Case studies

International growth requires a careful balance between the strategic and the practical. At Neighbors, we take care of designing an expansion plan for each company through the creation of trusted networks. By doing so, we minimize the potential risks related to international expansion.

Local market strategy adjustment

Our Client: SaaS platform for telecom customer service.

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Services offered:

 

  • Business Case
  • Market Analysis
  • Interim Sales Management
  • Sales channel strategy
  • Prospecting

Case description:

A US technology company offers an innovative solution specifically for customer service in the wireless communications sector. In entering the the Mexican market, they wanted to ensure sales would be sufficient to support the investment they would need to make in supporting operations for the Mexican market.

The Neighbors touch:

To reduce their need to fully commit to the market before knowing what their results would be, we offered them interim sales support, developing relevant contacts in the telecommunications sector and learning the company’s product well enough to pitch and conduct sales follow-up with our client’s background support.
As important sales developed in the pipeline, we helped them identify factors that could wear down their value proposition and reduce margin in Mexico. We worked with the company to adjust its international expansion plan for Latin America, helping our client stakeholders understand the change and what viable business opportunities in Mexico and Latin America would look like in alternative scenarios. With our support the company was able to recalibrate its product offering for the new market as well as its sales channel model.

6 years of successful trade missions, supporting Virginia companies

Our Client: The dynamic export program of a state-level economic development organization.

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Services offered:

 

  • Verification of new markets
  • Market research
  • Route-to-market planning
  • Outreach to B2B customers and partners
  • 5-day matchmaking itineraries, personalized for companies in multiple sectors

Case description:

Neighbors has worked hand in hand for the past 5 years with VEDP, an economic promotion organization of the Commonwealth of Virginia, assisting companies seeking to export their products an services to Mexico.
About 6 to 12 companies are accompanied by Neighbors each year for the trade mission program, a week of personalized 1-1 meetings for each company with customers and partners in Mexico.

The Neighbors touch:

Neighbors has successfully collaborated with over 60 companies within the trade mission program, with agile and customized service for every single company, generating relevant and high-impact contacts the companies.
In 2020, the COVID-19 pandemic led the program, scheduled for the week of March 23, to pivot to virtual with less than 2 weeks notice. As a result of Neighbor’s flexibility and the results we achieved in the change and the new format, the Virginia decided to add a complementary virtual program to its services on a permanent basis.

Business relationships established with craft brewers

Our Client: Packaging automation equipment.

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Services offered:

 

  • Market Research
  • B2B Matchmaking
  • Attendance at major Mexican brewing industry events
  • Market validation

Case description:

Through the Colorado Office of Economic Development and International Trade’s Global Consulting Network, a company specialized in machinery for canning craft beer contacted Neighbors to identify business opportunities within the Mexican market. Were Mexican brewers canning? What is the typical footprint of a craft brewer in Mexico? Do they use automation? Were there other opportunities to be explored outside of the beer market?

The Neighbors touch:

Neighbors conducted a market overview analysis, drawing on existing market conditions reporting as well as 1-1 conversations with independent brewers and other smaller beverage manufacturers. This research catalyzed the company in forming a relationship with a local bottling equipment seller. Neighbors supported both companies in lead generation and meetings at the Beer Fest in Ensenada, Baja California and Expo Cerveza at the World Trade Center in Mexico City.

The most relevant B2G introductions

Our Client: A Forbes 50 Company for IoT Solutions in the Public Sector.

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Services offered:

 

  • Competitive analysis
  • Technical market evaluation
  • Market feasibility
  • Business itinerary
  • Matchmaking with over 20 B2G clients and partners

Case description:

An important IT company specialized in the public sector, contacted Neighbors to deepen its presence in the Mexican market and build partnerships with national security agencies.

The Neighbors touch:

We carried out a detailed technical market study and a competitor analysis of highly specific points the client wanted to understand, such as network virtualization and pricing elasticity among different public sector clients.
Based on the results of the study, as well as quality of our research and analysis, the company proceed with an itinerary we set up for them of business partners and direct-clients in the public sector. They were not only very happy with the number and quality of meetings we set up for them, but colleagues at their Mexico subsidiary also praised our ability to reach decision-makers in the Mexican Armed Forces when it had proven challenging for them to do so.

Tailored service minimized risk in Latin America expansion for pharmaceutical company

Our client: A Japanese pharmaceutical company.

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Services offered:

 

  • Competitive analysis
  • Channel strategy
  • Technical perceptions of customers
  • Visibility on complex financing factors
  • Coverage of multiple Latin America markets

Case description:

A Japanese pharmaceutical company was considering entering the Latin American market for its new glaucoma division and wanted to obtain reliable and substantial information on the potential market in targeted countries.

The Neighbors touch:

Neighbors provided a customized service for the healthcare sector. We conducted in-depth market research, identifying and interviewing surgeons, insurers and hospital administrators in Colombia, Mexico, Chile and Argentina, as well as competing manufacturers.
As a result, Neighbors provided accurate and precise guidance on the challenges the company could solve or prepare for in introducing into the Latin American market.