Streamlining Integrator Selection for Southeast Asia Expansion

Client Background 

A North America based enterprise SaaS provider serving mid to large enterprises across multiple verticals. After establishing a strong presence in North America and Europe, the company planned to expand into Southeast Asia through local system integrators and implementation partners.

Client’s Challenge 

The client needed to identify system integrators capable of supporting localized onboarding, implementation, and post deployment support. Internal teams faced challenges in evaluating partners consistently. Some candidates demonstrated strong technical skills but lacked regional scale. Others had a strong local presence but were misaligned with the product roadmap or unwilling to co invest in localization. Without a comparative assessment framework, shortlisting efforts were slow, subjective, and at risk of delaying the regional launch. 

How Mordor Intelligence Helped 

Framework Driven Partner Evaluation 

• Developed a customized evaluation scorecard covering technical capability, industry vertical expertise, onboarding maturity, and co investment readiness. 
• Designed the framework in consultation with the client’s product, partner, and regional leadership teams. 

Direct Partner Engagement 

• Conducted structured conversations with shortlisted integrators to validate technical depth, strategic intent, and operational readiness. 
• Gathered insights that extended beyond marketing materials, including localization plans, delivery quality, and co marketing willingness. 

Decision Ready Outputs for Stakeholders 

• Created a decision matrix comparing strengths, limitations, and risk factors across candidates.
• Delivered an executive briefing deck to support alignment between business development, technical leadership, and regional teams. 

Key Findings 

• Several well known integrators lacked visibility into the client’s onboarding expectations and delivery timelines.
• Large scale integrators demonstrated capability but limited interest in co investing in localization or training.
• Only a select group of candidates exhibited both strategic alignment and readiness to support pilot deployments. 

Our Industry Coverage 

Mordor Intelligence supports partner discovery and evaluation across enterprise software, digital platforms, and vertical SaaS categories. Our capabilities include: 

• Go to Market Strategies: Identifying optimal routes to market through resellers, integrators, and ecosystem partnerships. 
• Customer and Distributor Discovery: Shortlisting and evaluating partners suited to specific product, technical, and regional needs. 
• Opportunity Assessment: Prioritizing markets and partner categories based on buyer behavior and digital maturity. 
  Surveys, FGDs, and Primary Research Fieldwork: Capturing insights directly from prospective partners and customers. 
• Market Entry and International Expansion: Supporting new market rollouts with ecosystem mapping, integrator evaluation, and compliance benchmarking. 

We help enterprise software providers move from longlists to actionable partner decisions supported by clear evidence and strategic alignment.