Market access & business origination
Markets are won in the layer nobody writes down.
Komno establishes how ownership and authority operate in an unfamiliar sector or region, then builds the relationships that turn that understanding into signed contracts.
The problem, as organisations describe it
“We don’t know who to contact.”
You have a target market and no warm network in it. Cold outreach goes nowhere, because you are reaching the wrong people, or the right people in the wrong order.
“Our competitor got there first.”
They arrived fifteen years ago and built structured relationships with regulators and policy-makers. From outside, the market looks closed.
“We’ve never been invited in.”
The meetings happen. You are not in them. Nobody will tell you why, because nobody involved experiences it as exclusion.
All three are one problem, and it sits upstream of sales. Your picture of how the market works is inaccurate, so your approaches land a few degrees off target.
What Komno does about it
01
Maps it.
Who owns what, who came from where, who defers to whom. Built from open sources, verified by hand, analysed in the standard tools of social network analysis.
02
Watches it.
Ecosystems move. Appointments, acquisitions, policy shifts and competitor activity, tracked and reported on a fixed cadence.
03
Enters it.
Short, dense, pre-arranged trips, with meetings confirmed before departure because the analysis has already established who matters and why.
The direct route to the policy makers was held by a competitor who had worked it for years.
Two individuals the mapping identified reached a set of specialist bodies that belonged to no single jurisdiction. Their expertise drew the interest of a local body that already had the policy access, and the client operated through it rather than against the competitor.
Illustrative; names and data removed.
Collection is handled by a research team working to specification and scaled to the engagement, which is how Komno maps eleven markets concurrently rather than one. Verification, analysis and every client-facing conversation stay with the principal.
Eleven years. Financial services, industrial manufacturing and certification, mining and energy, IT asset disposal, critical infrastructure, cyber security. Australia, Asia Pacific, the Middle East, Europe, North Africa.
The sectors differ; the analysis does not. The method transfers to any sector where authority is concentrated and partly informal: regulated industries, infrastructure, capital-intensive work, anything adjacent to government procurement.
From 2022 to 2025 Komno led business development for Spearpoint as Asia Pacific partner to a UK retail fraud analytics provider. Anne-Sophie brought the lateral thinking the role needed, mapping the retail sector in Australia, New Zealand and the Philippines to establish who actually made decisions, then securing meetings with them. She built a solid pipeline across several major retail groups, with advanced discussions in both Australia and New Zealand, and represented us at industry forums in both countries. Her presence on the ground gave our partners the local representation retailers expect.
Ted DevereuxExecutive Chairman, Spearpoint Security Group, Singapore
I was already working with business before Komno came on board, so I saw the shift first-hand. Before her involvement, client engagement was reactive and communication was inconsistent the kind of thing that quietly stalls momentum without anyone quite naming it. Once Anne-Sophie started mapping out who actually mattered and building the right relationships, conversations became sharper and more targeted, and it showed up directly in the contracts that followed. It's rare to see strategic groundwork translate that clearly into real, measurable change.
Elli BliasMarketing Director, Fusion Marketing Co, Australia
A clear and insightful mapping of decision-makers across critical infrastructure, many of which connected to national-level stakeholders. The presentation of this work left a strong impression, offering a structured and strategic view of a complex ecosystem.
Emma O’NeilFormer Director, CyberWest Hub, WA Cyber Security Innovation Hub, Australia
Anne-Sophie’s strategic approach, professionalism, and attention to detail enabled accurate mapping of the retail landscape across the APAC region, to identify key decision-makers and establish direct engagement. This helped to generate a strong sales pipeline across multiple prospective retail clients, which all progressed to advanced discussions. She also represented the business in-person at client meetings, retail forums and key industry events and forums across APAC. Her local presence and market knowledge provided the on-the-ground representation that retailers value from an international vendor; helping to rapidly build brand awareness, credibility and establish meaningful commercial relationships.
Gareth DaviesBusiness Development Director, IntelliQ Ltd (An Agilence Company), United Kingdom
After scouting several suppliers, including major players, Komno was clearly the best fit to initiate our international diversification, particularly across the Middle East, India, Asia, and within emerging sectors like ESCOs, as well as supporting our presence in emerging Asia markets through international expos. Their network analysis was instrumental in identifying both strategic direction and tactical approach. The visual mapping of key decision-makers helped us take targeted action, including first local contacts and lobbying efforts, some in very challenging markets. Even years later, we continued to refer back to the insights they delivered. What Komno delivered transformed raw information into actionable insight.
Eric FoucherotFormer Head of International Affairs & Partnerships, Eurovent Certita Certification SAS, France
A unique and intuitive approach that delivered us results in markets I considered difficult, even impenetrable. Her work in the Philippines, Brunei, Morocco and Malaysia opened doors that we had not been able to reach before. She navigated not only the business environment, but also the human and linguistic layers, supporting conversations, translating context, and building trust.
Serge MoulinFounder & CEO, ALM-VISION SAS, France