About

e-Jan Networks is a renowned Japanese company specializing in endpoint security solutions. With its flagship product, CACHATTO, the company has earned the trust of over 90% of Japan’s top 500 public-listed enterprises. Despite its success in Japan, entering the Indian market proved to be a challenge. After multiple attempts, e-Jan partnered with Zamstars to refine its market entry strategy and establish a sustainable presence.

Problem Statement

e-Jan Networks faced difficulties in penetrating the Indian enterprise market due to a lack of localized sales efforts and strategic market positioning. The company needed a structured approach to engage with key decision-makers across BFSI, healthcare, technology, and manufacturing industries. Additionally, the absence of a dedicated sales team in India hindered its ability to effectively communicate product value and execute pilot programs with prospective clients. Without an established sales infrastructure, e-Jan struggled to convert interest into tangible business opportunities.

Challenges

• Lack of localized sales efforts – Entering the Indian market required a tailored approach, but the absence of region-specific sales strategies and engagement hindered market penetration.
• Limited market positioning and outreach – Without a structured outreach plan, connecting with key decision-makers in BFSI, healthcare, technology, and manufacturing industries remained a challenge.
• Absence of a dedicated sales team – Without an established sales presence in India, e-Jan Networks struggled to communicate product value, execute pilot programs, and convert prospects into long-term clients.

Solutions

• Market research and strategy: Conducted an in-depth analysis of the Indian cybersecurity landscape to identify key sectors and enterprises with high adoption potential.
• Build-operate-transfer (BOT) sales model: Established a dedicated sales team in India under the BOT model, ensuring a localized approach to client engagement and business development.
• Targeted outreach and lead generation: Developed an outreach strategy to connect with enterprise decision-makers, leveraging industry-specific insights to position CACHATTO effectively.
• Pilot implementation and proof of concept: Facilitated product trials with India’s top BFSI, healthcare, and legal firms to demonstrate CACHATTO’s capabilities in real-world scenarios.
• Sales enablement and collateral development: Created localized sales materials and technical collaterals to enhance brand credibility and support business development efforts.

Outcomes

• Successful pilot executions: Conducted trials with key enterprises, proving the product’s effectiveness and generating strong interest from potential buyers.
• Established a sales-ready team: Transitioned the BOT sales team to e-Jan, equipping them with the market insights and strategies needed for independent operations.
• Stronger market positioning: Gained traction in the Indian cybersecurity landscape, positioning e-Jan as a credible solution provider.
• Scalable market entry framework: Created a replicable sales and outreach model for future expansion across other geographies.
• Sell to India initiative: India’s growing market offers vast opportunities. We help foreign companies establish operations, navigate entry strategies, and connect with the right buyers for successful expansion.