European Sales

By Elias Moubayed Europe is a highly competitive market with strong local players. At ChannelCreator, with our 18 years of experience in market entry, we strongly advocate a “land and expand” strategy for success: Start Small: Instead of trying to enter all of Europe at once, choose a culturally aligned country or small group (e.g., UK/Ireland, […]

By John Stoddart In the world of B2B tech platform development, the journey from inception to market expansion is a thrilling rollercoaster ride. As a consultant at ChannelCreator, a consultancy providing go-to-market strategies and outsourced sales for young tech companies, I’ve had a front-row seat to this exhilarating process. Let’s dive into the differences between the

By Matt Ball When speaking with start-ups and scale-ups during our GTM (Go To Market) best practice programs and free GTM clinics, ChannelCreator often references the “Intel Inside” effect. If someone mentions “Intel Inside” to you and you own a computer of any description, here are a few things that might well happen: You see the

By Matt Ball Unit One specialises in staff augmentation, software development, business process outsourcing (BPO) and IT services, and has designated 2022 as the year for landing and expanding in Europe, with UK as its launchpad. Unit One works with high tech manufacturers and software companies such as Nvidia, HP, Monday.com and eBay in training AI

By Matt Ball HitHorizons spends much of its time working with fast-growing technology companies, looking for high quality B2B data to support their expansion in the European market. HitHorizons provides them with a powerful B2B lead generation tool that facilitates creation of lists of companies in Europe, empowering business development teams with the right sales and

By Matt Ball So you have a product, you have a market and you have a sense of where your revenue will come from… but you’re not 100% sure… or maybe you’re not even 50% sure! What should you do next? There are two schools of thought here: “Spray and pray” – fire large quantities

By Matt Ball ChannelCreator runs a lot of Go To Market clinics. In these clinics we speak with many start-up, growth and scale-up software companies that are engaged in outbound sales activities to their target market: We often ask the question ‘What is your ideal customer profile?’ (ICP for short), and more often than not we

By Matt Ball A channel is often seen as a ‘nice to have’ in the world of start-ups, and understandably so. There are numerous priorities, limited resources, not enough time, and an existential need to prove the concept and establish paying customers. However, many start-ups find themselves three or more years down the road with

By Matt Ball If you work in a start-up then there’s probably a good reason for you choosing to do so. It may be that you have spotted a massive inefficiency in a market, a global issue that needs fixing to save the planet, you love the excitement and the thrill of working in a

By John Stoddart The most avoidable negative business activity you can find yourself sorting out is sales channel conflict. This is the time when various salesmen (or channels) start engaging with and selling to the same clients. It causes problems – the clients don’t understand why different parts of your organisation don’t seem to coordinate with