Go-to-Market Strategy for entering new markets
Entering a new market means playing by a new set of rules. Success doesn't come to the companies that move first—it comes to those that understand the market, their customers, and how buying decisions are made.
We help you assess market potential, identify your target customers, refine your positioning, and build a Go-to-Market strategy tailored to your expansion
Assess the market opportunity
Define where to start
Adapt your value proposition, pricing, and sales channels
Identify your ideal customers and understand why they will choose your product
WoBorders is a private consulting company. We provide consulting on marketing, business growth, market expansion, and competitive positioning. We are not a government agency or an official institution
4
Global regions of practical experience: Ukraine, Europe, North America, and the Middle East
20+
Years of combined experience across our team in international marketing, reputation management, and digital business development
9+
Key industries across B2B and B2C – from technology, IT, SaaS, and EdTech to FMCG, retail, HoReCa, and international manufacturing
Допоможемо визначити
Assess the market opportunity
Define where to start
Adapt your value proposition, pricing, and sales channels
Identify your ideal customers and understand why they will choose your product
Why translating your website is not enough
Customers in every country have different expectations of products, pricing, service, and communication. They search for information, compare offers, and make purchasing decisions in different ways.
Before entering a market, you need a clear understanding of who your customers are, what problem your product solves for them, how your offer differs from competitors, and which sales channels are most likely to work.
That is why your value proposition, communication, and sales channels must be tailored to local customers' behavior.
Why companies fail to achieve results in a new market
Most often, the problem is not the product itself. Companies enter a new market based on assumptions and start spending their budget before validating demand, identifying their target customers, or testing their sales model.
The product is sold in the same way as in your local market
What works in your local market may be unclear or unconvincing to customers in another country.
The website, advertising, and sales process are launched without adapting the value proposition, resulting in failure to deliver the expected results.
Pricing is based on guesswork
Setting the price too high limits demand. Setting it too low reduces margins and may even raise concerns about quality.
Without a clear understanding of the local market, companies either lose potential customers or sell on unfavorable terms.
The wrong sales channels are prioritised
The team invests in advertising, even though customers may be acquired through partners, referrals, professional communities, search, or industry events.
As a result, the budget is spent without generating a consistent flow of qualified inquiries.
Cannot clearly explain why customers should choose them
Customers do not see a meaningful difference between your offer and those of local competitors.
As a result, they make their decision based on price, brand recognition, or trust in a familiar supplier.
Try to do everything at once
The company launches advertising, looks for partners, hires salespeople, rebuilds its website, and tests several customer segments simultaneously.
This spreads the team too thin and makes it harder to understand which actions are actually delivering results.
Realize too late that they chose the wrong market
Sometimes the problem is not execution but the choice of country or the customer segment itself.
By the time this becomes clear, months of work, budget, and sales efforts have already been invested.
Thorough market preparation helps you avoid costly decisions that consume time and budget without generating sales.
Who is a Go-to-Market strategy for?
A Go-to-Market strategy is designed for companies planning to enter a new country or expand into a new market segment.
We work with technology companies, manufacturers, consulting firms, FMCG, retail, HoReCa, and other B2B businesses.
If your industry is not listed above, it does not necessarily mean we cannot help. During the consultation, we assess your business, its objectives, and market specifics to determine whether we can provide real value in your particular case.
IT
SaaS
EdTech
Consulting
FMCG
Retail
Manufacturing
HoReCa
Construction
How we help you prepare for market entry
Every market is different, which means there is no one-size-fits-all approach. Our goal is to help you prepare for market entry so that every key decision is based on evidence rather than assumptions.
Assessing whether the market is worth entering
We analyze market demand, competitors, pricing, and market dynamics to determine whether your product has real growth potential.
In international practice, this stage is known as Market Research and Competitor Analysis.
You'll understand who you will be competing against, what risks to expect, and whether this market aligns with your business objectives.
Identifying your target customers
We identify the customer segments most likely to buy your product and help you prioritize where to focus your sales efforts first.
In international practice, this stage is known as the Ideal Customer Profile (ICP).
You'll know who to sell to first and how to build an effective sales process in your new market.
Developing a value proposition for the new market
Even a strong product will not sell if its value is unclear to local customers.
Together, we identify which benefits matter most to them, how to explain the product in clear language, and which sales messages are most likely to resonate.
You receive a clear value proposition that can be used across your website, presentations, commercial proposals, and sales conversations.
Defining pricing and sales channels
We analyze where customers look for similar solutions and how they make purchasing decisions.
We then identify which sales channels to test first and develop a pricing approach based on competitor positioning and market expectations.
You receive a well-founded pricing approach and a clear understanding of which sales channels to prioritize.
Preparing a practical market entry plan
We bring all recommendations together into a practical market entry plan.
The plan outlines what needs to be done before launch, which actions to prioritize first, and how to measure progress and results.
You receive a clear market entry plan with defined priorities and actionable next steps.
A Go-to-Market strategy you can put into action
A Go-to-Market strategy should help you make informed decisions, not become a presentation that sits on a shelf after the project ends. We treat it as a practical tool that helps set priorities, reduce risk, and give your team a clear path to market.
At the end of the project, you will receive market research, practical recommendations, and a step-by-step action plan that your team can immediately put into practice. If needed, the WoBorders team can also support specific implementation stages, such as refining your positioning and marketing materials, preparing sales channels, or running your first market tests.
How we develop your Go-to-Market strategy
We start by getting to know your business, product, and market entry plans. Together, we review what has already been done, which markets you are considering, which assumptions you want to validate, and the key challenges your team is currently facing.
Initial consultation
We begin by learning about your business, product, and expansion plans. Together, we discuss what has already been done, the markets you are evaluating, and the challenges that need to be addressed.
We also define the scope of work—whether you need validation of a specific market or segment, or a comprehensive Go-to-Market strategy.
After the consultation, you will have a clear understanding of the project scope, timeline, and expected outcomes.
Research and recommendations
We collect and structure the relevant data, validate key assumptions, and prepare practical recommendations for your market entry.
Where appropriate, we also conduct interviews with customers, partners, or local market experts. The findings are then presented as clear recommendations, along with a step-by-step market-entry plan.
Presentation and workshop
We present the findings to your team, explain the recommendations, and discuss key risks and priorities. We work together to decide which actions should be implemented immediately and which are better validated through initial market tests.
After the workshop, your team has a shared understanding of the next steps.
Launch support
If needed, we will continue to support your team after the project is completed. We help implement the recommendations, evaluate initial results, and adjust next steps based on market feedback.
This ensures your Go-to-Market strategy becomes a practical tool for execution, not just another document.
Go-to-Market strategy pricing
The cost depends on the project's objectives and scope. In some cases, it is enough to assess a specific market or validate a particular hypothesis. In others, the project may require research into several customer segments, the competitive landscape, and potential customers, followed by the development of a comprehensive market-entry plan. The final price also depends on the depth of research, data availability, the need for customer or local expert interviews, and the level of detail required in the recommendations.
After the initial consultation, індивідуальну пропозицію we agree on the project's format and prepare a tailored proposal outlining the stages, timeline, and cost. The project can also be delivered in phases: first, validating the market or a key hypothesis, and then developing a complete Go-to-Market strategy.
Market Check
Швидка оцінка потенціалу ринку.
Market Ready
Підготовка стратегії виходу.
Strong Entry
Повноцінний Go-to-Market із супроводом.
Planning to enter a new market?
Book an initial consultation. We'll discuss your goals, recommend the most suitable engagement format, and define the next steps.
Your consultant
Anastasiia Hnatyshyna
co-Founder, marketing and business growth consultant
Describe your request
Frequently asked questions about Go-to-Market strategy
What is a Go-to-Market strategy?
A Go-to-Market strategy is a structured plan for entering a specific market. It defines who your target customers are, what value your product offers, which sales channels to use, and how to launch with the highest chance of success.
Who needs a Go-to-Market strategy?
A Go-to-Market strategy is suitable for companies entering a new country, expanding into a new market segment, launching a new product, or validating growth opportunities before making significant investments.
What will I receive as the final deliverable?
You will receive market research, competitor analysis, customer segmentation, positioning recommendations, pricing and sales channel guidance, and a practical market entry plan with clear priorities and next steps.
How is a Go-to-Market strategy different from a marketing strategy?
A marketing strategy focuses on promotion and customer acquisition.
A Go-to-Market strategy starts much earlier by defining the target market, customer segments, positioning, pricing, sales channels, and launch priorities before marketing activities begin.
Simply put, marketing is only one component of a broader Go-to-Market strategy.
Can the outcome of the project be a recommendation not to enter the market?
Yes.
If our research shows that the selected market is unlikely to provide sustainable business opportunities, we will explain why and recommend alternative markets, segments, or approaches.
The goal is to help you avoid unnecessary costs and make informed decisions.
Can I order only a specific stage of the project?
Yes.
You can commission a separate stage, such as market validation, competitor analysis, customer research, pricing recommendations, or ICP development. If required, these stages can later be combined into a complete Go-to-Market strategy.
Do you provide support after the project is completed?
Yes.
Yes. If needed, we support implementation by helping refine positioning, adapt sales materials, prepare sales channels, evaluate initial results, and adjust the strategy based on market feedback.
How do I know if my company needs a Go-to-Market strategy?
If you are planning to enter a new country, launch a product in a new market, expand into a different customer segment, or are unsure where to focus your sales efforts.
A go-to-market strategy helps reduce uncertainty and minimize costly mistakes.
What is an Ideal Customer Profile (ICP)?
An Ideal Customer Profile (ICP) describes the type of customer most likely to benefit from your product and become a successful long-term client.
It helps prioritize sales efforts and improve marketing effectiveness.
What are Market Research and Competitor Analysis?
– Market Research helps you understand customer demand, pricing expectations, and market conditions.
– Competitor Analysis evaluates existing players, their positioning, strengths, weaknesses, and market opportunities.
Together, they provide the foundation for informed Go-to-Market decisions.
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