Expand without uncertainty
Many companies approach international growth driven by immediate operations, without robust positioning and strategic alignment. We challenge the four problems that hold development back:
Choose the right markets
Map and classify global opportunities based on company critical success factors, overcoming intuition-based choices.
Define the entry model
Adapt the Value Proposition to the local territory and design ideal channel and partnership strategies.
Build a sales engine
Create a replicable Sales Operating Model on the ground, optimizing onboarding and ramp-up times.
Govern development over time
Implement unified group governance and structure accurate performance forecasts for different countries.
Identify your action plan
Select the main challenge your company is facing below to identify the recommended consultation module and the ideal path to align your resources.
Select a challenge on the left
Map your current business problem to discover the recommended internationalization program.
Our programs for international growth
Each package addresses a specific objective of the international pipeline, designed to align marketing and sales abroad and eliminate organizational silos.
Analytical evaluation based on macroeconomic data, tariff and non-tariff barriers, local competitive dynamics, and internal organizational gaps. The result is an ordered map of priority target markets.
- Are we really ready to expand?
- What characteristics should our ideal market have?
- Which markets best match these characteristics?
- What is the most effective entry model?
- What investments and risks should we expect?
A proprietary decision-making framework and a structured strategic report including:
- Business Readiness Assessment (internal readiness evaluation)
- Target markets attractiveness map and classification
- Preliminary analysis of barriers and compliance requirements
- Recommendation on the optimal entry model for each area
Phase 1: Readiness Assessment
Objective: Evaluate organizational, financial, and product readiness for expansion.
• Internal audit of operations, HR, and capacity
• Marginality and scalability analysis of the product/service catalog
• Definition of financial constraints and board objectives
Intermediate Deliverable: Readiness Scorecard & Gap Analysis Report
Phase 2: Market Intelligence & Scoring
Objective: Collect macro and micro data to construct the classification matrix.
• Extraction of customs data, import/export flows, and industry trends
• Evaluation of tariff barriers, duties, certifications, and legal compliance
• Configuration of weighted values in the Attractiveness matrix
Intermediate Deliverable: Attractiveness & Accessibility Target Market Matrix
Phase 3: Selection & Entry Model
Objective: Identify priority countries and define the Route-to-Market.
• Local competitive comparison and entry barrier identification
• Planning of entry models (Direct export, alliances, joint ventures)
• Drafting of the executive implementation roadmap
Intermediate Deliverable: GTM Country Strategy & High-Level Execution Plan
A detailed strategic and operational plan for the target country, which defines the local competitive positioning, RTM channels, adapted value proposition, and executes distributor scouting.
- How do we adapt our value proposition to the local market?
- What are the ideal Route-to-Market channels?
- Who are the key local distributors or partners?
- What is the budget and business plan for the first 12-24 months?
- What test plan is needed to validate our assumptions?
A detailed market entry operational plan (50-70 pages) including:
- Localized Value Proposition and positioning matrix
- Sales channel mapping (RTM) and discount structure
- Qualified shortlist of target partners or distributors (with contact dossier)
- Detailed 24-month financial plan and KPI tracker
Phase 1: Local Positioning & Offering
Objective: Adapt the offering and define the pricing strategy.
• Analysis of direct competitors in the target country
• Adaptation of the value proposition and brand messaging
• Definition of foreign price lists and channel discount structures
Intermediate Deliverable: Localized Offering & Price List Framework
Phase 2: Partner & Distributor Scouting
Objective: Find, evaluate, and profile commercial partners on the ground.
• Identification of target distributors, agents, and system integrators
• Preliminary interviews and classification via reliability scorecards
• Creation of preliminary contact and presentation of the value proposition
Intermediate Deliverable: Qualified Partner Longlist & Contact Dossier
Phase 3: Business Plan & Testing
Objective: Build the economic model and test the market.
• Planning of lead generation flows and validation campaigns
• Structuring of the forecasted profit and loss (24-month P&L)
• Configuration of monitoring dashboards and partner onboarding
Intermediate Deliverable: Market Entry Business Plan & Launch Dashboard
An executive mentoring service to go from the business plan to the creation of an operational commercial structure on the ground. Supports local incorporation, recruiting, onboarding, and first campaigns to generate pipeline to independence. Duration: 4-6 months.
- How do we recruit and onboard local sales reps?
- What accelerated onboarding plan is needed for the local team?
- What sales model (Sales Playbook) should be adopted?
- How do we set up the pipeline and forecasting for foreign sales?
- How do we monitor foreign sales performance?
An active international sales engine on the ground including:
- Implemented and functioning Sales Operating Model
- Coded recruitment and onboarding processes for sales reps
- Country-specific Sales Playbook (scripts, objections, processes)
- Pipeline configured on group CRM and monitored
Phase 1: Organizational & HR Setup
Objective: Design the commercial HR structure and launch search.
• Definition of ideal profiles (Sales Scorecard) and commission targets
• Management of recruitment process in collaboration with local HR
• Configuration of CRM/Sales Intelligence tools and licenses
Intermediate Deliverable: Job Scorecards & Onboarding Plan
Phase 2: Sales Enablement & Playbook
Objective: Provide the local team with suitable sales tools.
• Creation of localized Sales Playbook (pitch, email templates, objections)
• Coaching sessions, field mentoring, and sales simulations
• Integration of marketing flows to supply sales reps
Intermediate Deliverable: Localized Country Sales Playbook
Phase 3: Pilot Launch & Governance
Objective: Launch external sales activities and consolidate.
• Launch of initial outreach campaigns and local events
• Periodic audits of pipelines, forecasting, and foreign sales reviews
• Complete handover of operations to internal management
Intermediate Deliverable: Sales Pipeline Review & Operations Handover Report
Data-driven Execution
International Growth programs do not live in a strategic vacuum. Each of them links to Otto's proprietary Line Method, our methodology to eliminate organizational silos.
Through the 64 KPI algorithm, we measure foreign sales performance, compare country margins, and dynamically calculate the ideal operational budgets to scale brand presence.
Platform "Line"
64 KPI INTEGRATED DIAGNOSTICSFrequently asked questions about growing abroad
We are not a lead-brokering agency, nor a pure consultancy that only outputs abstract reports. Otto operates at the boundary of strategy and execution. We analyze your company's readiness and build a replicable, data-driven international sales engine, oriented towards team independence and aligned with sales.
In Phase 1 of our framework, we conduct a Business Readiness Assessment based on structured interviews with key figures (CEO, Sales, Marketing, HR, Operations) and deeply analyze profit margins, offering scalability, and delivery capacity. This prevents making investments in markets the structure cannot support.
Without integrated 64-node KPI tracking, foreign campaigns often end up being lost investments. By aligning Line, we ensure that every lead generated abroad respects the acquisition costs (CAC) and target conversion rates to sustain growth without burning cash.
Request a pre-feasibility study
Pianifica un incontro con i nostri Advisor di Sviluppo Internazionale per condurre una prima analisi di mercato basata sul nostro framework decisionale.