How a Leading CPG SaaS Expanded Into New Markets with Enterprise ABM Orchestration

Client Overview

The client is a leading automation and analytics software provider serving the CPG principals.

Its platform helps enterprises manage multi-brand distributor networks, track secondary sales visibility, and optimize field execution.
The company’s customers include several Fortune 500 FMCG brands, spanning Asia, Africa, and the Middle East.

After establishing a strong base in India, the leadership team aimed to expand into new geographies—particularly South East Asia and Africa—and accelerate enterprise pipeline growth within large multinational accounts.

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Challenge

While the client had a mature product and an impressive customer roster, its go-to-market relied heavily on founder-led relationships and referrals.
As they entered new regions, this model became unsustainable.

Key challenges included:

• Identifying high-fit enterprise accounts in untapped markets.
• Crafting region-specific value narratives suited to local retail and distribution ecosystems.
• Competing against entrenched incumbents with deeper market familiarity.
• Establishing top-of-funnel momentum with limited marketing infrastructure.

The leadership recognized the need for a structured GTM engine that could blend intelligence, positioning, and execution into a repeatable system for enterprise deal acquisition.

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Solution

Outcurve partnered with the client to design and operationalize an enterprise ABM-led GTM motion for new market expansion.

The engagement focused on enabling coordinated pursuit of high-value accounts across CPG and electronics verticals through unified intelligence, messaging, and sales alignment.

Key initiatives included:

• Geo-segmentation & account clustering based on distribution model, SKU spread, engagement history, lookalike of past wins.
• Account tiering & prioritization using multi-source data: industry signals, news, and ongoing digital transformation initiatives.
• Localized narrative frameworks for enterprise sales and CXO engagement in the CPG domain.
• Stakeholder-based outreach orchestration spanning marketing and sales channels (email, LinkedIn, events).
• Account Intelligence Engine: continuous synthesis of public and sales call data to identify timely deal triggers.
• Operational ABM Enablement: alignment workshops, campaign templates, and playbooks to institutionalize the process.

By third quarter, the client moved from fragmented outreach to a structured enterprise pursuit model with a clear pipeline rhythm.

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Impact

• Mapped and prioritized 100+ enterprise accounts across three key emerging regions.
• Generated 15+ qualified enterprise opportunities within eight weeks of launch.
• Increased CXO engagement and win rates in new geographies through narrative consistency.
• Established a scalable GTM operating model for continued regional expansion.

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