€10K MRR achieved

The challenge of a B2B market launch from scratch

Initial context

Company: GoCardless (UK → Spain and Portugal) Sector: B2B Fintech / Recurring payments Period: 6 months

The problem

GoCardless needed to build a B2B demand engine from scratch:

• No brand recognition in the Iberian market
• A technical product (direct debit) hard to explain
• Competition from entrenched traditional solutions
• No budget for mass campaigns

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Our approach: strategic focus, no fireworks

Phase 1: Market analysis and real-friction detection

We identified the ICPs with the most pain and the highest capacity for fast decisions.

Phase 2: An irresistible B2B promise

We said: "Your customers pay you on time, every time."

Phase 3: A relevant content strategy

We created content that answered the market's real questions.

Phase 4: Smart partnerships

We partnered with billing platforms and consultancies that already had the customer's trust.

Phase 5: Sales process focused on qualified ICPs

Lead scoring based on real intent signals and demos personalized by vertical.

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Key learnings

1. No tricks. No fireworks. Just focus.
2. In B2B, the promise must speak to outcomes, not features.
3. Smart partnerships accelerate time-to-market.
4. Relevant content positions and qualifies.
5. Focusing on ICPs with higher willingness to pay shortens the sales cycle.