Case 1 of 4 · SAP Cloud ERP Canada

New Market Entry

10×

Pipeline growth

A promising segment needed a repeatable way to reach it.

We built an ecosystem-led GTM motion for Canadian investor-backed companies.

The situation: SAP had a flagship cloud product but limited traction with Canadian private equity and venture-backed companies.
What I saw: The opportunity was promising, but the market motion was new and the partner channel had not been aligned around it.
The growth move: Build an ecosystem-led approach that could reach investor-backed companies through trusted partners and create a repeatable route to market.
My role: I built the Canadian GTM strategy for the segment, developed the ecosystem-led market motion, and created a repeatable partner-led sales approach.
The result: More than 1,400 new industry contacts, a 10× increase in pipeline, and a reported 12× ROI on the partner-led motion.

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