Creating an adjacent business from an established market

Naseej had an established business in knowledge asset management and institutional library technology. Its customer relationships could support more than one line of business.

The universities that relied on Naseej for library systems were also digitizing teaching and learning. Existing trust, domain knowledge and delivery capability gave the company a credible right to compete in education technology.

• Established the Academic & eLearning business practice and expanded its portfolio and commercial capabilities.
• Led market strategy, partnerships, solution architecture, presales and delivery oversight.
• Built and managed a multidisciplinary team of technical, functional and business product managers.

• Led personallyDelivered the practice's 2017 annual sales-order target under his direct leadership.
• Led personallyBuilt the practice team and operating model from the ground up.
• Subsequent growthThe practice continued to grow after his tenure and became one of the largest contributors to Naseej's revenue.

Adjacent markets are easiest to enter through customers who already trust you. Build the team around product management, not only around sales.