Get the insights and strategy to go to market

The traditional approach to B2B sales does not work today. Purchases are becoming increasingly complex, and consumers have access to more information earlier in the decision journey. Customers are altering their purchasing patterns, delaying initial interaction with suppliers until they have a clear understanding of their needs and investigated potential solutions. In light of these dramatic changes in buying behavior, you can benefit from our extensive experience in capturing customer attention, building relationships, and maintaining loyalty.


Unlock actionable customer insights.

Businesses in every sector are trying to get closer to their customers. That's why unlocking actionable buyer insights is key.
You'll need to get under the skin of your customers to learn what's driving their behavior. Go beyond the jobs they need to get done and get to know how customers buy, who's involved in the purchase, what real-world pressures they're under, and what their motivations are for making a change – or why they resist it.
It's these insights that allow companies to make informed decisions, develop effective strategies, and differentiate themselves in the market, ultimately giving them a commercial edge.

  • Understand what’s happening in the market
    Research the catalysts driving the broader market and any barriers to change.
  • Assess the competition
    Explore who you’re up against and how competitors are positioning themselves in the market
  • Identify pain points and opportunities
    Proactively address customer concerns, streamline processes, and enhance the overall customer experience

Customer jobs

The hardest part of B2B solutions isn't selling them‚ but buying them.

Most B2B companies have worked with customer journeys. And often draw them as a series of stages – from recognition through exploration to qualification and decision. Although the same tasks occur in most customer journeys, the path is not linear and is often a woven web of unpredictable and inconsistent repetitions. This means that the journey towards a decision has reached a point where it is practically impossible to navigate without help.

It also means that customers value and prefer dialogue with suppliers who enable them to qualify and implement complex purchasing decisions themselves.

By understanding the customer's pain points, preferences, and decision-making criteria, you can tailor your offerings, marketing strategies, and content to meet those specific needs. Which won't only attract new customers but also help retain existing ones.

  • Identify untapped opportunities
    and providing additional value to customers at different stages of their journey
  • Determine strengths, weaknesses, and potential points of differentiation
    with a real-world view of how you stack up for different segments.
  • Create actionable buyer profiles
    And sharpen who you target and what you say to them

Go-to-market strategy

Increase engagement, conversion rates, and sales.

Essentially, a go-to-market strategy is an overarching plan used to increase visibility and, ultimately, profits. It can involve anything from creating a strong brand identity and growing your audience to developing innovative products and services. Successful go-to-market strategies should always be tailored to your specific goals and objectives.

And that all starts with understanding where you are now, identifying critical areas of improvement, and focusing on achieving specific goals.

With a well-designed marketing plan, you can design more effective content and impactful campaigns, reach your customers with targeted advertising, and track your business success with analytics. Without one, you might as well throw your marketing budget down a well and hope for the best.

  • Know where to focus efforts
    Assess which market segments should be the focus for your sales and marketing activity
  • Increase engagement, conversion rates, and sales
    To deliver the right message through the right channel at the right time
  • Bring together teams from marketing, sales, and customer service
    Encourage alignment in delivering a seamless and consistent experience


This is our approach to DEFINE: Insights & Strategy.

Want to see our approach to DESIGN: Creative & Content? Click here.

Want to see our approach to DISTRIBUTE: Digital & Performance? Click here.

Do you have any questions?

Contact us

Niels Kaldahl

Strategy Director, Partner


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