Digital Agency

Situation

A full-service digital agency specializing in data, AI, and e-commerce wanted to expand into the Nordics after strong growth in BENELUX and the UK. With limited brand awareness and cultural understanding, they struggled to activate existing tech partnerships or reach enterprise buyers in the region. A recent acquisition in Sweden gave them a starting point, but they lacked a structured go-to-market plan. They turned to us to localize their strategy and accelerate commercial traction.

Approach

We started with a joint workshop involving the agency's HQ and local specialists from the acquired Swedish team. This was followed by a comprehensive market and competitor analysis to identify high-potential sectors and define clear strategic positioning.
We worked across several key GTM pillars:

ICP Definition:

We analyzed customer data, ran interviews, and segmented the Nordic market to identify the most relevant target groups based on buyer behavior and business potential.

Positioning & Messaging:

Using tools like the Value Proposition Canvas, we tailored messaging per country and industry, tested pricing models, and developed differentiators to stand out in a competitive space.

Sales Infrastructure:

Together with the sales team, we built localized sales playbooks, onboarding processes, and battlecards.

Marketing & CRM:

In close collaboration with the marketing team, we structured MQL→SQL workflows in HubSpot and initiated lead gen campaigns tailored to the Nordics.

Partnership Activation:

We developed new local agreements and processes with existing technology partners’ sales offices in Sweden, Denmark, and Norway.
We also took on operational ownership in the early phase — recruiting a Nordic Sales Executive and a dedicated Marketer to lead the GTM efforts.

Results

In just a few months, the agency secured a stronger foothold in the region, established new partner relationships, and significantly increased pipeline value. Two key roles were filled to build a long-term local team.
By aligning messaging, simplifying the offer for a “land-and-expand” approach, and creating clear material in native languages, friction in the sales cycle decreased. The company gained visibility through the right events and engagements, further boosting brand awareness.
They are now active in both Sweden and Denmark, with Norway underway — all built on the GTM framework we co-created, which is still in active use.