Katarina J.

Most B2B companies build their sales strategy around incomplete lead lists. They use LinkedIn, Apollo, industry directories, event lists, and referrals, but still do not have a clear answer to some basic questions: How many target companies actually exist? Which companies really match their Ideal Customer Profile? Which segments should they prioritize? Who are the relevant decision-makers? What is the value of their target market? Which GTM channels should they use to reach it? I help B2B companies map their complete target market and turn that data into a practical GTM strategy. I do not simply deliver another list of leads. I help clients understand the size and structure of their market, identify the companies worth targeting, find the right stakeholders, and define how sales, marketing, founders, and events should work together to reach them. Market Mapping I build a complete database of companies that could realistically buy from you. I combine data from industry databases. I then validate each company against your ICP and categorize it based on fit, relevance, and priority. Depending on the project, I can provide: • A complete list of target companies • ICP validation for every company • Fit, Watch List, and Not Fit categorization • Account prioritization and tiering • TAM, SAM, and SOM calculation • Estimated market value • Segmentation by industry, geography, company size, or use case • Relevant decision-makers and stakeholders • LinkedIn URLs and available contact data • A clean, CRM-ready database • Recommendations on which market segments to approach first The goal is to give you a realistic view of your market and a clear, finite account universe your team can work with. GTM Strategy and Process Once I map the market, I help define how each segment should be approached. I connect outbound and inbound (pre-sales, marketing, founder-led, and event activities) into one GTM system. This includes defining target segments, channels, messaging, ownership, workflows, reporting, and the activities needed to move target accounts from initial awareness to a sales conversation. Instead of having sales, marketing, founders, and event teams working from separate lists, I make sure they are all focused on the same companies and the same commercial priorities. Event Activities I treat conferences as a measurable sales channel, not simply as a branding or networking expense. I help companies decide which events are worth attending, sponsoring, speaking at, or using for post-event outreach based on ICP relevance, target-account presence, meeting potential, and expected commercial value. I can support the complete event process, including: • Conference research and prioritization • Attendance, sponsorship, and speaker-slot recommendations • Mapping attendees, exhibitors, sponsors, and speakers • Identifying relevant target companies and stakeholders • Pre-conference outreach • Meeting booking • Post-conference lead mapping • Outreach to relevant companies that were not met during the event • Follow-up systems • Reporting and cost-per-meeting analysis My goal is to make sure you know who you should meet before the event, how to use your time while you are there, and how to continue working the market after the conference ends. I can support you with a standalone market-mapping project or help you turn the completed market map into an ongoing GTM system across outbound, marketing, founder-led, and event channels. Send me a short description of your product, target customer, and target geography, and I will help you understand what your real market looks like and how to approach it.