European Sales

Accelerating Account List Creation to Target Your ICP

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 …

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How to Accelerate European Market Entry with better B2B Data

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 …

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How to Define the Ideal Customer Profile for B2B Software

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 …

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What are the tools you need to start building a channel?

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 …

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Land & Expand: Maximising results from your year 1 go-to-market budget

By Matt Ball Software companies build their products using agile, innovative software development methodologies, but this is often not reflected in their approach to business development. Here’s how to get the best from your first year go to market budget… First and foremost, go to market is about focus. Many businesses make the mistake in …

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