Best-in-Class Emerging Market Sales Program

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Challenge

A multinational ICT solutions provider needed to build a sustainable program that would, in only five years, double its Emerging Market public sector sales in Africa, Asia, Latin America, Central and Eastern Europe, Russia, and the Commonwealth of Independent States (CIS).

Approach

Given the Client’s ambitious global scope and benchmarks, DFI designed a strategic engagement plan around key stakeholders and leading International Financial Organizations (IFOs) and related entities funding globally significant ICT build-out in e-government, finance, citizen services, health, education, and infrastructure.

From a comprehensive introduction and involvement of senior executives to establish the client as partner for development™ to the day-to-day involvement of regional and country field staff in priority project pursuit, DFI worked as an extension of our client to build a robust sales pipeline, lead detailed program management, carry out project pursuit, and capture deals.

Ultimately, DFI’s comprehensive, dynamic model drove client success and growth by providing seamless, real-time support to client management and teams around the world (sales, business development, vertical solutions, government affairs, finance and product development).


DFI assessed and prioritized over 2,000 opportunities funded by key international funding organizations (IFO), including, among others, the World Bank, African Development Bank, Asian Development Bank, and European Union (through a partner) among others, to identify Client addressable, timing, competition and best contacts.


To enable Client to educate governments and funding institutions about its offerings and best practices – including feeding into new project toolkits and procurement / funding policies – DFI arranged and promoted key events and activities (i.e. technical briefings, demo workshops, and white papers) in-country and at IFO / stakeholder headquarters.


DFI delivered end-to-end sales support, including mapping decision makers and influencers and developing appropriate messages and approach for each pursuit. With hand-in-hand collaboration, we provided early intel and pre-Request for Proposal (RFP) positioning for our Client, including preferred tender structure, oversight of the complete procurement process to level the playing field, and final steps required to secure award and ensure payment.


Through long-term partner approach with our client, DFI collaborated to deliver strategy and management sessions at corporate and regional headquarters and in 20 priority countries, building capacity of sales, channels, and business development teams to capture and create® business.

Partners

IFOs and other international financing entities, including major bilateral donors


International government organizations such as the Organization of American States, the African Union, and the Association of South East Asian Nations


National governments and NGOs


3rd Party Sales Channels and Solutions / Application providers

Outcomes

Best-in-class innovative program, industry model with several Fortune 200 companies playing catch up over the past 7-10 years


Established and matured a global, cross functional corporate emerging market program


Sustained market growth, including $100M in incremental sales in first 18‐months and $2B qualified 3‐5 year pipeline of over 500 prioritized opportunities at national, provincial, and municipal levels including discrete deal financing structures


Developed new product and demo Center of Excellence for specific vertical segment representing potential $100M in new sales


Streamlined corporate finance and legal processes to deliver export credit financing to customers in emerging markets


Diversified the Client’s emerging market customer base and improved image and reputation with governments and funders globally