Client
- Company: mid-market US SaaS vendor (DevTools)
- Stage: Series B · 180 FTE
- Scope: EU market validation & entry · channel partnerships · first revenue
Case study · Market expansion
EU SaaS — market entry
in 90 days.
How we validated demand, localized go-to-market and launched with the first partners and revenue in the EU — in just 90 days.
- B2B SaaS
- Market Expansion
- Partnerships
- GTM
+22%CAC efficiency vs. baseline
€1.2MPipeline in Q1
6Partners onboarded in Q1
The brief
Client, objectives
& constraints.
A mid-market US DevTools vendor with no in-region headcount and a three-month window to prove EU traction.
Objectives
- Validate demand across 5 priority EU markets
- Localize messaging, pricing & packaging
- Stand up partner motion (resellers & co-sell)
- Generate first deals & build a repeatable playbook
Constraints
- Zero in-region sales headcount
- Strict security & procurement requirements
- 3-month window to show traction
Plan & milestones
90 days,
four phases.
From discovery to handover — with the first partner signatures inside week 8.
- 01
Discovery & Baseline
ICP refinement, competitor scan, win/loss interviews, data audit, success metrics.
Weeks 1–2 - 02
Strategy & Plan
Geo prioritization (DE, NL, Nordics), pricing & packaging A/B, messaging & assets.
Weeks 3–4 - 03
Execution Sprints
Partner sourcing (shortlist 30 → 12 calls → 6 signed), co-sell plays, localized funnels.
Weeks 5–10 - 04
Scale & Handover
Enablement kits, playbooks, KPI dashboards, hiring profile & interview loop.
Weeks 11–13
What we did
Three workstreams,
one team.
Geo & ICP prioritization
Top-down TAM + bottom-up lookalikes; buying committee; compliance blockers mapped per country.
- Scorecard: demand × ACV × cycle risk
- Shortlist markets & verticals
Partner motion
Sourced, negotiated and onboarded reseller & services partners; co-marketing & co-sell.
- Contracts & MDF framework
- Deal reg, enablement, QBRs
Localized GTM
EU-ready security pack, pricing experiments, localized funnels & sequences, event play.
- EN/DE assets & SDR scripts
- Compliance checklist (GDPR, DPA)
Outcomes
Measurable.
Repeatable.
We hit revenue in quarter one. Clear plan, fast partner motion, and the team executed — not just advised.”
Commercial
- +22% CAC efficiency vs. baseline
- €1.2M qualified pipeline in Q1
- 2 deals to signature stage
Partners
- 6 partners signed in the first quarter
- NPS 64 among partners
- Active co-sell pipeline 3×
Enablement
- EU pricing & packaging v1 shipped
- Security pack & DPA templates
- Playbooks & dashboards for handover
Want similar results?
Want a similar EU entry plan?
Bring one growth goal. We'll map 2–3 clear next steps in a lightweight call.