagement to drive onboarding of car dealers (supply) onto client platform. Total tenure of project lasted for 6 months with 1.5 month of strategy planning & preparation and 3.5 months of on ground engagement.
We successfully engaged all 150 car dealers and iterated the right market angle approach to attract car dealers to onboard with the client platform which resulted in a 30+% conversion rate.
Through these efforts, client launched thailand with a strong supply which led them to revenue generating within the next 3 months & hitting ebidta by T+ 9 months since our project tenure ended. Lots of learnings aligning on cultural, commercial & product fit was key to success for this case.