Resources "Case Studies"
Building a Digital GTM Strategy for a Malaysia-based IT Firm Expanding to MENA
- Industry: IT Services and Solutions
- Location: Malaysia (Target Market: MENA and Saudi Arabia)
Executive Summary
A Malaysia-based IT services provider partnered with Targetorate to design an integrated digital go-to-market (GTM) strategy to expand into the MENA region, especially Saudi Arabia. The goal was to establish the company’s presence, position it as a knowledge partner, and create digital pathways to attract leads and business partnerships.
Introduction
The client specializes in delivering IT services and digital solutions across Southeast Asia and was preparing to enter the MENA region. They sought expert guidance to shape a tailored GTM strategy that balanced cost-effectiveness with impact, focusing on digital-first outreach to prospective partners and clients.
Strategic Opportunity
- Define a clear GTM roadmap for MENA and Saudi Arabia
- Position the brand as a knowledge-led digital transformation partner
- Identify channels and formats to amplify visibility and build credibility
The Targetorate Solution
Key Initiatives
- Conducted market and competitive analysis for the MENA IT landscape
- Developed a phased digital GTM plan focused on credibility, outreach, and inbound generation
- Designed content themes and messaging tailored to the region
- Delivered a full-funnel digital strategy, including website optimization, SEO, and paid campaigns
- Created account-level strategies to target IT buyers and partners
Business Impact
- Strong GTM foundation to enter the Middle East market
- Clear messaging aligned with audience personas and partner expectations
- Roadmap aligned digital assets, budget, and content for long-term scalability
- Positioned the client as an innovation-led service provider in the region