First five clients
in three months.

The situation

An entrepreneur had decided to start his own venture focused on cloud solutions and product development. He had the technical depth. What he did not have was a clear answer to three questions every new services firm faces: which services to lead with, which markets to go after, and why a buyer should pick a new company over an established one.

Without those answers, every conversation started from scratch, and it was hard to know where to spend limited time and money.

What we did

Market research. We studied the demand for different cloud and product development services to find the offerings with the best chance of winning early work.

Target territories. We identified the regions where those services had buyers and where a new firm could compete.

A value proposition. We wrote a clear statement of what the company does, who it is for, and why it is different, so every pitch said the same thing.

Targeted campaigns. With the offer and the market settled, we launched campaigns aimed at the buyers we had identified.

The result

Within three months of launch, the company secured its first five clients. That gave it revenue, references, and a base to grow from.

Why it worked

The campaigns worked because the decisions came first. A new firm cannot afford to market everything to everyone. Choosing the offer and the territory before spending on campaigns meant each conversation was with a likely buyer, about a service they already needed.