Case Study

Go-to-Market Strategy for a B2B SaaS Entering the US Market

Client Profile

A Singapore-based B2B SaaS company with $800K ARR looking to expand into the US mid-market segment.

The Challenge

The product had strong traction in Southeast Asia but the founders had no US network, limited understanding of US enterprise buying cycles, and a pricing model that didn't match US market expectations.

Our Approach

Nirji redesigned the GTM strategy: repositioned the value proposition for US buyers, restructured pricing from per-user to usage-based, built a partner channel strategy with 3 US-based system integrators, and recruited a fractional US sales lead.

Solution Delivered

Generated $1.2M in US pipeline within 6 months, closed 8 enterprise accounts, and established a repeatable sales motion with a 45-day average sales cycle.

Measurable Outcomes

$1.2M

US Pipeline Generated

Enterprise Accounts Won

45 days

Average Sales Cycle

4 months

Time to First US Revenue

"Nirji gave us the US playbook we couldn't have built on our own. The partner channel strategy alone was worth the engagement."

Services Used in This Engagement

This case study involved the following Nirji capabilities.

Go-to-Market Strategy Consulting

Many promising products fail to gain traction not due to lack of quality, but because of an ill-defined go-to-market strategy. Businesses often miside...

Learn more

Startup Consulting

Many ambitious founders launch with a brilliant idea, yet struggle to translate that vision into a sustainable, scalable business. They face a maze of...

Learn more

How This Connects to Our Broader Practice

This engagement exemplifies how Nirji Ventures integrates multiple capabilities to deliver end-to-end results. Companies facing similar challenges often benefit from our investment banking practice for capital transactions, business transformation consulting for operational improvements, and financial advisory for structuring and governance.

For companies expanding internationally, our global expansion advisory provides market entry support across 30+ countries. Early-stage ventures can explore our startup consulting practice for strategic guidance from pre-seed through Series B.

Browse our insights library for research and frameworks on growth strategies, funding stages, investor evaluation criteria, and exit planning. View all case studies to see more examples of our work.

Have a Similar Challenge?

Let's discuss how Nirji can help you achieve similar results.

Book a Call

Related Resources

Service