TotalSoft strengthens its international expansion through a partner-led growth model in the DACH region

TotalSoft is repositioning the DACH region (Germany, Austria, Switzerland) as a strategic market for its international growth, accelerating the development of its partner ecosystem to scale in some of Europe’s most competitive markets, including industries with high security and compliance requirements.

The region is evolving from an initial entry point to Western markets into a strategic pillar for validation and scaling. Strengthening the commercial presence in the region involves transitioning to a scalable, partner-led model, in a context where demand for dual-use software solutions – applicable in both commercial environments and strategic sectors – is increasing.

Currently, TotalSoft solutions are used in 40 countries, with over 30% of the company’s revenue already generated from international markets. The medium-term objective is for 70% of revenues to be generated outside Romania.

DACH gains a strategic role in TotalSoft’s expansion

The DACH region is a benchmark for complex and highly regulated business operations — typical for industries such as financial services, pharma, defence, and manufacturing. In this context, the market provides the right environment to validate and scale TotalSoft’s solutions in some of the most demanding business settings.

TotalSoft’s development strategy in the region is based on a dual model: direct coverage for managing strategic accounts and partner-led expansion for scalable growth and broader market reach.

“DACH is a benchmark for complexity, compliance, and operational maturity. Strengthening our presence here is not just about growth — it is about validating our ability to scale in the most demanding markets and replicating this model globally,” said Gorkem Tursucu.

Operations in Germany support the development of the regional partner ecosystem, with a focus on attracting organizations capable of covering commercial activities, implementation and post-implementation services.

Starting in 2025, TotalSoft is an associate member of the Bundesverband Deutscher Leasing-Unternehmen (BDL), strengthening its positioning in the leasing industry and providing access to professional networks and industry best practices.

Expansion through partnerships

In the short and medium term, the company is focusing on three strategic regions: DACH, MENA (Middle East and North Africa), and the Republic of Moldova, where it operates through an exclusive local distribution partner.

This approach reflects the transition from a model based mainly on dedicated internal capabilities to a more flexible, partner-driven model.

The expansion is supported by a shift towards a business model built on industry-specific software platforms and partner ecosystems.

“We are focusing on platform development, while implementation and post-implementation services will be scaled through partners. We aim to build an ecosystem of commercial partners — distributors and resellers, service partners for implementation and support, as well as technology partners for integrating advanced capabilities, including AI. This is a model similar to global vendors that scale through strong partner ecosystems,” said Daniel Nedelcu, Head of Global Partnerships at TotalSoft.

Charisma – a platform for complex operations

At the core of this strategy is Charisma, a suite of solutions designed for mid-market and enterprise companies operating in complex, multi-country, and regulated environments.

Built on a modern, API-first, microservices-based architecture, the platform enables fast integration with existing systems and allows process adaptation without relying on long development cycles.

At the same time, Charisma’s capabilities align with the growing demand for dual-use digital solutions, applicable in both commercial environments and strategic sectors, including defence, where traceability, compliance, and operational resilience are critical.

Despre TotalSoft (www.charisma.ro)

TotalSoft, a Romanian company founded in 1994, is one of the leading providers of digital transformation solutions – Enterprise Resource Planning (ERP), Human Capital Management (HCM), Healthcare, and BI, in Central Europe. The company has a team of 600 specialists and projects in over 40 countries on four continents. 

TotalSoft is one of the top 10 global providers of software solutions for the leasing industry and one of the top 10 European providers of ERP and HCM solutions. TotalSoft’s flagship products, Charisma ERP, Charisma HCM and Charisma Medical Software are market leaders in Romania, with applications in eight business verticals: financial, retail & distribution, manufacturing, services, construction, agriculture, energy and medical. The company also offers a unique suite of outsourcing services that includes, in addition to HR and Financial-Accounting services, the digitization part in compliance with GDPR requirements.  In the fall of 2016, TotalSoft was acquired by Logo Yazilim A.S.