Cracking the code of market expansion

Imagine you're in the high-stakes world of B2B SaaS sales, armed with a fantastic product, a solid customer base, and what seems to be a repeatable sales pattern. The opportunity before you is monumental, but the competition is fierce. You may have secured some funding, whether it's a little or a lot, one thing's for sure: you can't afford any missteps in execution. The clock is ticking loudly. So, what's your next move?

Many tech executives and investors will advise you to hire experienced salespeople with a robust network. It's not necessarily a bad idea, but it's far from risk-free. Those seasoned sales professionals who've been around the block often come with their own baggage and a hefty price tag. Experience and networks are valuable, no doubt, but they rarely live up to the lofty promises made during the interview process, and they can dry up surprisingly quickly. So, where do you turn next?

The typical response is to seek marketing and lead generation support. While this can be beneficial, it often feels like you're throwing spaghetti at the wall, hoping something will stick. It's not the clean, well-planned execution you initially envisioned, is it?

So, what's the missing piece of the puzzle?

In my experience, most sales organizations lack critical market information necessary to steer their teams in the right direction and navigate the ever-changing market conditions successfully. To set the stage for success, you need the right data and insights:

1. Accurate TAM (Total Addressable Market) data and market segmentation. You must know precisely where your potential customers are and how to reach them effectively.
2. Identifying the key players. You need to know who the real movers and shakers are – the external partners, influencers, SIs and consultants who can make an impact on your business.
3. Access to industry experts. These individuals offer unique domain-specific insights that can guide your strategy and account-specific approaches.
4. Understanding your competition. You can't succeed without knowing who you're up against and how they operate in the market.
5. Access to top talent. You need people with the right experience and expertise , but most importantly the right attitude to make a difference.

Gathering this level of nuanced market information can be an arduous task and consume a significant amount of time, especially if you're starting from scratch. But here's the good news: Pangea has your back. Over the past few years, we've diligently mapped out the market, focusing on commercial strategy and tactical know-how with one goal in mind – helping vertical-specific SaaS companies gain fast-track access to the market and accelerate their journey to revenue.

Feel free to write to me if you need any help or advice on this topic.