Executing a Go-to-Market Launch in Vietnam for a Global Industrial Machinery Manufacturer

The client, a global industrial machinery manufacturer, had completed a market entry study for Southeast Asia and decided to move forward with Vietnam based on the analysis.

With the strategic decision made, the priority shifted to practical execution on the ground. The client needed support to build local operations, establish the legal setup, identify the right partners, and recruit a core team capable of starting commercial activities.

The client faced several structural and operational constraints:

• The client had a go-to-market plan, but needed support turning it into an executable launch roadmap
• Multiple workstreams needed to be coordinated in parallel including logistics setup, legal entity establishment, partner selection, and hiring
• The objective was to build a functioning local operation with the right foundations from day one

Our team was engaged to support practical launch execution in Vietnam. Our role was to bridge strategy and implementation by helping the client build local operating capability, establish the legal and logistics setup, and recruit the initial in-market team required to begin commercial operations.

Transition from market analysis to implementation

We supported the transition from market analysis to practical implementation, turning the GTM plan into an executable launch roadmap with clear priorities and workstreams.

3PL and warehouse setup in Vietnam

Accriona led the 3PL setup process in Vietnam, including provider vetting, selection, negotiations, and on-the-ground warehouse setup support to enable local customer delivery and consolidate global shipments.

Recruitment of the core Vietnam team

We supported recruitment of the initial in-market team, including a Managing Director, Supply Chain Director, Sales Manager, and two sales representatives to establish commercial and operational leadership in Vietnam.

Legal entity setup and temporary office support

Accriona supported legal entity setup in Vietnam and hosted the client team in our office during the first months until they were ready to move into their own space.

The engagement delivered measurable operational and commercial impact:

• Fully operational local setup established in Vietnam
• Core leadership and commercial team hired and active in-market
• 3PL and warehouse operations launched to support customer delivery needs and consolidate global shipments
• Faster launch execution through hands-on support during the setup phase
• Strong local presence established close to customers from day one