XpandEast

XpandEast Hit aggressive growth targets, increasing MRR by 25%, and optimizing your GTM strategy for long-term success.—all within the first 90 days.

For CTOs, the real concern was choosing the wrong cloud partner could impact system stability, revenue, and customer tru...
27/12/2025

For CTOs, the real concern was
choosing the wrong cloud partner could impact system stability, revenue, and customer trust.

When UCloud entered the Southeast Asia market, the challenge was not technology.
The product was strong. Performance was proven.

The real challenge was trust.

Cloud decisions carry real risk.
Downtime affects revenue.
Poor performance affects customers.
And the wrong choice often falls on the CTO.

At the same time, the market was crowded.
AWS and Google already dominated mindshare.
Cold emails blended into the noise, and generic pitches were ignored.

So the problem wasn’t awareness alone.
It was how to reduce perceived risk before asking for commitment.

The strategy focused on changing the conversation.

Instead of pushing features, the approach emphasized:
- Building credibility first through professional, contextual outreach

- Offering trials and POCs to let teams test performance themselves

- Using direct channels to shorten decision cycles and remove friction

By shifting from selling to validation, conversations moved forward more naturally.

The results reflected that shift:
42+ qualified meetings
$530K+ estimated pipeline value

This case shows a clear lesson for technical GTM:
CTOs don’t need louder pitches.
They need confidence that the decision won’t become a risk.

Most people think B2B deals move slowly because “there are many stakeholders.”But that’s not the real problem.Deals slow...
26/12/2025

Most people think B2B deals move slowly because “there are many stakeholders.”
But that’s not the real problem.

Deals slow down because buyers go through three quiet steps, and you only see one of them.

1) The Part You See

You join the call.
People smile, ask good questions, and agree with your points.

It feels like progress.
But this is only the visible part of the deal and it’s the smallest part.

2) The Part You Don’t See

After the meeting, your main contact must explain your value to other people inside the company.

But the message becomes:
- shorter
- simpler
- and sometimes not accurate

If your message is hard to repeat, the deal slows down or dies quietly.

3) The Fight Against “Doing Nothing”

Even if they like your product, you still need to beat:

- old tools
- old habits
- budget rules
- fear of change

Your biggest competitor is often the status quo, not another vendor.

Top teams focus on this:
Make your message easy to repeat, easy to share, and easy to defend.
Because the deal moves only when your story moves inside their company.

Want to improve how your message moves inside a buying team?
Drop PLAYBOOK and we’ll share the structure we use with SaaS clients.

As you can see, the core issue was clear:sales conversations often happened with people who couldn’t approve the deal.Fo...
25/12/2025

As you can see, the core issue was clear:
sales conversations often happened with people who couldn’t approve the deal.

For Shopify’s mid-market expansion in Southeast Asia, demand was not the issue.
Many brands were already selling online and using legacy platforms.

The challenge was accuracy and access.

Public data often showed false signals about which companies were real Shopify targets.

Agency partners sat between Shopify and brand owners, limiting direct conversations.
Public contact details usually connected sales teams to store admins or support teams, not decision makers.

This created a mismatch between sales effort and real buying power.

The solution was to change how accounts were selected and how conversations were started.

The strategy focused on:
- Using intent-based signals to identify brands ready to re-platform

- Building trust first before asking for meetings

- Reaching founders and P&L owners directly, instead of intermediaries

By removing noise early and focusing on decision-making access, conversations became more relevant.

The results reflected that shift:
21+ qualified meetings
$460K estimated pipeline value

This case highlights a common B2B lesson:
strong pipelines are built by improving focus and access, not by increasing outreach volume.

24/12/2025

In SEA, most buyers don’t ignore you because your product is bad.
They ignore you because they don’t trust strangers.

This market does not reward surprise messages.
It rewards familiarity.

People here want to know who you are
before they care about what you sell.

So when teams jump straight into outbound,
every message starts cold.

No background.
No signal.
No reason to feel safe engaging.

And silence becomes the default response.

This is why outreach alone struggles in SEA.
Not because the copy is wrong.
Not because the offer is weak.

But because trust was never built first.

Social selling exists to solve this exact problem.

It makes your name familiar before the message arrives.
It gives buyers context before the pitch.
It gives them something to judge before they reply.

So when outreach finally happens,
it doesn’t feel like an interruption.
It feels expected.

Without social selling, outreach asks for trust upfront.
With social selling, trust is already warming up.

That’s why in SEA, social selling is not a nice-to-have.
It’s not branding.
It’s not optional.

It’s the layer that makes outbound work at all.

You feeling this Q4 chokehold too?😭
22/12/2025

You feeling this Q4 chokehold too?😭

The real B2B problem isn’t bad data enrichment.It’s enriching before VALIDATING the data.Most teams jump straight to enr...
21/12/2025

The real B2B problem isn’t bad data enrichment.
It’s enriching before VALIDATING the data.

Most teams jump straight to enrichment.

They add emails.
They add phone numbers.
They add titles.

The CRM starts to look full.
Dashboards look healthy.
Activity goes up.

But validation comes first.

Is this data still fresh?
Or is it already outdated?

Many contacts look right on paper, but in reality:
– the person already left the company
– the role has changed
– the email no longer works
– the phone number is no longer active

So the data is enriched, but not usable.

Sales sends messages.
No replies.
Follow-ups increase.
Pipeline slows down.

Then the story becomes, “Sales is not converting.”

But this problem started much earlier.

In fragmented markets like SEA, outdated data is costly.
Every enrichment on unvalidated data burns time, money, and focus.

That’s why validation is not a small operational step.

It’s a go-to-market decision.
Watch the full video to learn how to validate data before you enrich it. 👇
🎥https://youtu.be/hbpZLI5RB-o?si=E-60YXQqYj-pt8Ki

LinkedIn is not the problem.Treating LinkedIn as the ONLY data source is.In SEA (Indonesia, Malaysia, Thailand, Vietnam)...
20/12/2025

LinkedIn is not the problem.
Treating LinkedIn as the ONLY data source is.

In SEA (Indonesia, Malaysia, Thailand, Vietnam)
many real businesses don’t live on LinkedIn.

Especially:
– legacy businesses
– owner-led companies
– traditional industries
– non-digital-first teams

These companies are active.
They have revenue.
They buy software.

They just don’t post on LinkedIn.

So when teams build pipeline only from LinkedIn data,
they’re not seeing the FULL MARKET.

They’re only seeing the VISIBLE MARKET.

That’s why pipelines often feel small.
That’s why TAM looks limited.
That’s why sales teams keep chasing the same accounts.

The issue isn’t sourcing data.
It’s WHERE the data comes from.

LinkedIn shows you who is visible.
Local data shows you who actually exists.

In SEA, ignoring local sources means ignoring a big part of demand.

Have you spotted the red line yet?
👉 Watch the full video if you want to see how we discover the real market using local data sources.
🎥https://youtu.be/hbpZLI5RB-o?si=E-60YXQqYj-pt8Ki

If you start B2B sourcing from PEOPLE, you’re already late.Most B2B teams don’t realize this, but the problem often star...
19/12/2025

If you start B2B sourcing from PEOPLE, you’re already late.

Most B2B teams don’t realize this, but the problem often starts on day one.

They begin with people:
job titles, seniority, LinkedIn profiles.

Then they enrich contacts.
Then they message.
Then they repeat.

At first, it feels productive.
Lists grow fast.
Activity looks high.

But under the surface, something breaks.

People change roles.
People leave companies.
Decision power shifts.

So teams keep re-enriching the same contacts again and again,
while the company list barely evolves.

That’s the hidden cost of starting from people.
Your data expires faster than your pipeline grows.

Strong B2B sourcing starts at the COMPANY LEVEL:
- Define which companies truly fit your ICP
- Validate they are active and relevant
- Then enrich data with intent
- Only after that, identify the right people

People are dynamic.
Companies are structural.

When you start from people, sourcing becomes reactive.
When you start from companies, sourcing becomes strategic.

Watch the full video to see how we enrich B2B data starting from the company level, step by step.
🎥 https://youtu.be/hbpZLI5RB-o?si=E-60YXQqYj-pt8Ki

17/12/2025

One common mistake when expanding or selling in Southeast Asia:
assuming LinkedIn data reflects reality.

In many legacy-driven industries, company pages are outdated, headcounts are inflated, and roles are inaccurate, sometimes by years.

That doesn’t mean LinkedIn is useless.
It means it only shows who is online, not who actually exists.

If your GTM relies solely on LinkedIn data, you’re not mapping the market. You’re mapping platform behavior.

Real traction in Southeast Asia often requires:
• understanding offline-first businesses
• validating data beyond one platform
• and adjusting expectations around buyer visibility

The channel isn’t the problem.
The assumption is.

17/12/2025

Most teams think they’ve “covered the market” because Sales Navigator shows a few thousand companies.

But what if the real market is 10X BIGGER?

In this video, we break down a real case from Indonesia:
A team selling to construction companies built their entire outreach around 5,000 firms found on LinkedIn.
Later, they discovered official government data showed 60,000+ active companies.

No wonder their meetings slowed down.
They weren’t running out of leads, they were recycling the same 10% of the market.

This session walks through a simple, practical way to avoid that mistake:
1. How to validate whether LinkedIn is even the right platform for your buyers
2. How to compare Sales Navigator and Apollo against real market data
3. Why digital visibility doesn’t mean budget
4. How to use hiring activity as a cleaner signal in traditional industries
5. How to stop wasting time on companies that were never ready to buy

The key takeaway is simple:
Prospecting problems usually start before outreach, not in the message.

If you sell in Southeast Asia and your pipeline feels stuck, this video will help you fix the starting point.

16/12/2025

Good data at the wrong time
is just expired opportunity.

Ex*****on speed matters only
when it’s aligned to relevance.

Growth belongs to teams that respect timing, not just process.

Address

Infinity Tower
Petaling Jaya
47301

Website

https://xpandeast.com/book-demo-call/, https://www.linkedin.com/company/xpandeast/

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