We embed inside tech ISVs as senior commercial operators — building real pipeline in Spain, Southern Europe, the GCC and Latin America. Strategy and execution, not just advice.
We don't write strategy documents and disappear. We operate inside your company as senior commercial muscle — building pipeline, closing deals, and leaving a repeatable revenue machine behind.
Our full approach →AI and data platform vendors face a specific challenge in Spain and the GCC: buyers are sophisticated but risk-averse, and the market demands local proof before committing budget. We've closed AI and data deals with national regulators, government ministries, and major financial institutions — and we know how to position your platform against the compliance and data sovereignty concerns that dominate procurement conversations in these markets.
In LatAm, the dynamics differ: enterprise AI adoption is accelerating rapidly across Mexico, Colombia, and Brazil, but buyers prioritise vendor stability, local references, and Spanish-language executive engagement. Our network covers the key decision-making centres across all three markets.
Talk to a specialist →Cybersecurity sales in Spain and the GCC are driven by regulation: NIS2, ENS (Esquema Nacional de Seguridad), PDPL, and the NCA Cybersecurity Framework create genuine buying urgency at CISO and board level. We translate your security capability into board-level business risk language that cuts through procurement committees.
In the GCC, cybersecurity spend is growing at double-digit rates as Vision 2030 and UAE NESA mandates require critical infrastructure operators to demonstrate compliance. We know which government entities have active budgets, and how to position your product as the compliance-aligned choice.
Talk to a specialist →Telecoms is where KAP88's track record runs deepest. We've sold BSS transformation programmes to major European national operators, revenue intelligence platforms across EMEA telco groups, and network analytics solutions from the UK to Southeast Asia. We understand the procurement cycles, the internal politics between commercial and technology owners, and the budget processes that determine whether a telco deal moves or stalls for two years.
Our telco network spans Tier-1 operators across Spain, France, Italy, the GCC, and Southeast Asia — built over multiple programmes at each account, not a single deal.
Talk to a specialist →Saudi and UAE government procurement is not closeable from a LinkedIn message. It requires Etimad platform compliance, NDMO and PDPL alignment, Vision 2030 narrative integration, and relationships built over months — not weeks. We've sold into government ministries and semi-government entities, and we know what the procurement path from first conversation to signed contract actually looks like from the inside.
In LatAm, government procurement operates through national portals (Mexico's CompraNet, Colombia's SECOP, Brazil's COMPRASNET). We navigate these structures with in-market contacts across the public sector tech procurement chain.
Talk to a specialist →Computer vision, industrial AI, IoT, and predictive maintenance vendors face a long trust-building cycle before enterprise procurement committees commit. Proof-of-concept projects frequently stall at expansion phase — not because the technology fails, but because no one has built the commercial bridge from technical validation to enterprise rollout.
We structure the sales motion to demonstrate value early — through POCs with defined commercial success criteria, reference customer strategy, and C-level business case construction — shortening expansion cycles and improving POC-to-production conversion rates.
Talk to a specialist →Spanish banks and GCC financial institutions are among the most demanding enterprise buyers — long procurement cycles, rigorous security and data residency requirements, and highly political internal stakeholder maps that can stall a deal for a year if navigated incorrectly. We've sold into Tier-1 banks across Southern Europe and the GCC, and we know which doors to open, and in which order.
In LatAm, financial services represent the highest-value enterprise tech opportunity: digital banking transformation, fraud and risk AI, and core banking modernisation programmes are actively budgeted across Mexico, Colombia, and Brazil's major institutions.
Talk to a specialist →KAP88 is led by commercial professionals who have personally closed the deals, built the teams, and opened the markets we now help our clients enter. We do not advise from a distance.
Meet the full team →We work with experienced commercial professionals — senior AEs, VP Sales, CCOs, and partnerships leads — who want to build something, not maintain something. If you close deals, open markets, and speak at least two of our languages, we want to hear from you.
Explore opportunities →If you're a tech ISV looking to enter Spain, Southern Europe, GCC, or Latin America — or struggling to generate consistent pipeline in a market you're already in — book a no-commitment 30-minute call. We'll tell you exactly what the problem is, and whether we can help solve it.
KAP88 SLU announces the strategic acquisition of Estratagy Consulting Ltd, a UK-registered commercial consulting firm, expanding its client portfolio, international reach, and embedded delivery capability across EMEA and the GCC.
KAP88 SLU, the Spain-based commercial growth consultancy specialising in helping technology ISVs open new markets across Southern Europe, the GCC, and Latin America, has completed the acquisition of Estratagy Consulting Ltd (Company No. 15592523), a UK-registered embedded sales and commercial consulting firm operating across EMEA and the Gulf Cooperation Council.
The acquisition brings together two complementary commercial operations under a single entity — combining KAP88's Spain-based market presence, LatAm growth strategy, and GCC government procurement expertise with Estratagy's established UK registration, EMEA client relationships, and enterprise sales delivery track record built across AI, data, and DeepTech vendor engagements.
"Estratagy was built on the same thesis as KAP88: that scaling ISVs need embedded commercial operators, not advisory firms. Bringing both organisations together creates a significantly more capable platform — one with broader geographic presence, a deeper client base, and the senior talent to take on more engagements simultaneously."
— José Díaz, CEO, KAP88
All existing Estratagy Consulting Ltd client engagements and contractual relationships will continue uninterrupted under the KAP88 brand. Clients who previously engaged Estratagy will now benefit from the full KAP88 service portfolio — including the expanded LatAm practice, the GCC government procurement capability, and the sales methodology and enablement services that KAP88 has developed as a standalone offering.
There is no change to existing commercial terms, points of contact, or delivery teams. Clients will receive direct communication from the KAP88 leadership team with details of any administrative updates required as part of the transition from Estratagy to KAP88 entity contracts.
Combined, the KAP88 and Estratagy client portfolio spans enterprise accounts across the telecoms, AI and data, cybersecurity, financial services, and government technology sectors. The portfolio includes:
The commercial consulting market for technology ISVs is at an inflection point. As global software vendors accelerate expansion into emerging markets — driven by AI adoption, digital transformation mandates, and favourable regulatory environments in GCC Vision 2030 programmes and LatAm digital economy strategies — the demand for specialist operators who can navigate these markets with genuine local expertise is growing faster than supply.
KAP88's acquisition of Estratagy is designed to build the scale required to meet this demand without compromising the embedded, senior-operator model that defines how both firms work. The combined entity will not become a large consulting firm with a benched workforce of junior analysts. It will remain a lean, expert-operator platform — larger, with a broader client base and geographic reach, but unchanged in its approach to commercial delivery.
Estratagy Consulting Ltd (Company No. 15592523) was established in the UK as an embedded commercial consulting firm, operating as a senior sales and partnerships operator for AI, data, and DeepTech vendors seeking to develop revenue in EMEA and the GCC. Estratagy's engagements focused on embedded execution — operating as part of the client's commercial team rather than as an external advisor — with accountability to pipeline and revenue outcomes rather than deliverables and reports.
Estratagy's track record includes engagements at enterprise software vendors, data and AI platform companies, and specialist technology consultancies operating across European and Gulf markets.
KAP88 SLU is a Spain-based commercial growth consultancy. We embed inside technology ISVs as senior commercial operators to build real pipeline and close deals in Spain, Southern Europe, the GCC, and Latin America. Our services span territory entry and market opening, GTM strategy and execution, sales methodology and enablement, GCC and government procurement, and fractional CCO/VP Sales engagements.
Founded by José Díaz, a senior enterprise sales and partnerships professional with 25+ years and $250M+ in closed business across EMEA, GCC, and Asia, KAP88 operates on a single thesis: the difference between a strategy and revenue is an operator.
For media enquiries, client questions, or commercial conversations arising from this announcement, please contact:
José Díaz, CEO — KAP88 SLU
hello@kap88.es | kap88.es
If you are an existing Estratagy client and have questions about the transition to KAP88, please reach out directly to José Díaz.
hello@kap88.es →KAP88 exists because most consulting firms advise, invoice, and leave. We embed, execute, and stay until revenue moves.
KAP88 was founded on a direct observation: the commercial problem most scaling ISVs face when entering Spain, the GCC, or Latin America is not a strategy problem. It is an operator problem. They need someone in-market, senior, and accountable to revenue outcomes — not a consulting firm that produces a GTM framework and bills for the deck.
After more than 25 years building and closing enterprise deals across EMEA, the Gulf, and Asia — opening territories for global vendors, closing multi-million pound BSS transformations, building EMEA practices from zero, and navigating Saudi government procurement through Etimad — KAP88's founder José Díaz established the firm to give scaling ISVs access to that level of commercial experience without requiring a full-time C-suite hire.
The model is simple: KAP88 embeds inside your commercial function as a senior operator. We work your pipeline, engage your prospects, build your channel, and close your deals. We leave behind a machine that runs without us. The client gets the revenue; we get the next engagement.
In 2025, KAP88 completed the acquisition of Estratagy Consulting Ltd, expanding its client portfolio across EMEA and deepening its UK and international delivery capability. The combined entity operates under the KAP88 brand across three primary regions: Southern Europe, GCC, and Latin America.
Book a no-commitment 30-minute call. We'll tell you what the problem is and whether we can help.
hello@kap88.es →KAP88 is led by senior commercial operators with verifiable track records. You meet the person who does the work on day one.
KAP88 works with experienced senior commercial professionals on a project and embedded basis. If you close deals, open markets, operate in multiple languages, and want to be accountable to revenue rather than billable hours — reach out.
hello@kap88.es →From first commercial contact to first referenceable customer. We run the full opening motion — not a playbook, an execution.
Most ISVs enter new markets the same way: they hire a local AE, give them a deck and a Salesforce login, and wait for revenue. Twelve months later, the AE has a warm pipeline, a handful of introductory meetings, and a director who is "interested in exploring". There is no signed contract. The AE leaves. The market entry restarts from zero.
KAP88's territory entry model is built around a different premise: the first deal in a new market is an operator's job, not a salesperson's job. It requires executive relationships, local credibility, procurement knowledge, and the authority to close at board level. That is what we bring.
We operate where we have genuine market presence — not where we can claim coverage. Our primary territories for market entry engagements are Spain and Iberia, France and Southern Europe, Italy, Morocco, Algeria, and Tunisia in the Mediterranean market, Saudi Arabia, UAE, Qatar, and Kuwait in the GCC, and Mexico, Colombia, and Brazil in Latin America.
A typical territory entry engagement runs for six to twelve months, with a clear 30-60-90 day structure: month one is foundation (ICP, message, account list, competitive mapping); month two is activation (outbound, first meetings, first qualified opportunities); month three onwards is pipeline development, executive escalation, and commercial closure. We report to your board or VP Sales with the same rigour as an internal hire.
Book a 30-minute call to discuss your territory entry challenge. No pitch — just an honest commercial assessment.
hello@kap88.es →An executable commercial plan — built, owned, and run by the same operator. Not a framework document. Not a deck.
Most GTM projects produce impressive outputs: a positioning matrix, an ICP template, a channel architecture diagram, a pricing model with four tiers. The document is thorough. The client nods. The consulting firm invoices. And then nothing moves — because there is no one to run it.
KAP88's GTM engagements are different because we are the operators who execute the strategy we design. We do not hand off to your team at slide 40. We own the motion end-to-end, and we are accountable to the pipeline number that results.
Once the strategy is validated, KAP88 runs the execution: outbound sequencing, executive engagement, partner activation, event and ecosystem presence, and pipeline development against the target account list. The strategy and the execution are owned by the same person. There is no translation loss between the two.
If your GTM is producing activity but not pipeline, we can usually identify the problem in one call.
hello@kap88.es →MEDDPICC, Challenger, deal reviews, forecast discipline. Turning a collection of salespeople into a revenue engine.
A sales team without a methodology is a collection of individuals doing their best. Some close. Most don't. The pipeline is a series of gut-feel guesses dressed up as a forecast. The manager spends every QBR explaining why the number was wrong.
KAP88 implements sales methodology as a commercial operating system — not a training programme that produces a handbook nobody reads. We embed the methodology into your deal reviews, your CRM, your forecast calls, and your manager coaching cadence. The methodology becomes how the team thinks, not what the training says.
MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition) is the qualification framework we use across all KAP88 engagements. We implement it as a living deal-management tool — not a checklist. Every deal in your pipeline should have documented, current answers to all eight components. If it doesn't, the deal isn't real.
Challenger Sale is the methodology that consistently outperforms relationship selling in complex B2B environments — precisely the environment your sales team faces in Spain and the GCC. We train your team to teach prospects something they didn't know about their own business, tailor the narrative to the specific decision-maker, and take control of the commercial conversation. In markets where the buyer is sophisticated and risk-averse, the Challenger approach is the difference between a demo and a deal.
The most leveraged investment in a sales organisation is the frontline manager. We coach your managers to run deal reviews that actually move deals — not status updates dressed up as coaching. We introduce a structured deal review cadence, a forecast hygiene protocol, and a pipeline management discipline that gives your leadership team real visibility into what is and is not closing.
If your forecast is consistently wrong and your pipeline looks healthy but doesn't convert, we know why.
hello@kap88.es →Saudi Arabia, UAE, Qatar, Kuwait. Etimad, NDMO, PDPL, Vision 2030. We've sold into government before. We know what the procurement path looks like from the inside.
The GCC is not a LinkedIn-closeable market. It doesn't respond to cold outreach, demand generation campaigns, or partner-led pipeline. It closes through relationships built over months, government procurement processes that require specific compliance credentials, and commercial narratives explicitly aligned to national strategic priorities.
Most ISVs discover this six months into a Saudi or UAE pursuit — after investing in relationship development, attending events, and producing a proposal — only to find the deal stalled at a procurement requirement they didn't know existed. KAP88 has navigated these requirements before. We know what is required before we start the process, not after.
Etimad (منصة اعتماد) is the Saudi government's mandatory e-procurement platform. Any vendor seeking to sell to Saudi public sector entities must be registered or operating through a registered in-Kingdom entity. All RFPs, bid submissions, and contract awards for government and semi-government accounts flow through Etimad. Without this, you cannot bid. KAP88 has successfully closed deals through Etimad procurement and understands the submission, pricing, and contract award process from direct experience.
The National Data Management Office (NDMO) and the Personal Data Protection Law (PDPL) define the data governance and privacy framework in Saudi Arabia. For AI and data platform vendors, PDPL compliance is not optional — personal data of Saudi residents must meet specific localisation requirements, and your cloud architecture must demonstrate compliance before serious procurement conversations can progress. We integrate NDMO and PDPL compliance positioning into the sales narrative from the first client meeting, not the last.
Every major government account in Saudi Arabia is operating against Vision 2030 KPIs. Your commercial narrative must connect explicitly to one or more Vision 2030 programmes — NEOM, Saudi Aramco digitalisation, the National AI Strategy, healthcare transformation, or smart mobility. We construct the business case for your product in the language of Vision 2030 and translate it into Arabic-language executive summaries for government decision-makers.
UAE enterprise and government procurement operates through different mechanisms (ADGM, DED, NESA frameworks) but shares the same relationship-first dynamic. Qatar, Kuwait, and Bahrain follow similar patterns. KAP88's GCC presence covers all five principal markets, with the deepest relationships in Saudi Arabia and the UAE.
Book a 30-minute call. We'll tell you in the first conversation what your compliance gaps are and what the procurement path actually looks like for your product.
hello@kap88.es →Senior commercial leadership without the full-time hire. Revenue ownership, board reporting, team building — for ISVs who need a CCO today and a plan to hire one in 12 months.
Series A and B companies entering new markets face a specific commercial resourcing problem: they need a VP Sales or CCO to lead the expansion, but they are not yet at a scale that justifies the cost of a full-time senior hire. The compromise is usually an experienced AE promoted too early, or a senior hire whose time is split across too many priorities to focus on the new market.
KAP88's fractional CCO and VP Sales engagement is designed for exactly this scenario. We provide board-level commercial leadership, revenue ownership, and strategic market execution for the duration of the engagement — giving the company the senior commercial presence it needs while preserving the capacity to make a permanent hire when the market has been validated and the pipeline is proven.
This engagement is most effective for Series A to Series C companies entering Southern Europe, the GCC, or Latin America for the first time, or scaling an existing presence that has stalled. It is also appropriate for companies that have recently lost a senior commercial leader and need continuity while a permanent replacement is recruited.
The engagement typically runs for six to eighteen months, with a clear objective of either generating sufficient pipeline and track record to justify a permanent hire, or demonstrating that the market requires a different approach.
If you need a CCO this quarter and a plan to hire one in 12 months, this is probably the right conversation.
hello@kap88.es →Direct enterprise prospecting, C-suite relationship development, partner co-sell activation. Real pipeline — not a spreadsheet of logos.
Pipeline generation for enterprise software in Spain, the GCC, and Latin America is a fundamentally different activity from inbound-led demand generation. These markets do not respond to content marketing, webinar registrations, or automated nurture sequences. They respond to personalised, senior outreach from someone who understands their business challenges and can demonstrate relevant proof from a peer organisation.
KAP88 runs enterprise pipeline generation the way it has always worked in these markets: targeted outbound at the right level, with the right message, from a credible commercial operator who can hold the conversation all the way to close.
KAP88 only counts pipeline that meets a defined standard: an identified champion with influence and access to the economic buyer, a documented business case with quantified pain, a known procurement path, and an agreed next step with a date. Activity without these four components is not pipeline — it is relationship development. We measure and report on both, but we are paid on the former.
If your pipeline looks full but conversion is low, or if you have no pipeline at all in a new market — we can help with both.
hello@kap88.es →