The Challenge

The Client, a leading whole-of-health digital population health management platform working with major international insurers and employers, had established strong performance in Europe but faced barriers entering the GCC.

Although their platform offered advanced analytics, stratification capabilities, and integrated engagement tools, they had limited visibility and market access in the region. Their existing pitch and value articulation did not fully resonate with GCC insurers, providers, and ecosystem partners – requiring localisation, strategic refinement, and targeted introductions to decision-makers.

The Client asked Emica to support their regional market entry by reshaping their value proposition and facilitating access to key insurers and healthcare organisations across the GCC.

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Our Approach

• Refined the Client’s value proposition to align with GCC payer priorities, mental health needs, and digital strategy expectations.
• Guided development of a GCC-specific pitch and narrative, enhancing clarity around differentiation and measurable value.
• Facilitated targeted market access by securing meetings with senior leaders across major insurers and ecosystem partners.
• Provided hands-on coaching to prepare for finalist-stage pitches, including Q&A preparation and proposition strengthening.
• Adopted a retainer-plus-upside model aligned with performance, ensuring shared accountability for market success.

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Outcomes

• Positioned the Client as a finalist for one of the largest insurer contracts in the region, valued at approximately USD 10 million.
• Secured strategic introductions that enabled deployment discussions with one of the region’s largest hospital systems for mental health solutions.
• Strengthened the Client’s pitch quality, leading to improved resonance with GCC decision-makers and enhanced commercial traction.
• Expanded global market access by supporting opportunities both within the GCC and in other international regions.