Accelerating Southeast Asia Expansion for Soliton Systems in Under 4 Months!
Result
Target Criteria :
These companies aligned with Soliton’s target criteria, focusing on firms with 150+ employees in Southeast Asia along with other criterias they had in place
- Decision-maker roles : Network Engineers, Security Engineers, Heads of Infrastructure.
- Notable companies : Petronas, Intel, Deloitte.
- Criteria met : Companies with 150+ employees
Campaign Overview
Soliton One Gate had great success in Japan and are seeking to expand outside of Japan, the most interesting and promising market with less saturation is Southeast Asia, particularly, Malaysia, Indonesia, and Singapore.
Challenges
Soliton Struggles expanding into Southeast Asia despite success in Japan
- Pipeline Block :
Stalled pipelines with local sales agents.
- Email Fail :
Ineffectiveness of email outreach campaigns (spam or ignored).
- Auth Complexity :
The complexity of explaining multi-factor authentication solutions.
They have tried to hire local sales agents before in Malaysia, but the pipeline was not going anywhere, and meetings with qualified leads were seldom to happen. Additionally, they were very specific about selling Multi-factor authentication solutions, which requires an extensive understanding of the context of what it solves.
Another thing they have tried, is email outreach campaign and it doesnтАЩt work
with this target audience and gets ignored or probably lands in spam.
Digital Channels Used
- LinkedIn: For targeted marketing campaigns, including sponsored content and direct messaging, to engage key decision-makers and share valuable content.
- Email Marketing Services: Such as Mailchimp or HubSpot, to manage segmented email campaigns for nurturing leads with personalized content and clear CTAs.
- Webinar Platforms: Like Zoom or GoToWebinar, to host interactive sessions that demonstrate Wxora's CRM capabilities and engage potential leads.
- Whatsapp : WhatsApp's instant communication fosters quick follow-ups and seamless coordination, enhancing the overall lead generation process.
The Strategy
We fully understood their ideal customer persona after a comprehensive session and understand as well, who is not the right kind of audience they would want to have a meeting with, and here is what we did:
- Extracting Company Data & Initial Qualification for Singapore and Malaysia-based companies
- Tiered Scoring Model for Singapore / Malaysia Companies To Prioritize Outreach to the most relevant
- Finding Decision Makers within these accounts
- Data Quality
- Enrichment Phase
- Messaging
- Infrastructure Setup
Insights from the Campaign
- Precise Segmentation is Key: High-quality data and accurate audience targeting significantly improve outreach success. Cleaning and enriching datasets reduced false positives and ensured we focused on the right decision-makers.
- Tailored Messaging Works: Customizing messages for specific roles (e.g., CIO vs. IT Manager) increased engagement rates. Personalization shows respect for the recipient’s priorities.
- Gradual Scaling Ensures Quality: Testing small outreach batches before scaling allowed us to refine messaging, improve deliverability, and maintain sender reputation.
- Multi-Channel Outreach Boosts Results: Combining email, LinkedIn, and WhatsApp ensured broader reach and higher engagement, with each channel targeting different decision-maker preferences.
- Iteration is Essential: Monitoring feedback and adjusting strategies in realtime helped us stay aligned with audience needs and industry trends.
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