In this new episode of Alliances, I welcome Thomas Dussarat, founder of VivaGTM, a multilingual consulting firm specializing in international go-to-market strategies.
Thomas has over 20 years of experience supporting French and international companies in their European expansion.
He notably led the development of all Southern Europe at Dataiku, a leader in Data Science and Machine Learning. Speaking French, English, Spanish, and Italian fluently, Thomas masters the cultural and linguistic subtleties essential for success in EMEA.
Thanks to his unique expertise in international strategic partnerships and his deep understanding of European markets, I wanted to understand how to transform partnerships into a true growth lever to succeed in EMEA expansion.
In this episode focused on international strategy and partnerships, Thomas shares:
His method for defining the right ICP (Ideal Customer Profile) and analyzing European markets
The importance of the "Target Account" approach vs macro market analysis - How to identify and prioritize the right countries based on G2K account distribution
His strategy for moving from a direct sales model to a strategic partnerships-focused model
The 28 "moments of truth" in the B2B buying journey and why 24 of them involve partners
How to "influence the influencers": his technique for identifying and activating the right partners (GSI, hyperscalers, consultants)
The art of storytelling and transforming every team member into a "salesperson to the power of 10"
Cultural mistakes to avoid and the importance of emotional intelligence
How to structure an international team and recruit the right "champions"
International marketing pitfalls and the importance of localization
A strategic episode that reveals the keys to transforming partnerships into an international growth engine and succeeding in EMEA expansion without burning millions of dollars.
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Where to find Thomas: https://www.linkedin.com/in/thomas-dussarat
Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships
To discover VivaGTM: https://www.viva-gtm.com
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Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships.
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I am Maxime Imbert, Fractional Head of Partnerships, I help B2B SaaS and Fintech build and apply their strategy around partnerships to succeed in their Go-to-Market and generate substantial revenue in the medium term. Building your ecosystem is a tremendous lever to increase your revenue exponentially. I therefore make it my profession to help as many Fintech and B2B SaaS as possible. Evaluate your strategy: https://calendly.com/maxime_imbert/30min
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