EMEA Market Entry
“Cross-border commercial strategy for companies expanding into or out of EMEA — built from a Paris base, adapted to the realities of each market.”
The Problem This Solves
A GTM motion built for one region rarely transfers cleanly to another. Buyer expectations, procurement norms, competitive positioning, and regulatory context (the EU AI Act among them) all shift at the border. Companies expanding into or out of EMEA need that adaptation done deliberately, not discovered the hard way mid-pursuit.
Who It's For
North American or Asian companies expanding into Europe
Strong product-market fit at home, but no EMEA-specific ICP, narrative, or commercial infrastructure yet — and a need for a local, Paris-based point of view on how the market actually works.
EMEA companies expanding outward
A European company whose motion was built for home-market buyers now needs to adapt that positioning and commercial approach for a different region.
Not the right engagement if:
The constraint is domestic — that's a Diagnostic, Quick Start, or Sprint, scoped to the workstream actually involved, not a cross-border question.
What Malcolm Does
- ·EMEA Market Entry Advisory: the core strategic read on how to adapt the commercial motion for the target market.
- ·Strategic Narrative Document (EU market version): positioning and messaging adapted for EMEA buyers specifically, not a translated version of the home-market pitch.
- ·Analyst & Research Firm Strategy: how to engage the analyst and research ecosystem relevant to the target market.
- ·Structured Office Hours: ongoing access during the entry window for the questions that come up once execution starts.
Engagement Structure
Duration: scoped to the entry window, set at intake.
Fee: scoped to the specific mix of deliverables and office-hours access needed.
Scope: the cross-border adaptation itself — not ongoing in-market execution, which is a separate, separately-scoped conversation once the entry strategy is set.
How It Connects
This sits outside the main engagement ladder — a narrower, market-specific complement to it, for the cross-border question a domestic Diagnostic, Quick Start, or Sprint isn't built to answer.