Services

Strategy and execution for ANZ growth.

EXG combines go-to-market strategy with hands-on execution, so a market view turns into tested pipeline rather than a report you have to action alone.

Book an ANZ growth call See the three pathways

How EXG works

Advisory sets the direction. Execution turns it into evidence.

What does EXG do differently from an advisory-only firm?

Most go-to-market advisory ends at a recommendation: a market view and an entry plan. That is useful analysis, but somebody still has to test it against a live market and turn the plan into a working commercial motion.

EXG folds execution into the same engagement. The team that builds the account list and the messaging also runs the outreach and adjusts the plan using real conversations rather than desk research alone.

That suits companies who want a plan they can act on immediately, and who need capacity to run the work as well as a view on the market itself.

Three ways to engage

Pick the pathway that matches where you are.

Each engagement stands alone. Together they cover the arc from deciding whether ANZ is worth pursuing to running the market over the long term.

Engagement 01

ANZ Market Readiness Sprint

4–6 weeks

For Technology companies weighing up ANZ before committing regional cost.

ANZ looks attractive on paper, but the reachable market and the real investment case are still unclear.

Commercial objectives and entry assumptions
Market, category and competitor scan
Initial TAM/SAM/SOM logic
Vertical and use-case prioritisation
Ideal customer profile refinement
+ 5 more in the engagement

Outcome

A defensible view of the opportunity and a prioritised plan for testing it.

Discuss a market-readiness sprint

Engagement 02

Pipeline Validation Program

6–12 weeks

For Vendors ready to test the market through real account activity.

Assumptions about demand and messaging have not yet met the market. Pipeline is thin or inconsistent.

Target-account selection and segmentation
Contact and buying-committee mapping
Signal and trigger design
Messaging and proposition testing
Outbound sequence design
+ 5 more in the engagement

Outcome

Real market feedback and early qualified pipeline.

Validate the ANZ pipeline opportunity

Engagement 03

Fractional ANZ Growth Partner

Ongoing

For Vendors who want local execution before building a full regional team.

The region needs consistent local market development, but a full internal function is premature or hard to justify yet.

Ongoing target-account and intent monitoring
Account-based campaign coordination
Outbound execution and pipeline reviews
Partner and channel development
Event and association planning
+ 5 more in the engagement

Outcome

A focused, locally informed growth function that proves and develops the market before or alongside permanent hiring.

Explore fractional ANZ support

Specialist capability

The disciplines behind every engagement.

Each pathway draws on these specialist disciplines. Where the scope is narrower, they are also available on their own.

Market Development Strategy

Where to play and why.

Account & Territory Prioritisation

Focus on reachable demand.

Pipeline Development

Build qualified conversations.

Outbound Prospecting

Relevance before volume.

Intent Data Strategy

Signals that earn attention.

Account-Based Marketing Design

Sales and marketing on one account list.

Revenue Technology Advisory

Tools in service of judgement.

Partner & Channel Mapping

Routes to market and credibility.

Industry Association Mapping

Where buyers gather and learn.

Event & Conference Prioritisation

Sponsor with a thesis.

Messaging & Sequence Development

Say something worth answering.

CRM & Workflow Advisory

Make the system do the lifting.

Market Feedback & Buyer Research

Learn from real conversations.

Where each pathway fits

Four common starting points.

A rough guide to which engagement tends to match a given situation. The first conversation confirms fit.

Pre-entry validation

A North American SaaS company is weighing up ANZ but has no confidence yet in market size or the local hiring case.

See the Market Readiness Sprint

Initial hire, limited pipeline

A technology vendor has appointed an ANZ lead. Messaging is inconsistent and pipeline coverage is weak.

See the Pipeline Validation Program

No local team yet

A vendor wants to test account response, partners, events and messaging before committing to permanent regional headcount.

See the Fractional ANZ Growth Partner

Deliverables and method

What you get, and how the work runs.

Every engagement produces working deliverables

A prioritised account and territory list
Messaging and sequences tested against real accounts
A working pipeline and account-review cadence
A clear recommendation for the next investment decision

The work runs on direct access and a clear cadence

Direct access to Shaun on the work itself
A clearly defined commercial question
Agreed scope and decision criteria
Collaborative access to existing market, product, sales and customer information
A regular working cadence
Transparent output and recommendations
Practical execution where included

Questions

Common questions about working with EXG.

What does an ANZ market-entry consultant do?

They help a company decide whether to enter Australia and New Zealand and turn that plan into early commercial evidence and pipeline. EXG combines that advisory work with hands-on execution.

How can a SaaS company validate the Australian market?

By sizing reachable demand for its ideal customer profile and running structured outreach to see how the market responds before committing to local hiring.

When should a technology company hire its first ANZ salesperson?

When outreach has shown consistent, qualified demand in a defined segment, and the sales motion and messaging are clear enough for a new hire to succeed rather than start from a blank page.

What is a pipeline validation program?

A time-boxed engagement that runs real account activity against a defined target list to produce market feedback and early qualified pipeline, along with a recommendation on local investment.

Should a software company enter Australia and New Zealand together?

Usually it is better to prove one market first. The two differ in size and buying behaviour, so a single validated wedge tends to beat effort spread thinly across both.

Start a conversation

Work out which pathway fits, in one conversation.

Bring your current plan and the questions you cannot yet answer. The first call tests fit before anything else is decided.

Book an ANZ growth call Ask about the right starting point