Symfony Profiler

"App\Controller\ArticleController::show"

"security.firewall.map.context.main"

Symfony\Component\WebLink\GenericLinkProvider {#3699
  -links: [
    3820 => Symfony\Component\WebLink\Link {#3820
      -href: "/build/runtime.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3818 => Symfony\Component\WebLink\Link {#3818
      -href: "/build/644.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3817 => Symfony\Component\WebLink\Link {#3817
      -href: "/build/502.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3816 => Symfony\Component\WebLink\Link {#3816
      -href: "/build/app.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3815 => Symfony\Component\WebLink\Link {#3815
      -href: "/build/view-more.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3814 => Symfony\Component\WebLink\Link {#3814
      -href: "/build/term-condition.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3813 => Symfony\Component\WebLink\Link {#3813
      -href: "/build/contact.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3812 => Symfony\Component\WebLink\Link {#3812
      -href: "/build/scroll-infinite-article.js"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "script"
      ]
    }
    3811 => Symfony\Component\WebLink\Link {#3811
      -href: "/build/app.css"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "style"
      ]
    }
    3810 => Symfony\Component\WebLink\Link {#3810
      -href: "/build/cookie-style.css"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "style"
      ]
    }
    3809 => Symfony\Component\WebLink\Link {#3809
      -href: "/build/term-condition-css.css"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "style"
      ]
    }
    3808 => Symfony\Component\WebLink\Link {#3808
      -href: "/build/contact-css.css"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "style"
      ]
    }
    3807 => Symfony\Component\WebLink\Link {#3807
      -href: "/build/comment-css.css"
      -rel: [
        "preload" => "preload"
      ]
      -attributes: [
        "as" => "style"
      ]
    }
  ]
}

"article_show"

[
  "category" => "companies"
  "slug" => "8-ways-to-focus-your-b2b-tech-launch-in-apac"
]

"_security_main"

"3433d9"

"companies"

"8-ways-to-focus-your-b2b-tech-launch-in-apac"

"*/*"

"gzip, br, zstd, deflate"

"close"

"PHPSESSID=fnfu2kv8q1mqstu7etckbpgjpt"

"rct.dev.bbntimes.com"

"Mozilla/5.0 AppleWebKit/537.36 (KHTML, like Gecko; compatible; ClaudeBot/1.0; +claudebot@anthropic.com)"

"1"

"no-cache, private"

"text/html; charset=UTF-8"

"Sat, 22 Feb 2025 13:41:41 GMT"

"</build/runtime.js>; rel="preload"; as="script",</build/644.js>; rel="preload"; as="script",</build/502.js>; rel="preload"; as="script",</build/app.js>; rel="preload"; as="script",</build/view-more.js>; rel="preload"; as="script",</build/term-condition.js>; rel="preload"; as="script",</build/contact.js>; rel="preload"; as="script",</build/scroll-infinite-article.js>; rel="preload"; as="script",</build/app.css>; rel="preload"; as="style",</build/cookie-style.css>; rel="preload"; as="style",</build/term-condition-css.css>; rel="preload"; as="style",</build/contact-css.css>; rel="preload"; as="style",</build/comment-css.css>; rel="preload"; as="style""

"8f97c4"

"fnfu2kv8q1mqstu7etckbpgjpt"

"Sat, 22 Feb 25 13:41:34 +0000"

"Sat, 22 Feb 25 13:41:38 +0000"

0

"LdZixLerJURtw-1njr1YWu21OKCZvNJoMrlF8TvrAB0"

"i3okzb-f3IDfeN5raoNDZcZBFd3959N_KLQNEg8Mlrs"

"dev"

"0a988e63f011514eaabfc650b599af4d"

"*"

"mysql://bbndb_rctuser:33F5W25z40or0f7@localhost:3306/rct_bbntimes"

"6LdV5fgpAAAAANxzTG8ZMfIjil1wu-1vrQvnUt-x"

"6LdV5fgpAAAAAENKcn73MJAhQrbtQeqgyC4wDLMP"

"smtp://no-reply%40rct.dev.bbntimes.com:Bl6%26gLD48%26Of919@rct.dev.bbntimes.com:465"

"i!87pK&!85ezc8"

"1"

"/public"

"/var/www/vhosts/dev.bbntimes.com/rct.dev.bbntimes.com"

""

"/var/www/vhosts/dev.bbntimes.com/rct.dev.bbntimes.com"

"RESPONDER"

"CGI/1.1"

"on"

"*/*"

"gzip, br, zstd, deflate"

"close"

"PHPSESSID=fnfu2kv8q1mqstu7etckbpgjpt"

"rct.dev.bbntimes.com"

"Mozilla/5.0 AppleWebKit/537.36 (KHTML, like Gecko; compatible; ClaudeBot/1.0; +claudebot@anthropic.com)"

"0"

"0"

"/usr/local/sbin:/usr/local/bin:/usr/sbin:/usr/bin:/sbin:/bin:/snap/bin"

"/public/index.php"

"plesk-php81-fastcgi"

"/var/www/vhosts/system/rct.dev.bbntimes.com/etc/php.ini"

""

"/public"

"on"

"0"

"0"

"on"

"0"

"0"

"https://rct.dev.bbntimes.com/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"rct.dev.bbntimes.com"

"200"

"Z7nUFJDyWLT8YV1VjBpZigAAAJM"

"https://rct.dev.bbntimes.com/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"rct.dev.bbntimes.com"

"200"

"Z7nUFJDyWLT8YV1VjBpZigAAAJM"

"/public/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"3.147.195.15"

"11927"

"GET"

"https"

1740231700

1740231700.431

"/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"/var/www/vhosts/dev.bbntimes.com/rct.dev.bbntimes.com/public/index.php"

"/public/index.php"

"https://rct.dev.bbntimes.com/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"/companies/8-ways-to-focus-your-b2b-tech-launch-in-apac"

"5.196.1.209"

"[no address given]"

"rct.dev.bbntimes.com"

"443"

"HTTP/1.1"

"<address>Apache Server at rct.dev.bbntimes.com Port 443</address>\n"

"Apache"

"rct.dev.bbntimes.com"

"APP_ENV,APP_SECRET,DATABASE_URL,MARIADB_PASSWORD,CORS_ALLOW_ORIGIN,MAILER_DSN,GOOGLE_RECAPTCHA_SECRET_KEY,GOOGLE_RECAPTCHA_SITE_KEY"

"Z7nUFJDyWLT8YV1VjBpZigAAAJM"

"App\Controller\CookieController::renderAnalysis"

"html"

"en"

"d1341d"

"App\Controller\AppController::renderHeader"

"html"

"en"

"0d9285"

"home"

"App\Controller\ArticleController::trendingArticle"

"html"

"en"

"491759"

"Companies"

"App\Controller\ArticleController::relatedArticles"

"html"

"en"

"879ec4"

App\Entity\Article {#1094
  -id: 1140
  -title: "8 Ways to Focus your B2B Tech Launch in APAC"
  -slug: "8-ways-to-focus-your-b2b-tech-launch-in-apac"
  -introtext: "<p><i><span style="font-weight: 400;"><b><i>"Your mission if you choose to accept it is to launch and scale the company in Asia-Pacific. We look forward to you delivering triple-digit growth over the next five years. As always, should you or any of your team fail, we’ll disavow any knowledge of your actions. This post will self-destruct in 600 seconds."&nbsp;</i></b></span></i></p>\r\n"
  -content: """
    \r\n
    <p><i>I’ve been asked by some established B2B Enterprise Tech companies for a pragmatic approach to expanding in APAC. Below are a couple of thoughts I’ve been sharing as they begin journeys to launch and scale. It’s a ten-minute read that could save you a couple of months.</i></p>\r\n
    <h2><strong><span style="font-weight: 400; color: #10228b;">Welcome to the Region</span></strong></h2>\r\n
    <p><span style="font-weight: 400;">When I first moved to Singapore in 2011 people would refer to “Asia-Pacific” like it was one country. In reality, it’s 30+ countries with over 4.5 billion humans and home to 60% of the world's population.</span></p>\r\n
    <p><span style="font-weight: 400;">A simple trip from Singapore to South Korea takes over 6 hours. For the joys of crossing the whole region, I could have flown to Europe or the US. I wasn’t ready for the varying temperatures from ice and snow to sizzling tropical heat.</span></p>\r\n
    <p><span style="font-weight: 400;">When I first arrived, I realised that people had all sorts of names for the region from Asia to Asia-Pacific to APJ to Emerging Markets. Each name I discovered had a slightly different mix of what country was or wasn’t included depending on the brands' footprint.</span></p>\r\n
    <p><span style="font-weight: 400;">Since I’ve been here, I’ve witnessed operations move through regionalising, localising, globalising, glocalising and now sub-clustering. I’ve observed a business environment where people are always hunting for the right model to overcome the geographic scale.</span></p>\r\n
    <p><span style="font-weight: 400;">I’ve partnered with the smartest and most discerning people. And have experienced everything from rapid growth, mind-blowing failures, epic wins and incredible food. I’ve been able to witness enormous change as economies grew and countries leapfrogged over each other with technology adoption.</span></p>\r\n
    <p><span style="font-weight: 400;">Above all, I’ve learned that the only sure thing in Asia is </span><i><span style="font-weight: 400;">change</span></i><span style="font-weight: 400;">.&nbsp;</span>How to focus in a world of constant change?<b>&nbsp;</b><span>So now you are here I’d love to help you navigate.</span></p>\r\n
    <p><span style="font-weight: 400;">Just ask around, you’ll hear war stories about leaders spending their first couple of years on flights collecting air miles. At around 18 months people lift their heads up for fresh air and start to decide what’s important. With unmet goals, you’ll be scratching your head on where the time went and how you can make a lasting impact. I can assure you trying to solve challenges in over ten countries with a lean team is not one of them.</span></p>\r\n
    <p><span style="font-weight: 400;">So to save you the flights, here are eight ways to help focus your growth plans.</span></p>\r\n
    <h2><span style="color: #10228b;"><b>1) Connect with your known Customers</b></span></h2>\r\n
    <p><b><img src="https://lh3.googleusercontent.com/kIxonlFjA1IZFEgsIrizrFzLCkq-zeqtd6EDE9jYrit3LsVjtqGrLDTHLEzirZfJAhMM9zMvGK8thCVYO-uDTviKiuxmGtDEZOZ1DVWnGxhQl1xmR1cx1joNS0QTYWW_iNJQQeb0" alt="" width="624" height="416" /></b></p>\r\n
    <p><span style="font-weight: 400;">The most direct path to scale in a new region is through your existing clients and network. Start now, as it takes time to earn trust.</span></p>\r\n
    <p><span style="font-weight: 400;">If you work with global businesses in different markets like North America or Europe, the easiest place to start is building relationships with your client counterparts in APAC. Relationship building is essential.</span></p>\r\n
    <p><span style="font-weight: 400;">Ways to reach out and connect:</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Informally through your existing clients to meet their APAC counterparts</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Try video or Zoom to say hello. Double check the timezone first </span><a href="https://www.timeanddate.com/worldclock/meeting.html"><span style="font-weight: 400;">here</span></a><span style="font-weight: 400;"> as it’s frustrating being asked to speak at 3 am.</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Fly in for a formal market visit to start building relationships. Pick just 1 or 2 markets and stay for more time. I’ve always found if you are flying in, people will make time to meet you.&nbsp;&nbsp;</span></li>\r\n
    </ul>\r\n
    <p><span style="font-weight: 400;">By connecting with prospects and opening the discussion, you’ll quickly start to understand the real challenges. Listening will give you feedback on whether you need to tailor your value proposition, product offer or pricing.</span></p>\r\n
    <p><span style="font-weight: 400;">Speaking to people will also give you insights into building an account based strategy as you may find that particular verticals, countries or customers are ready and waiting for your solution.</span></p>\r\n
    <p><span style="font-weight: 400;">People will be very open about their business if you make an effort to nurture relationships. I wish I’d spent more time listening when I first arrived and less talking.</span></p>\r\n
    <h2><span style="color: #10228b;"><b>2) Check-in for Existing Demand</b></span></h2>\r\n
    <p><b><img src="https://lh4.googleusercontent.com/jHAQjKK_Yk3vyC06706zRu943em0K3v8b8-4lDUicUcH5TccMtLjbJTcPiMqD90AFx5RxelaWTSg-LV2hAqeAmrsx5pjULWoEZrfpcKDCh-V4XPr0NzWSK_dhOJd2ug8xBe8g2BA" alt="" width="624" height="444" /></b></p>\r\n
    <p><span style="font-weight: 400;">If you have a solid product/market fit and are driving Inbound successfully, odds are you'll already be attracting leads and interest from businesses across Asia-Pacific. That could even be why you are considering expanding.</span></p>\r\n
    <p><span style="font-weight: 400;">Open up your existing pipeline and take the time to uncover:</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">How many leads are you getting across APAC? Are they qualified?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">What trends do you see regarding countries or verticals?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">What are the pain points?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">How did they find you?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">How have you been following up?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Have you organically picked up business in the region already?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">What is the size of the deal or account won?</span></li>\r\n
    </ul>\r\n
    <p><span style="font-weight: 400;">I've worked with many companies expanding into APAC recently where there was a steady stream of interest and leads. The opportunity was to start converting demand. We tested the existing lead pipeline with an Inside Sales or Business Development Executive sitting outside of the region first before making a call on what market and resources were needed to scale.</span></p>\r\n
    <p><span style="font-weight: 400;">If you uncover that you don’t have a lead pipeline - take a look at Google Analytics to see how much traffic you are getting from each country. Also, check out “networks” to see if you can spot any brands or companies you know. Also, keep note of how much activity is on mobile. It’s a mobile-first region, and this will be critical as you look to Go-To-Market.</span></p>\r\n
    <p><span style="font-weight: 400;">Finally, open up Google Keyword Planner and make the time to look at search trends. It’s an absolute gold mine for understanding intent and language. I was doing this recently for a brand, and we found two new categories of associated keywords. The keyword discovery helped to distinguish wherever demand was coming from and the real human words that their customers were using in Asia.</span></p>\r\n
    <h2><span style="color: #10228b;"><b>3) Engage with your Global Partners</b></span></h2>\r\n
    <p><b><img src="https://lh3.googleusercontent.com/7EJMDUARSPbNoBLuausGDvASPO4JC4AnvGdVWnhuUap_rudwDcJH5kcJI1oFWf1tZHXl7rJwANeIfLa2hnAcM0JXbTBjjNU-W2Jrr_pE6SMOugUIylQlowDHK_kwv5Os5eq_zZfw" alt="" width="624" height="425" /></b></p>\r\n
    <p><span style="font-weight: 400;">An incredible source of insight is to connect with your global partners to see if they have a presence in APAC or have expansion plans. Engagement is a useful entry point if partners are open to sharing.</span></p>\r\n
    <p><span style="font-weight: 400;">Questions to ask partners:</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">What are their ambitions across APAC?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">What insights do they see across the region?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">How is their offer different in APAC?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Did they need to tailor any features or their model?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">How can you add value to your partners' customers to make collaborating a no-brainer?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">When are your partners doing their latest roadshow, webinar or event? Can you participate or be present?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Can they help open the door to a couple of key customers?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">What can they do to help you launch in the region?</span></li>\r\n
    </ul>\r\n
    <p><span style="font-weight: 400;">Business in Asia is relationship based, having a trusted partner in the region can help you navigate.</span></p>\r\n
    <p><span style="font-weight: 400;">I’ve seen that existing partners will be open to rolling out a similar commercial agreement if it helps you both to move faster. Check in on legal advice first, along with guidance on exchange rates &amp; transfer pricing.</span></p>\r\n
    <h2><span style="color: #10228b;"><b>4) Uncover the Greatest Market Opportunity</b></span></h2>\r\n
    <p><b><img src="https://lh4.googleusercontent.com/vokSsssOmCUwWQwwjqd2ylsyYMUjXsrMtObJ0lGue0H4N9QuZPpAhODXbwDmsrpTP_usw_7aYymo4ckgFOAVnye4sjGlktEhtppIkvZI_TxrHeRF0LrDtek2t-NVQqpv8gtZKkXm" alt="" width="624" height="416" /></b></p>\r\n
    <p><span style="font-weight: 400;">Once you've uncovered your current demand opportunities - it's time to take a fresh look at the market. The caveat here is that often the quick wins will help you to move with speed - you just want to check that it’s on strategy. </span></p>\r\n
    <p><span style="font-weight: 400;">Below are some stats to help start your discussion on where you’d like to focus - concerning countries, customers, key accounts and ultimately your business model.</span></p>\r\n
    <p><span style="color: #10228b;"><b>Economic Growth</b></span></p>\r\n
    <p><span style="font-weight: 400;">Overall growth in the region according to the Worldbank for 2017 was 6.4% and represented over a third of global growth with a significant contribution from China (30%). 2018 is looking to net out around 6.2%. Markets like Australia will sit closer to 2.5%, South East-Asia around 3-7%, China at 6% and India at 7%. </span></p>\r\n
    <p><span style="color: #10228b;"><b>Top Performing APAC Businesses </b></span></p>\r\n
    <p><span style="font-weight: 400;">Last December, Deloitte ranked the Top 500 companies in APAC. Out of the Top 500, 212 were software (42%). The second largest category was hardware at 18%. The Top 500 companies average revenue growth was 600% in 2017. Deloitte’s analysis showed the growth rate increased by 27% vs 2016. 119 of the companies were in China.</span></p>\r\n
    <p><span style="font-weight: 400;">That’s an incredible gap in growth between the top companies and the baseline economy.</span></p>\r\n
    <p><span style="color: #10228b;"><b>Tech Spend Trends</b></span></p>\r\n
    <p><span style="font-weight: 400;">The latest research from Forrester on Technology in APAC concludes:</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Technology budgets will increase by 5.7% in 2018.</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Business Technology is around 12-13% of the spend in APAC, whereas in the US it’s closer to 30%. So there is room for growth.</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Japan &amp; China continue to be the two largest technology buyers in the region accounting for over 60%.</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Only 3% of current technology spend is cloud based.</span></li>\r\n
    </ul>\r\n
    <p><span style="color: #10228b;"><b>Top 5 Cloud Readiness Markets</b></span></p>\r\n
    <p><span style="font-weight: 400;">The Asia Cloud Computing Organisation in 2016 ranked all markets across the region for their cloud readiness. The rank took into account ten different factors including connectivity, policy, privacy, regulation and business sophistication. Their 2018 ranking is due out before the end of Q1. I think we’ll still see a similar rank with a significant shift from China.</span></p>\r\n
    <p><span style="font-weight: 400;">In 2016 the top five countries:</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Hong Kong</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Singapore</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">New Zealand</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Australia</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Japan</span></li>\r\n
    </ul>\r\n
    <p><span style="font-weight: 400;">Growth opportunities all around - just be clear where you want to play and focus. It’s much easier to drive growth in one or two markets than it is to drive growth flawlessly across a dozen.</span></p>\r\n
    <h2><span style="color: #10228b;"><b>5) Tap into Technology Behaviours &amp; Trends</b></span></h2>\r\n
    <p><b><img src="https://lh4.googleusercontent.com/DAnuIyfSRvLq0tNRm6aT5RHKie7RIb7aMvGuMPLKGMHsZXDgmxciI7zIA-rUTwBwM-is9TtipxydxVBiSQc8_cxWi7y2lCaamx4COQ2Nd24hDi8uDs8_ts_QYbkQyUKmpsmlKV_0" alt="" width="624" height="443" /></b></p>\r\n
    <p><span style="font-weight: 400;">Across the region, we see a diverse mix of technology behaviours.</span></p>\r\n
    <p><span style="font-weight: 400;">Some markets are more developed, and others like China &amp; Indonesia have a habit of leapfrogging when it comes to using technology. It’s useful to look at overall tech usage to appreciate the pace of change.</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">4 billion mobile connections up 8% and 319 million people in the past 12 months (Source: We are Social &amp; Hootsuite 2018 Digital overview)</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">65% of consumers in emerging markets are mobile only</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">APAC accounts for half of the worlds video consumption. Globally video consumption increased by 150%, in APAC it was 300% (Source: AppAnnie)</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">The largest B2B Commerce market globally is China almost double the size of the US. Three of the top 10 markets are in APAC, China, Japan &amp; South Korea. (Source: Magento)</span></li>\r\n
    </ul>\r\n
    <h2><span style="color: #10228b;"><b>6) Move at Speed. Don't Keep Reinventing</b></span></h2>\r\n
    <p><b><img src="https://lh3.googleusercontent.com/0_lYjkRLUgd_6Q7OA8ee0Od2FOivQHBX5Fea0an9TqV4meRJpQ52o9AsivAOE51173j-mgAIcYE9-ubImNzPDIfHIVLE9HPOSMaWZtGnzXMd1JnY65VfJtbUorYy5GiHYIWUNZPC" alt="" width="624" height="416" /></b></p>\r\n
    <p><span style="font-weight: 400;">Now, in theory. If you are a global brand and you’ve identified an ideal customer. You have crisp personas, a deeper understanding of pain points and a value proposition that resonates. You should be able to pick up your existing marketing programs and adapt.</span></p>\r\n
    <p><span style="font-weight: 400;">Don’t reinvent unless you can’t find a product/market fit.</span></p>\r\n
    <p><span style="font-weight: 400;">The quickest tactics to test the market. </span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Talk to partners &amp; known customers to sense check your proposition</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Test with paid search to a unique landing page</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Test with existing global content downloads</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Check to see if you have an existing list to re-engage and nurture</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Test to see if your current sales approach works</span></li>\r\n
    </ul>\r\n
    <p><span style="font-weight: 400;">I’ve found that you don’t need to boil the ocean, you just want to see how much traction you can get if you turn on your pipe. You’ll then be able to adapt &amp; tweak as you go.</span></p>\r\n
    <p><span style="font-weight: 400;">If you are starting from scratch in the region with a brand new proposition you’ll need to build out a more in-depth Go-To-Market. That will take time, so be patient.</span></p>\r\n
    <p><i><span style="font-weight: 400;">“We tend to overestimate the effect of a technology in the short run and underestimate the effect in the long run.” </span></i><span style="font-weight: 400;">Roy Amara</span></p>\r\n
    <h2><span style="color: #10228b;"><b>7) Hunt for Talent &amp; Start Building Capabilities</b></span></h2>\r\n
    <p><b><img src="https://lh5.googleusercontent.com/22rPf6GY89r7AvEHDraLK5yJHw1t8z04zVRzi6DHBKwdeL5lb0-H-iYEm8wSD6KfdVUJxNlMMj5dwoaupBFVjn5eY1rItN8XE34EKJ3naQ2tDVzosrW2WVLKUpYK0bjhV9RKUgT0" alt="" width="624" height="416" /></b></p>\r\n
    <p><span style="font-weight: 400;">Now that you have focused on where and what, it’s time to look at who.</span></p>\r\n
    <p><span style="font-weight: 400;">You’ll be able to answer:</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Are you looking to build out capabilities in markets where your customers are or are you looking to build out a regional hub?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">Are you looking for a regional leader or are you looking to start with sales capabilities? Or both?</span></li>\r\n
    <li style="font-weight: 400;"><span style="font-weight: 400;">What parts of your global business will help to support the expansion? How much of their time is committed? How will you work together across different time zones?</span></li>\r\n
    </ul>\r\n
    <p><span style="font-weight: 400;">Depending on your growth goals - your talent answer will vary.</span></p>\r\n
    <p><span style="font-weight: 400;">I've seen businesses set up a limited presence while they build a sustainable growth path. Other models include putting a senior leader in the region and then relying heavily on the global team until the business has gained traction. The third is placing a sales lead in one or two critical markets to help engage customers. Finally, getting a channel partner to take the lead for you.</span></p>\r\n
    <p><span style="font-weight: 400;">All have their strengths. Don’t worry about getting it right from day one. You’ll keep tweaking as the business expands and as you connect with your ideal customers.</span></p>\r\n
    <h2><span style="color: #10228b;"><b>8) Find a Spot to Sit</b></span></h2>\r\n
    <p><b><img src="https://lh3.googleusercontent.com/z9y3wjBE3zxGtQNH0MFDrjPI-atcU3Pk9AXs7eCMNQw8pa4adw6qbeg9wpaRQwZ69eqJbf5umBfawITDotM65fYM7NqS3U0EdgtjipXxt5Vfi1YyC-SOLOHzflLe_suT5HE0-Xnl" alt="" width="624" height="416" /></b></p>\r\n
    <p><span style="font-weight: 400;">Here is the good news. We are seeing a growth of gig workers, freelancers, and agile businesses. Add commercial rents in the hub cities (Singapore &amp; Hong Kong) sliding and a rise of co-working spaces.</span></p>\r\n
    <p><span style="font-weight: 400;">There are so many great workspaces to nest. I move around between a number of them in Singapore based on where my clients have set up camp. Each has a unique culture and flavour depending on the vertical and stage of business.</span></p>\r\n
    <p><span style="font-weight: 400;">Check out:</span></p>\r\n
    <ul>\r\n
    <li style="font-weight: 400;"><a href="http://thegreatroomoffices.com/"><span style="font-weight: 400;">The Great Room</span></a></li>\r\n
    <li style="font-weight: 400;"><a href="http://jointhe.co/"><span style="font-weight: 400;">The Co @ Duxton</span></a></li>\r\n
    <li style="font-weight: 400;"><a href="https://www.collective.works/"><span style="font-weight: 400;">Collective Works</span></a></li>\r\n
    <li style="font-weight: 400;"><a href="https://www.wework.com/l/singapore"><span style="font-weight: 400;">We Work</span></a></li>\r\n
    </ul>\r\n
    <p><b>Wishing you success as you hunt for growth!</b></p>\r\n
    <p><span style="font-weight: 400;">Expanding in a new region is the most exciting mission you’ll ever take. The stakes are high, and so are the rewards. The best advice is to keep focused, connect with humans and cherish the failures.</span></p>\r\n
    <p><span style="font-weight: 400;">When you hit your quarterly target, give me a shout, and I'll take you out to celebrate.<br /><br /></span></p>\r\n
    <p><span style="font-weight: 400;"><img src="https://lh4.googleusercontent.com/rzLh5Xr0AU8MZ5X8SPCRgJheFGHAi3DulW6LWRYb21DARaa2p_Nzps79wACRC5vIqRX7fHTuR-ulbOkuiHx4l6gMmzBQUshSaej21Q7RnZ5wyHO_GMILHiCam3wyCntQNo1tRTEZ" alt="" width="624" height="189" /></span></p>\r\n
    <p class="p1"><br />Cat leads <a href="https://www.humanisation.com/">Humanisation</a>. Our secret sauce is Human-Centered Marketing. We're Marketing &amp; Business Consultants who help businesses launch, scale and transform across APAC by connecting with humans.</p>\r\n
    <p><span style="font-weight: 400;">Read more about Humanisation &amp; our why </span><a href="https://www.linkedin.com/pulse/introducing-humanisation-cat-williams-treloar/" target="_blank" rel="noopener"><span style="font-weight: 400;">here</span></a><span style="font-weight: 400;">, or get in contact with <a href="mailto:Cat@Humanisation.com.">Cat@Humanisation.com.</a>&nbsp;<br /><br /><span style="font-weight: 400;">----------</span><br /><br />P.S:&nbsp;</span><i><span>Because it’s important to have a kit full of resources. Keep these excellent pieces below handy as you start your mission.</span></i></p>\r\n
    <p><a href="http://pubdocs.worldbank.org/en/115561512062597137/Global-Economic-Prospects-Jan-2018-East-Asia-and-Pacific-analysis.pdf" target="_blank" rel="noopener"><span style="font-weight: 400;">World Bank Economic Trends</span></a></p>\r\n
    <p><a href="http://www.mas.gov.sg/News-and-Publications/Speeches-and-Monetary-Policy-Statements/Speeches/2018/The-Goldilocks-Economy.aspx" target="_blank" rel="noopener"><span style="font-weight: 400;">The Goldilocks &amp; the 3 Bears from UBS</span></a></p>\r\n
    <p><a href="https://www2.deloitte.com/global/en/pages/technology-media-and-telecommunications/articles/technology-fast-500-apac.html" target="_blank" rel="noopener"><span style="font-weight: 400;">Top 500 fastest growing companies in APAC</span></a></p>\r\n
    <p><a href="https://www.equinix.com/resources/whitepapers/global-interconnection-index/" target="_blank" rel="noopener"><span style="font-weight: 400;">Global Interconnection Index</span></a></p>\r\n
    <p><a href="https://go.forrester.com/wp-content/uploads/Asia-Pacific-Tech-Market-Outlook-For-2017-To-2018.pdf" target="_blank" rel="noopener"><span style="font-weight: 400;">Overall Tech Outlook from Forrester</span></a></p>\r\n
    <p><a href="http://asiacloudcomputing.org/images/documents/cri2016_acca.pdf" target="_blank" rel="noopener"><span style="font-weight: 400;">Cloud Readiness Ranking 2016</span></a></p>\r\n
    <p><a href="https://www.slideshare.net/wearesocial/digital-in-2018-global-overview-86860338?ref=https://wearesocial.com/sg/blog/2018/01/global-digital-report-2018" target="_blank" rel="noopener"><span style="font-weight: 400;">Digital Trends from We Are Social</span></a></p>\r\n
    <p><a href="http://perspectives.eiu.com/sites/default/files/EIU_Digital_Upheaval.pdf" target="_blank" rel="noopener"><span style="font-weight: 400;">Economist - Digital Upheaval in APAC</span></a></p>\r\n
    <p><span style="font-weight: 400;"><a href="https://e27.co/b2b-e-commerce-startups-check-trends-2018-infographic-20180124/" target="_blank" rel="noopener">B2B eCommerce Trends 2018</a></span></p>
    """
  -user: Proxies\__CG__\App\Entity\User {#1092 …}
  -createdAt: DateTime @1519902200 {#1145
    date: 2018-03-01 11:03:20.0 UTC (+00:00)
  }
  -updatedAt: DateTime @1519906653 {#1150
    date: 2018-03-01 12:17:33.0 UTC (+00:00)
  }
  -deletedAt: null
  -category: App\Entity\Category {#445 …}
  -status: "published"
  -imageCard: Proxies\__CG__\App\Entity\File {#1184 …}
  -ImageHeader: Proxies\__CG__\App\Entity\File {#1184 …}
  -featured: false
  -mainView: false
  -clicks: 4121
  -comments: Doctrine\ORM\PersistentCollection {#1125 …}
  -reviewed_at: DateTime @1519902202 {#1148
    date: 2018-03-01 11:03:22.0 UTC (+00:00)
  }
  -metakey: ""
  -metadesc: "I’ve been asked by some established B2B Enterprise Tech companies for a pragmatic approach to expanding in APAC. Below are a couple of thoughts I’ve been sharing as they begin journeys to launch and scale. It’s a ten-minute read that could save you a couple of months."
  -robots: null
  -publishedAt: DateTime @1519902202 {#1147
    date: 2018-03-01 11:03:22.0 UTC (+00:00)
  }
  -canonical: null
  -superTag: null
}

"App\Controller\AppController::renderFooter"

"html"

"en"

"fe5b72"

"App\Controller\CookieController::renderCookie"

"html"

"en"

"95ad40"