EU SaaS — Market Entry (90 days)

How we validated demand, localized GTM, and launched with the first partners and revenue in the EU — in just 90 days.

  • B2B SaaS
  • Market Expansion
  • Partnerships
  • GTM

Client

Company: mid-market US SaaS vendor (DevTools)

Stage: Series B · 180 FTE

Scope: EU market validation & entry · channel partnerships · first revenue

Objectives

  • Validate demand across 5 priority EU markets
  • Localize messaging, pricing & packaging
  • Stand up partner motion (resellers & co-sell)
  • Generate first deals & build repeatable playbook

Constraints

  • Zero in-region sales headcount
  • Strict security & procurement requirements
  • 3-month window to show traction

90-day plan & milestones

  1. Weeks 1–2 — Discovery & Baseline

    ICP refinement, competitor scan, win/loss interviews, data audit, success metrics.

  2. Weeks 3–4 — Strategy & Plan

    Geo prioritization (DE, NL, Nordics), pricing & packaging A/B, messaging & assets.

  3. Weeks 5–10 — Execution Sprints

    Partner sourcing (shortlist 30 → 12 calls → 6 signed), co-sell plays, localized funnels.

  4. Weeks 11–13 — Scale & Handover

    Enablement kits, playbooks, KPI dashboards, hiring profile & interview loop.

What we did

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

Commercial

  • +22% CAC efficiency vs. baseline
  • €1.2M qualified pipeline in Q1
  • 2 deals to signature stage

Partners

  • 6 partners signed in 1st quarter
  • NPS 64 among partners
  • Active co-sell pipeline 3×

Enablement

  • EU pricing & packaging v1 shipped
  • Security pack & DPA templates
  • Playbooks & dashboards for handover
“We hit revenue in quarter one. Clear plan, fast partner motion, and the team executed — not just advised.”
— Maria T., COO, EU SaaS Vendor

Want a similar EU entry plan?

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