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Executive Intelligence

Strategic Partnerships & Pipeline

Live systems·Updated 12m ago

Cost / Pursuit (avg)

RM 96k−14%

Below target

Win Rate (Gov/GLC)

38%+7 pts

Pulling pipeline

Active Pursuits

34+8

Capacity-bound

Partner NPS

+62+5

HAVELSAN strongest

MoU → Contract Conv.

47%+9 pts

Sovereign AI leads

Intelligence Node · AI-09
Weekly AI Briefing

Sovereign-AI and defence-digital pipeline is the strongest in five years — HAVELSAN, MARA, POWERCHINA and Gamuda DNeX Cloud are converting from MoU into bookable revenue.

Active partnership pipeline stands at RM 1.6B of qualified opportunities across Sovereign AI (Gamuda DNeX Cloud + MARA), Defence Digital (HAVELSAN Malaysia JV), Hybrid Power EPCC (POWERCHINA via OGPC) and Trade Facilitation 2.0 (Dagang Net e-commerce + customs).

Reallocating BD capacity from legacy IT resale into Sovereign AI and Defence Digital should lift expected booked revenue by ~RM 320M over the next two quarters while protecting share against new GLC entrants in the cloud and trade-facilitation space.

Sources · Internal ERP + Bloomberg + AI scrape

Anomaly feed

Competitor undercutting on sovereign cloud

AI bid analytics: 2 GLC rivals 9–12% below our floor on MARA stack

Warning

AI signal

BD team capacity at cap

Only 4 senior sovereign-cloud solution leads for 11 live pursuits

Critical

Internal

Defence-digital pipeline gap (East MY)

Underweight relative to MINDEF roadmap awards

Warning

Internal

Qualified pursuits: actual vs forecast (count/mo)

ActualForecastAI augmented

Recommended actions

  • 01

    Add 2 senior solution leads on contract

    Removes pursuit throughput bottleneck on HAVELSAN + MARA

    +5 pursuits next quarter

  • 02

    Shift BD focus to Sovereign AI + Defence Digital

    Booked value RM 320M vs RM 90M in legacy IT resale

    +RM 320M expected booked value

  • 03

    Open Sabah / Sarawak rep desk

    East MY defence + trade pipeline materially under-served

    +18% pursuit access

External signals

MyDIGITAL phase 2 budget

RM 9.4B

+18% YoY

MINDEF CAPEX

RM 18B

to 2030

PETRONAS activity outlook

Up

Q2 PAO

Share of voice (sector)

13%

+1.8 pts

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