A multi-disciplinary consulting firm with deep roots in UAE & Saudi Arabia, serving government and enterprise clients.
What we were solving for:
Consulting services don’t have a fixed “demo.” There’s no single feature or pain point to pitch.
So, before generating meetings, we needed to answer:
• Who exactly should we target in non-tech enterprise orgs?
• What do CTOs and CFOs in the GCC care about?
• How do we lead with insight, not services?
1. Defined a tight ICP:
• Enterprises in UAE and KSA with 500+ employees and $100M+ in revenue
• Purely non-tech industries: real estate, construction, manufacturing, logistics
• Two personas:
• Tech (CTO, VP Tech, Director Tech)
• Finance (CFO, VP Finance, Director Finance)
2. Two-channel outreach:
• LinkedIn + Email (supported by warm calling)
• Leveraged founder-led LinkedIn profile for higher credibility
• Email drove visibility, LinkedIn closed conversations
3. Iterated messaging fast:
Our first version? Too niche.
We went deep on data governance and tech strategy, but it didn’t land.
→ In consulting outbound, you're not selling a service. You're surfacing a need.
So we shifted the approach:
• Led with insight, not service offerings
• Offered access to a GCC Tech Trends Report co-created with a regional partner
• Positioned messaging around market intelligence, not a sales ask
• Reframed the CTA as a discovery call, not a pitch
Observations:
→ Don’t rush with the pain points, try industry trends.
High-level executives in the GCC respond best to content that reflects regional relevance and big-picture thinking.
→ Use multi-channel wisely:
• Email created awareness
• LinkedIn drove replies
• Warm calling helped with follow-ups and nudging warm leads across the line
→ Treat early outreach like discovery, not selling
For services GTM, the goal is to identify the right use case, not to shove a menu of offerings at them.