Real deal mechanics. Not consulting theory.
Long-form, hands-on analysis from our Singapore, Jakarta, Hanoi, and Sydney operators. Closed deals, market shifts, and buyer moves.
How to Sell Technology to the Vietnamese Government: VNEPS, Bidding Law 22/2023, and Foreign Vendor Access
Vietnam's public procurement runs through the Vietnam National E-Procurement System (VNEPS) and is governed by Bidding Law 22/2023, which took effect in January 2024. For a foreign technology vendor, the path to winning government contracts starts with understanding how the e-GP system works, what the bidding law requires for foreign contractors, and where the 'Make in Vietnam' policy creates both barriers and opportunities. Registering on VNEPS is straightforward. Building the local relationships, compliance posture, and evidence to win a bid is the harder part.
How to Sell Technology to the Australian Government: AusTender, BuyICT, and Supplier Readiness
AusTender publishes every open approach to market for Australian Commonwealth agencies, and BuyICT is the main digital and ICT sourcing platform. But registering on either portal does not make a foreign technology vendor eligible for a specific tender. A seller must understand the Commonwealth Procurement Rules, the November 2025 priority changes for Australian businesses, the difference between open tenders and panel arrangements, and the solicitation-specific evidence required before committing to a bid.
How to Sell Technology to the Philippine Government: PhilGEPS and the New Procurement Rules
PhilGEPS is the primary discovery portal for Philippine government procurement, but registering as a supplier does not make a foreign technology vendor eligible for any specific tender. Under the New Government Procurement Act (RA 12009) and its 2025 implementing rules, a vendor must qualify the solicitation itself, resolve foreign-supplier status, prepare the required documents in English, and decide whether to bid directly, through a local prime, or via a distributor or representative.
How to Sell Defence Technology to Australia: Procurement, Security, and Local-Industry Readiness
A foreign defence-technology vendor must qualify the procurement channel, security eligibility, controlled-technology obligations, Australian Industry Capability expectations, delivery and sustainment ownership, and whether a prime, local entity, or representative is the credible route before pursuing any Australian Defence opportunity.
How to Sell to Singapore MINDEF: A Foreign Defence Vendor's Route Through DSTA
DSTA is the central procurement route for MINDEF and SAF opportunities. A foreign defence vendor must qualify the need, procurement route, security and export-control constraints, local delivery, tender evidence, and partner strategy before pursuing any opportunity.
Singapore Government Technology Procurement for Foreign Vendors: How GeBIZ Works
GeBIZ is the formal discovery and transaction layer for Singapore government procurement, but a foreign technology vendor still has to qualify the opportunity, registration route, evaluation evidence, and delivery ownership before bidding.
How to Sell Airport Technology in Southeast Asia: A Market-Entry Guide
A practical guide for foreign airport-technology vendors on mapping buyers, navigating procurement, designing trials, and building a reference site across Southeast Asian airports.
How Enterprise Procurement Works in Southeast Asia: What Technology Vendors Get Wrong
Enterprise procurement in Southeast Asia takes 6 to 18 months and involves more stakeholders than Western vendors expect. Here is how the process actually works, country by country, and what you can do to speed it up.
How to Enter the Japanese Market as a Technology Company
A practical Japan market-entry plan for technology companies covering customer discovery, localization, local credibility, channel choices, pilots, support, procurement, and investment triggers.
Industrial Technology Market Entry in Southeast Asia
A route-to-market guide for industrial software, automation, IoT, hardware, and operational-technology vendors entering Southeast Asia with service and deployment built into the sale.
Outsourced Sales in Southeast Asia for Technology Companies
What a competent outsourced sales engagement in Southeast Asia should cover, how to govern it, what the vendor must retain, and when to hand over to a direct team.
How to Build a Sales Pipeline in APAC Without a Local Office
How to build an APAC sales pipeline before opening a local office, using a focused account thesis, local continuity, disciplined qualification, and evidence-based investment gates.
Cybersecurity Market Entry in APAC: Regulations, Buyers & Go-to-Market (2026)
A market-entry guide for cybersecurity vendors covering product readiness, data residency and export regulations, local proof requirements, channel selection, pilot structures, and country-specific buying language across APAC.
Singapore vs Japan vs Australia for Tech Expansion
A practical comparison of Singapore, Japan, and Australia as APAC beachhead markets for technology companies, based on buyer access, localization, support, channels, and reference value.
How to Recruit APAC Channel Partners: Process, Vetting & Governance Guide
A step-by-step guide to recruiting and governing APAC channel partners — covering partner sourcing, vetting criteria (customer access, technical capacity, commercial motive), compliance, enablement, and opportunity progression tracking.
APAC Go-to-Market Playbook for B2B SaaS
A practical APAC go-to-market playbook for B2B SaaS companies, from beachhead selection and data questions to pilots, channel economics, local proof, and pipeline governance.
Sales as a Service vs In-House Sales in Asia Pacific
A decision guide for comparing Sales as a Service with an in-house APAC sales team, including control, local continuity, governance, handover, and the evidence needed before hiring.
APAC Market Entry Strategy for B2B Technology Companies
A practical APAC market entry strategy for B2B technology vendors, covering beachhead selection, routes to market, country differences, local execution, and evidence-based expansion.
How Defense Tech Companies Enter Southeast Asia in 2026
A practical walkthrough of the Singapore MINDEF, Vietnam MoD, Indonesian Kemhan, and Thai MoD procurement cycles and the local-partner structure that gets you on the shortlist.
Vendor Representation vs Consulting for APAC Market Entry
The two models look similar on a proposal. The difference is who carries the pipeline and who signs the deal. We break down the trade-offs across cost, control, speed, and IP ownership.
How to Find a Sales Rep in Southeast Asia Without an Entity
You do not need a Singapore Pte Ltd to start selling into ASEAN. Here is the entity-lite vendor-rep model we use to get US and EU vendors to first PO in under 9 months.