We believe the addressable market for our offering is considerable. The investments in the platform, the expansion of the offering, the increasing regulatory environment and the growing list of blue-chip reference customers, provide us with a strong basis for continued new customer acquisition.

Land and Expand – Upselling and Cross-selling opportunity

Customers typically have a particular issue, challenge or workflow need when engaging with us. Therefore, we often start a new customer relationship selling only part of the platform’s full functionality and to an initial number of users. As the relationship progresses, we position ourself as the customer’s digitalisation partner working with C-suite level executives to explore additional workflows and needs for our customer. This creates an opportunity for expansion of workflows and consequently more users. This creates up-sell and cross-sell opportunities based on workflows, departments and geographies within customers.

Land And Expand – Upselling And Cross Selling Opportunity

Winning new enterprise and governmental customers

We have demonstrated a strong ability to attract new customers, with over 40 customers added in 2021. We will continue to target new tiers of customers, verticals, and geographies. We are looking to build on this strong sales momentum, especially with our commercial customers, by making additional investments in our global sales capabilities through the hiring of additional dedicated sales people.

Capturing New Enterprise And Governmental Customers

Expanding the go-to-market approach to further increase the addressable market

We expect to enter into partnerships and distribution arrangements to provide and embed our solutions on third party platforms and market places in order to distribute them to a wider audience. In September 2021, we launched a new offering targeting a category of customers who wish to use our solution on a per use basis through a newly dedicated web portal.

Through the portal, customers can for example purchase reports, alerts, and certificates and pay on a per transaction basis.

596x588 Capturing Smb Customers

Innovation / product expansion

Our strategy is to continue enriching our platform capabilities and adding more solutions and insights to support both existing customers and target new markets.

As part of this strategy, we have launched two significant solutions in 2022:

  • Ocean Freight Visibility
  • “Russia” sanctions compliance

We also expect to launch several new solutions later in 2022, including our decarbonisation solution expected by the end of H2.

596x588 Innovation Product Expansion