For B2B tech companies expanding across markets — or fixing commercial operations that aren't delivering. We don't advise on expansion. We execute it.
We Build
Predictable
Revenue Engines
42
Clients served
24
Dedicated Resources
35+
Expert Advisors
5
Global HQs
$46m
Enterprise Value realised
If you're a B2B software company expanding internationally, you've usually got two options. Hire a senior person ("VP International") who takes 6–9 months to land anything. Or rent an agency on commission, who closes the easy stuff and disappears. Both burn cash without building anything you own.
We do something different — and you pick how deep we go. Some clients hire us just for the GTM strategy and market validation. Some hire us to build and run a local sales team in their target market. Either way, our network gets you in the room from day one. Monthly fee plus a cut of new revenue. After 2–3 years, you can take the whole operation in-house. Or we keep running it.
WHAT WE DO
THE PROBLEM
Why 75% of International
Expansions Fail
Four failure modes that turn international growth into an expensive gamble. We've seen all of them — across 42+ engagements.
01
No presence, no network, no pipeline. Burning capital on lone-wolf hires that take 6+ months to generate a single qualified meeting.
The Cold Start
02
Copy-paste GTM. What worked in Stockholm won't work in Singapore. Culture, pricing, procurement cycles — all different.
The Strategy Blindspot
03
Outsourced to an agency carrying 20 other products. Your company gets 5% of their attention and zero commercial ownership.
The Agency Trap
04
You built a team, but the Revenue Engine isn't producing. Sunk cost is mounting and the board is asking questions.
The Stalled Engine
At The Scale Factory, we replace these failure modes with a single proven system.
Our Product
OUR PRODUCT
Our product is a dedicated revenue unit, localized to your market: a team, a playbook, a network. The network gets you in the room. The team and playbook keep the pipeline coming. Three phases: Build, Operate, Transfer. Yours to take over when ready.
Or start smaller — a standalone GTM Strategy engagement to validate the market, define the ICP, and produce a 3-year business case before any team is built.
The Team
Senior operators we hire and manage in-market. Not commission-only reps. Embedded in your business as if they were your own.
The Playbook
Our proven operating system: strategy, growth templates, RevOps, governance, tech stack. Execution is data-driven, not intuition-based.
The Network
The wedge that opens the rooms and the market. Allows new brands to meet the right buyers, and accelerates market development.
FIND YOUR FIT
Which Engagement
Is Right for You?
Answer four questions. We'll show you which engagement model matches your situation — and the case study that proves it works.
Build–Operate–Transfer (BOT)
HOW WE WORK
One process, flexible entry point. The depth of each phase adapts to your starting position — new market entry or turnaround.
1
2
3
Build
or restructure
Operate
TSF runs the engine
Transfer
Optional — you own 100%
Understand the opportunity. Hire the right people locally, or work with who you have. Put our playbooks and operating rhythm in place. Agree on the plan and the numbers.
We run your commercial operation day-to-day. Weekly standups, pipeline in CRM, quarterly reviews with your leadership. The team grows as results come in.
When the time is right, we hand over. Full transition, selective handover, or a managed wind-down. You keep everything — the people, the data, the relationships.
Build + Operate
Monthly fee (for the team) + revenue commission
Transfer
Exit fee · client keeps 100%
Build sets the operation up. Operate runs it day-to-day. Transfer is when the team becomes yours. Some clients only need the Build.
TRACK RECORD
Real outcomes across new market entry, commercial rebuilds, and diagnostic programmes.
Nordic-listed Enterprise Tech Company
REVENUE ENGINE TURNAROUND
Nordic-listed enterprise tech company in the premium video collaboration space, APAC operations stalled. Three-year TSF engagement to lead the partner-led GTM rebuild from Dubai and Singapore.
-
3-yr engagement signed Q1 2026
-
25 active partner dialogues
(50-day mark) -
2,200 ICP stakeholders mapped
Read the full story →
"Through their daring, data-driven and disciplined approach we managed to turn the negative trend around and got back to growth. We were truly impressed by how they quickly identified a revised GTM plan and their outstanding ability to execute with the team."
Carl Axell, Acting CEO — Winningtemp
"It was clear from the outset that The Scale Factory was the right partner for us. They have successfully helped Bannerflow grow across APAC securing a mix of local, regional and global customers. Most importantly, they have been a partner we can trust."
Emil Chroona, Chief Growth Officer — Bannerflow
Where We Operate
We work across multiple markets — primarily APAC and Europe — each with regional partners on the ground and a market-specific playbook. Our APAC operation also extends into the Middle East through a regional partner.
Selling Into APAC Is Not an Awareness Problem
ASIA-PACIFIC
It's an infrastructure problem. International companies don't fail in Asia because nobody's heard of them. They fail because they don't have the commercial machinery to convert interest into revenue
6 yrs
Operating in-market
SG
Hub: Singapore
30+
APAC advisors
Coverage extends into the Middle East through a regional partner.
One Market on Paper.
27 in Practice.
EUROPE
On paper it's the EU's single market — one rulebook, one customs zone. In practice it's 27 member states plus the UK and EFTA, each with its own language, regulator, and route to market. Companies stall when they treat London or Berlin as a stand-in for the rest. We build for the Europe that actually exists.
Berlin + Oslo
Partner Hubs
14+
Advisors across Nordics, DACH, UK, Iberia & CEE
Multiple regional channel partnerships
Full market intelligence — trends, signals, TSF presence and active operations — in our Market POV.
The Network Is the Unfair Advantage
OUR NETWORK
42+ senior advisors and operators across the markets we work in. Not a name-drop list — a curated demand network that opens doors a standalone hire cannot open.
42+
Senior advisors and operators across APAC, MENA, and Europe
Channel Partners
Across the relevant ecosystems — agency holdcos, system integrators, IT consultancies, plus direct-to-CXO routes
12+
Markets with active advisor coverage
Day 1
Warm introductions into pipeline from the first week of an engagement
Our Client Sweet Spot
IS THIS YOU?
We work best with companies that have the product and the funding — and need the commercial engine to turn them into regional revenue.
The Stage
Established B2B tech companies that already work at home and want to grow into new markets. Product-market fit proven, a commercial team operating at home, the discipline to commit to a new market — those are the markers. We work across private, listed, and PE-backed.
The Model
High-growth B2B SaaS or technology. Recurring revenue. A proven flywheel ready to deploy across markets.
A Sales House / Agency
Works on pure commission. Incentivised to close any deal, fast. No investment in systems, playbooks, or talent. When the contract ends, relationships and IP walk out. Extracts fees, leaves no equity.
The Goal
Not testing the water — entering a new market to win. Committed to building, not dabbling.
The Situation
New market entry, stalled existing operation, or commercial rebuild. All three share the same root cause: no engine.
The Scale Factory
Monthly fee + revenue share. Incentivised to build an engine that compounds. Right ICP, right deal size, right sales cycle. Invests in hiring, onboarding, playbooks, RevOps. Client owns 100% of IP, data, and relationships. Builds a transferable commercial asset.
VERTICALS WE WORK IN
MarTech
AdTech
HRTech
EdTech
FinTech
SaaS/Enterprise
RetailTech
PropTech
CyberTech
Commerce Media
MedTech
