( Services )

Go-To-Market

Who to sell to first, what to tell them, where to find them, and market entry into Serbia and the Balkans.

What Is Go-To-Market?

Go-to-market is the plan for getting a product in front of the people who will buy it. It answers four questions: who you sell to first, what you tell them, where you find them, and what happens once they are interested.

Plenty of launches fail with a good product behind them. The company tried to sell to everyone at once, with a message that was clear only to the people who wrote it, in places its buyers rarely look.

Why It Matters

A good product does not sell itself. In the CB Insights study of failed startups, 14% named poor marketing as one of the reasons they closed, and another 14% said they did not listen to their customers enough. Both point to the same gap: the company never worked out who the product was for and how to reach those people.

Selling to everyone at once also burns money fast. An ad shown to the wrong person costs the same as an ad shown to the right one. A narrow first target lets you learn quickly on a small budget, and it gives you real customers whose words you can use later, when you expand.

When You Need It

Go-to-market work makes the most difference at these moments.

  • You are launching a new product or service.
  • You are entering a new country, or selling to a new type of customer.
  • You launched, people liked it, but sales are slow.
  • Your team is busy with marketing, but nobody can say which part brings in customers.

How We Work

First customers. We pick the group most likely to buy first. For a new accounting app, that might be agencies with two to ten people, instead of small businesses in general.

The message. We write down what you say to that group, in their own words: the problem they have, what changes when they use you, and why they should believe it.

Channels. We decide where you reach them: ads, partnerships, direct sales, events or marketplaces. A few channels done properly usually bring more than many done halfway.

Price and sales process. We set the launch price and the steps from first contact to a signed deal or a finished order.

Launch plan. A week-by-week plan with what happens, who does it, and the numbers you watch to know if it is working.

Entering Serbia and the Balkans

Most of our clients are based in Western Europe and the United States. When they want to sell or operate in Serbia or the wider region, they start from the outside. They don't know what things cost here, which partners are reliable, how people here buy, or how business is done in practice. We work here every day, so we do.

  • Market Check - whether there is demand for your product here, who already sells something similar, and at what price.
  • Local Adjustments - pricing, language, payment methods and delivery that fit how people here buy.
  • Partners and Suppliers - introductions to distributors, agencies, accountants, lawyers and suppliers we have worked with.
  • Company Setup - we work alongside a local accountant and lawyer on registration and paperwork.
  • Hiring - finding people for your local team, with an honest view of where local talent is strong and where it isn't.

From Our Work

When Fitizen came to us, two of their goals were entering the US market and launching their first range for women. Next to the rebrand, we worked on their ads and email. During our partnership, Fitizen reached its first million in revenue and set a new monthly sales record on Black Friday. The full story is in the > Fitizen case study <.

Partnerships and Introductions

If we know someone who can be useful to you, we introduce you. That includes potential clients, partners and suppliers from people we have worked with over the years.

What You Get

You get a launch plan your team can follow week by week, made of these parts.

  • A profile of your first target customers
  • Positioning and key messages
  • A channel plan with the budget split between channels
  • Launch pricing and a sales process
  • A week-by-week launch plan with target numbers

What Comes Before and After

Go-to-market sits between two other services. > Business Strategy < decides what you sell and at what margin, and > Marketing < runs the campaigns once the plan is set. For online stores, > E-Commerce < makes sure the traffic you pay for actually buys. If the launch needs a new look first, start with > Branding <.

Questions

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Answers

We believe clear communication is the most important part of any collaboration.

This section answers common questions. If you need more info, feel free to email us or schedule a meeting.

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