Giuseppe Giorlando’s Post

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I help B2B Tech vendors generate Revenue through Partnerships | Fractional Partnership Executive | Ex-Salesforce & Bigcommerce

"Giuseppe, we don't get in front of clients in Italy," a prospect recently told me. When you're a newcomer with no brand awareness, going direct is not easy. This is especially true for niche products with complex value propositions that non-technical decision-makers might struggle to grasp. Often, an indirect channel (Solution Partners) is the best go-to-market (GTM) route in a new market. They will understand and appreciate the value of your product and identify the problems your product solves for their existing clients, leveraging their long-standing relationships. Likely, your partner will bring you your first logos and accelerate your brand awareness in the market.

Yaro Zaremba

International Partnerships at Gemini Commerce

6mo

Agree 100%, so far this solution partner strategy has proven to be very functional for us at Gemini Commerce. Both in Italy and internationally. However, unfortunately, the issue you describe here Giuseppe Giorlando is also present when you talk to potential solution partners. Plus not everyone is an early-adopter.

Alessandro Originale

Driving Retail Success | Strategic Partership | Unified Commerce | Saas

6mo

Totally agree with you Giuseppe Giorlando 👍

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