As we have seen in previous posts, launching a new product, expanding into new areas, or internationalizing is no easy task,especially in highly competitive and dynamic industries such as the tech sector. It is not just a matter of introducing ourselves to the world or to a new market, but of creating a strategic approach that allows us to detail the route we will take down to the smallest detail, in order to reach the right target audience at the right time with the right message. This is where the Go To Market B2B strategy comes into play.
What is the Go To Market B2B strategy?
Before diving into the keys that we at Naifman have identified for developing a B2B Go-To-Market strategy, it is necessary to understand what it entails.
A B2B Go To Market strategy is not the simple task of launching a product. It is a matter of creating an attractive value proposition and precisely studying your potential customers. , where knowing your brand well, the company’s values, and the type of product or service you sell is the first step in its development. In short, it is the differentiator between success and failure in launching a product or in the process of business expansion.
5 keys to a Go To Market B2B strategy
At naifman we work every day helping B2B technology companies to enter unknown international markets. This has allowed us to detect and implement some keys that facilitate the development of a well-executed Go To Market B2B strategy:
- Creating a compelling value proposition: Although every case is different, a strong value proposition in B2B technology should usually stand out for efficiency and innovation and should be focused on problem solving. Highlighting tangible benefits, such as cost savings, increased productivity, and improved results, is useful for this. Data and success stories can be key to supporting these claims and differentiating you from the competition.
- Identifying an Ideal Customer Profile (ICP): Although you may already have an ICP for your solution in the market in which you operate, a new market can bring very different parameters. This is something that naifman is well aware of. Therefore, it seeks to analyze demographic data, purchasing behavior, specific needs and challenges of the sector. Identify which companies benefit most from your solution, their size, the industry they belong to, their budget, etc.
- Developing effective messages: Know your audience, their challenges and how your solution can solve them. Also, remember to delve into the cultural aspects of the market in question. Investigate not only the content of your messages but also their form. This will allow for more efficient and persuasive communication.
- Choosing the right channels: At this point when you already know your potential customers, you will understand what their habits are and you will be able to select the most effective sales channels, thus maximizing your reach and results.
- Developing an effective sales strategy: Focus your efforts and accelerate time to market with an effective sales methodology. For this, naifman always recommends using a consultative approach, which also allows you to gather valuable information to iterate your commercial strategy. Implement a proactive follow-up process and, of course, provide excellent after-sales support: customer retention is the key to future success.
By investing in structured sales strategies, it is easier to optimize the product or service adaptation process, but we also focus directly on the company’s interests. This process is vital in the commercial expansion of products or services.
naifman, powering your go-to-market
At naifman we have been catalysts of success for companies seeking to expand their commercial horizons, providing comprehensive support, from the identification of the target market to the implementation of acquisition strategies, all through our service of B2B Business Consulting and External Sales Force.
Do you need a partner with the necessary contacts, know-how and experience to help you enter new markets? Contact us through our contact form, through support@naifman.com or by scheduling a meeting here!
