Service Package/Expansion Strategy

Market Entry Blueprint For Scaling An Indian Agri-Tech Pioneer Across The GCC Region

Market Research, GTM Strategy, Competitive Benchmarking, Channel & Revenue Analysis, Regulatory Assessment, Operational Entry Checklist

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Client Background

A leading Indian agri-tech and food supply chain platform, holding ~15% domestic market share, aimed to explore strategic expansion opportunities in the UAE and GCC region. The client was looking to evaluate market potential, identify high-growth product categories and define a structured GTM approach to successfully enter and scale operations in the region.

Delivery Team

1 Ex-Oliver Wyman Associate

1 Ex-Zomato Engagement Manager

1 Executive-Level External Advisor

Deployment

Hybrid

Duration

6 Weeks

Engagement

Objective

To design a data-driven market entry and GTM strategy for the GCC, identifying target categories, growth opportunities, distribution channels and operational requirements, while providing a roadmap for initial launch and expansion and competitive landscape with defensible financial projections.

Approach

Taken

Growth Pathways & Category Expansion.

  • Prioritized rice, spices and organic food products as the core entry portfolio, identifying them as accounting for over 80% of the total growth potential.
  • Recommended high-potential next-step categories such as pulses, jaggery, makhana and peanuts, supported by a deep-dive analysis of target channels, competitors, listing fees and margin structures.
  • Highlighted category-specific takeaways including new spice blends, small-pack rice formats and frozen food innovation, aligning them with rising consumer demand for organic and sustainable foods.

Market Landscape & Opportunity Mapping

  • Conducted a deep assessment of GCC food and agri-product categories, validated through expert interviews and market visits with 15+ general trading businesses and 10+ category-specific owners.
  • Quantified revenue and margin potential across HORECA, modern trade and e-commerce channels to build a 5-year growth roadmap targeting an AED 450M+ total opportunity, with the client projected to contribute AED 62M.
  • Incorporated consumer health and wellness trends as well as GCC food security priorities to highlight defensible, high-return categories to align with the region's strategic direction.

GTM Strategy, Operations & Channel Enablement

  • Developed a market entry checklist including licensing, clearances, admin setup, partnership evaluation, category/product mix and pricing.
  • Mapped competitors and stakeholders across the value chain including importers, processors and distributors to recommend optimal routes to market and pricing strategies.
  • Identified critical operational drivers like supply chain efficiency, retail dynamics and marketing intensity required to achieve target margins and ensure scalability, positioning e-commerce as a key growth enabler.

Impact

Created

Unlocked an AED 450M+ GCC market opportunity and delivered a comprehensive GTM strategy that provided an immediate plan for market entry while outlining a phased expansion roadmap with high-potential next-step categories for sustained regional growth.

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StrategyConnect deploys specialized talent on demand. We are one of the largest networks of independent consultants and industry experts driving the adoption of flexible workforce in the Middle East.

Copyright @ 2024 StrategyConnect Inc. All Rights Reserved.

StrategyConnect deploys specialized talent on demand. We are one of the largest networks of independent consultants and industry experts driving the adoption of flexible workforce in the Middle East.

Copyright @ 2024 StrategyConnect Inc. All Rights Reserved.