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Region expansion

  • Go-to-market motion

    Sales-led
    Dark-funnel

  • Signal source

    News + eventsWebsiteSocial

  • Signal strength

    Low Intent

Why it matters

When a company expands its geographic footprint, it unlocks a slate of potential buying triggers: new headcount, new technology needs, you name it.

That goes double if it’s setting up shop in a new country where restrictions and requirements are different.

What to do

Dig into relevant news items and interviews to understand expansion plans and why the company is choosing a certain location. Then research the new market to look for potential conversation starters, like localized regulations or costs.

You want to reach out to economic buyers who are likely to be spearheading the expansion or can put you in touch with the people who are.

Questions to inform outreach
  • Is the organization a good fit for your product?
  • Who are the stakeholders at the organization?
  • How is the organization’s tech stack configured?
  • Has the organization shared any information about challenges or goals?
  • Has anyone from the organization engaged with your website or product?
  • What information can you share to show the value of your product?

How to do it

Here’s an outbound template to help you get the creative juices flowing:

Outbound template for region expansion

Hi [first name],

Saw the news about the expansion in [news outlet]. Congrats!

Looks like you’ve got [number] of open roles in [location]. I’m sure you’re aware that [location] requires [regional policy specifics].

We can help you with that. In fact, we helped [name of customer in the same industry] [ROI statistic] when they entered that market:

[drop in quote or customer story]

[Product name] is here to help if you want to go the easy route.

Worth exploring more?

[Your name]

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