How to Build Pipeline in Any APAC Market (90 Days)

Two years to close a deal. That's where Quang Cao started. Six months is where he got it to. Across eight APAC markets at the same time. In this conversation he walks through the exact 90-day framework he built at Blancco Technology Group for entering new markets through channel partnerships — without a local team in place, without years of slow relationship building. Stop. Start. Measure. That's the core of it. He goes step by step. 00:00 Building pipeline where nobody knows you 03:31 The 90-day APAC market plan 05:30 Finding first partners in Vietnam from scratch 08:57 Two regulations quietly creating new pipeline 12:02 How sales cycles went from 2 years to 6 months 15:47 The government program that unlocked his first partners Learn more at https://www.stirlingmarketing.net Don't forget to like, comment, and subscribe for more insights from The ROI Puzzle. ABOUT QUANG CAO Quang Cao is Channel Manager, ASEAN & ANZ at Blancco Technology Group, where he works with banks, government agencies, and large enterprises on data erasure, compliance, and secure data lifecycle management. Over ten years he's built relationships with 30+ financial institutions, 20+ conglomerates, and government agencies across ANZ and ASEAN. His focus is practical: helping organisations manage redundant data, meet regulations like PCI DSS and ISO 27001, and actually execute the transition to cloud or hybrid environments without leaving compliance gaps. LinkedIn:   / quangcaohoang   Website: https://blancco.com/ ABOUT NICOLE STIRLING Nicole Stirling is the CEO of Stirling Marketing, a global marketing agency helping tech startups and scaleups accelerate growth and revenue. With over 15 years of experience in the technology industry, she has led marketing strategies for top companies like Sitecore, Acquia, and TechnologyOne, as well as emerging tech innovators across the Asia-Pacific region. You can reach out to Nicole through: LinkedIn:   / nicolestirling   Website: https://www.stirlingmarketing.net ABOUT THE ROI PUZZLE The ROI Puzzle is a podcast that dives into one of B2B marketing’s toughest challenges, proving what truly drives results. Hosted by Nicole Stirling, the show features conversations with executive leaders focused on growth in sales and marketing from top tech companies. Each episode explores topics like attribution, pipeline visibility, sales and marketing alignment, and the use of AI to measure impact. Listeners gain real-world insights and practical frameworks to connect marketing spend to revenue and confidently prove value to the board. To know more about The ROI Puzzle, you can visit the links below: Podcast/Blog: https://open.spotify.com/show/6ZXy9cc... YouTube:    / @theroipuzzle