01 Β· The Situation
What brought them to us
A Dutch enterprise resource planning (ERP) software company had been evaluating Chile for 18 months. The internal sponsor believed Chile was the right entry point for LatAm β but the board needed a defensible business case with numbers, not conviction.
The company had no local presence, no local references, and no clear understanding of the enterprise procurement timeline in Chile's mining sector β their primary target.
02 Β· The Challenge
What we walked in to
Board approval pending β needed defensible go/no-go before committing
No local references β enterprise buyers require at least one local case
Unknown procurement timeline β mining IT procurement can take 12β18 months
No local support model β buyers require in-country support SLAs
Company profile
03 Β· What we did
3 phases. Executed in sequence.
Entry Assessment
Weeks 1β4Delivered a go recommendation with a clear qualification: enter via one anchor reference account, not broad market approach. Identified the two mining operators most likely to pilot, mapped their IT procurement contacts, and defined the support model required.
Output
Board-ready go recommendation. Identified anchor account strategy. Investment parameters defined.
01
Weeks 1β4
Entry Assessment
Delivered a go recommendation with a clear qualification: enter via one anchor reference account, not broad market approach. Identified the two mining operators most likely to pilot, mapped their IT procurement contacts, and defined the support model required.
Output
Board-ready go recommendation. Identified anchor account strategy. Investment parameters defined.
02
Weeks 5β10
Market Entry Blueprint
Developed the 12-month roadmap: entity setup in month 1β2, anchor account engagement in month 2β4, pilot agreement target by month 6, second reference by month 12.
Output
Complete entry plan. Board presentation delivered. Internal approval secured.
03
Months 3β9
Activation
Entity established. Introductions made to IT procurement contacts at anchor account. Pilot agreement negotiated and signed in month 7.
Output
Pilot agreement signed. First local reference in development.
04 Β· Results
Before and after
Before engagement
After engagement
Board approval blocked
Approval secured in Week 4
No local references
Pilot agreement signed: Month 7
18 months evaluating without action
Entity operational: Month 2
Unknown procurement timeline
Mapped 12-month pipeline
No support model defined
Local support structure in place
Facing a similar situation?
The Entry Assessment is where every engagement starts. Two to three sessions. A clear recommendation. A defined next step.
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