Who is it for?
B2B companies deciding between countries, segments or routes to market.
VolzMarketing
International B2B Market Strategy
We help B2B companies determine which markets, segments and companies are genuinely relevant, which roles influence supplier decisions and what information potential customers need before they seriously evaluate or contact a supplier.
The service at a glance
Scope and work packages are agreed before work starts.
What we work on
Target markets, demand, competitors, target companies, decision-making roles and required evidence.
What you receive
A reasoned market and segment prioritization, target companies and decision-making roles, plus an action plan for marketing and sales.
What we need to start
Your offer, potential markets, current sales activities and the decision you want to prepare.
How the engagement works
- Define the business question
- Research markets and buyers
- Agree priorities and next steps
Related reading
A good market strategy shows which markets to tackle first, which companies matter, who decides on new suppliers and what you need to demonstrate to be taken seriously.
Outputs in detail
A clear basis for sales and marketing
- Priority markets, industries and segments
- Overview of relevant competitors
- List of relevant target companies
- Decision roles and other stakeholders involved in the purchase
- Questions and proof buyers need before making contact
- Relevant information and contact channels
- 90-day plan for sales and marketing
Which questions do we answer?
Which markets and segments are worth pursuing?
We look beyond market size. We assess where relevant customers can actually be reached, how strong the competition is and whether there is a realistic route to sales. The result is a clear order of priority.
Who decides on new suppliers?
We look at the roles of procurement, technical teams, users, management and other stakeholders. This shows who sets requirements, evaluates suppliers and approves a decision.
When do companies start looking for new solutions?
Triggers may include capacity problems, new regulation, supplier replacement, expansion, tenders or technical modernization. We identify the situations that actually create new supplier research.
What information does a potential customer need?
Before a conversation, buyers often want to know whether the solution fits technically, which references exist, how delivery and support work and what risks are involved. We identify the proof that is still missing.
Where do you need to be visible?
We examine where potential customers look for information and which competitors are already present there – for example Google, trade media, associations, LinkedIn, industry portals and AI systems.
South America and Mercosur as target markets
For South America, the analysis is adapted country by country. Argentina, Brazil, Paraguay, Uruguay and Bolivia differ in procurement structures, language, competition and the ways suppliers are found and evaluated.
Market strategy in detail
Depending on the project, we go deeper into individual questions. The following pages show how we analyse buyers, decision processes, markets and concrete target companies.
Understand buyers and decision-makers
We examine the tasks and risks of different stakeholders, the questions they ask and the information they need to make a decision.
Understand the B2B decision group
Complex purchases are rarely decided by one person. We clarify the roles of users, technical teams, procurement, management and other stakeholders.
Prioritize international markets
We compare markets not only by size, but by whether relevant companies can be reached, demand exists and there is a realistic sales route.
Prepare market entry
We clarify which segments and companies should be addressed first, what proof is still missing and how a supplier can enter the market credibly.
Understand B2B purchase decisions
We examine what triggers the search for new suppliers, who is involved, which information is checked and when direct contact starts.
Analyse information and contact channels
We examine where potential customers look for information: company websites, Google, trade media, associations, LinkedIn, events, partners and AI systems.
Prioritize target companies and buying roles
We prioritize relevant companies and clarify which functions influence selection, evaluation or procurement. Researching concrete people is a separate work package and can lead into B2B Connections.
When an international B2B market strategy is useful
A market strategy is useful when several countries, industries or customer groups look attractive but it is not yet clear where sales and marketing should invest first. We identify where real commercial opportunities exist and what is still missing for successful market access.
A concrete B2B example
A German industrial company wants to enter Brazil. Before planning website content or outreach, we identify which industries are actually investing, which companies matter, who evaluates technical suppliers, how procurement is organized and what proof buyers expect before contact.
Result: the sales team knows which segments, companies and decision roles to prioritize first and which information is still missing.
How we work
1. Clarify the starting pointWe review the offer, target market, current sales activity, demand and relevant competitors.
2. Identify target companies and decision rolesWe identify relevant companies and clarify which functions influence, evaluate or approve supplier selection.
3. Check information needs and visibilityWe clarify which questions potential customers need answered and where they look for that information.
4. Set prioritiesWe translate the findings into concrete next steps for sales and marketing.
What should be clear after the strategy
At the end, it should be clear which two or three segments come first, which companies matter, who decides on new suppliers, what information is still missing and where the company needs to be visible.
Sales and marketing then have a shared basis for action. The analysis may also show that a market should not be prioritized yet – before budget is spent on campaigns, translations or new pages.
What we deliberately avoid
No generic country lists and no market study that stops at headline numbers. We focus on which segments are reachable, which companies can genuinely become relevant and what must be clarified before outreach starts.
Project scope and collaboration
A project can start with one target market and one clear sales question. If several countries or product lines are involved, we build the analysis step by step and prioritize the markets and companies with the strongest relevance first.
Frequently asked questions
When is VolzMarketing a good fit?
When you want to develop an international market but it is not yet clear which segments, companies and decision-makers should come first.
Does VolzMarketing only work in South America?
No. The consulting work is international. South America is our strongest regional specialization and can be supported by deeper Econosur research where relevant.
How do the services fit together?
Market strategy defines where the opportunity is and which customers should be reached. International SEO, content and AI visibility build on those priorities.
How does a project start?
With a concrete business question: which market should be assessed, what offer should be sold and which customers should be reached? We then define the analysis that makes sense first.
How are results measured?
That depends on the project. Metrics may include prioritized target companies, clarified decision roles, relevant visibility, qualified enquiries and progress against agreed sales and marketing priorities.
Do you also identify concrete business contacts?
Market strategy first clarifies relevant decision roles and prioritizes target companies. When concrete professional contacts need to be researched or outreach should be initiated, this becomes a separate target-account/contact-research or B2B Connections project.
Sources & current references
Updated: September 2026.
McKinsey — 2026 Global B2B Pulse
2026 Global B2B Pulse: buyers use an average of ten channels across the purchase journey.
European Commission — EU–Mercosur trade relations
Official trade relationship and 2026 provisional application information.
World Bank — Latin America & Caribbean Economic Update
2026 regional economic outlook and investment context.
Assess your target market and buyers?
Tell us about your offer, target market and specific task. We will agree the appropriate service and deliverables with you.