GTM Strategy for Cross-Border EdTech Expansion
Problem
How do you make a product from a mature and developed market successful in a developing country where buying processes, stakeholder structures, and product expectations differ fundamentally from the home market?
Approach
Developed market entry strategy for the target geography and conducted Voice of Customer (stakeholder) study, based on which product adaptations were made. Identified anchor customers and channel partners across multiple segments and established a sales enablement framework for swift scale-up.
Impact
Market entry strategy validated through acquisition of 3 pilot customers within 2 months of engagement. GTM framework and sales enablement materials deployed for rapid expansion and scale-up.