The Challenge
The company had tried to reach the Norwegian market with English-language communication and standardized campaigns from Germany — with minimal results. They lacked understanding of Norwegian business culture, buying processes and the specific needs of Norwegian decision-makers. Without local validation, it was impossible to know whether the product had market fit in Norway.
The Approach
We designed a market validation campaign that tested ICP, positioning and messaging through real sales conversations with Norwegian decision-makers. Everything was run by Norwegian-speaking experts who understood the local market, so the company could validate before investing in full-scale expansion.
- 1Audit and Norwegian adaptation
- 2STP workshop for Norway
- 3Native-speaking outbound campaigns
- 4Segment testing through real sales conversations
- 5GTM report with recommendations
Results
- GTM report with strategic recommendations
- ~40
Sales Qualified Leads over 6 months
- 2
signed pilot customers in Norway
- Validated ICP and positioning
“We'd tried to enter Norway from Germany, but the messaging didn't land. We needed someone who understood the Norwegian market and could give us honest feedback on whether we had something to offer.”
The Outcome
The company now has a validated Go-To-Market strategy for Norway with concrete data on which segments respond, which messages convert, and what the expected cost-per-SQL is. With two pilot customers signed and a clear GTM report, they have the decision basis they need to evaluate full-scale expansion.