Stefan Repin
I help identify a reliable route to market with b2b clients | Account-Based Marketing expert | B2B Demand Generation for Regulated Markets
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May 25, 2023
Recently, I had a discussion with sales representatives from a SaaS company who needed help to break into the Chinese market.
🎯 Their strategy was simple - have 3 SDRs connect with potential clients to gauge the need for their solution. However, three months down the line, with the same approach, they found themselves with a sales pipeline that had no clients and no market penetration.
🧩 The missing piece of the puzzle? No marketing involvement in their go-to-market strategy = No brand awareness of his product regardless of his effort.
🏋🏽♂️ The marketing team is crucial in developing and shaping a go-to-market strategy, from researching potential partners to building a strong brand presence.
🇨🇳 Markets, especially sensitive ones like China, require more than just direct sales efforts. Trust is vital, and this is where marketing comes in to showcase social proof through brand awareness campaigns, nurture leads, and develop trust through media leadership.
👆🏼 One lesson is clear: In the quest to conquer new markets, do not overlook the importance of marketing in your go-to-market strategy and sales tactics.
#SaaS #GoToMarketStrategy #MarketingInvolvement #BrandAwareness #SalesPipeline #MarketPenetration
May 25, 2023
