Market entry · Practical guide

Start with the channel, not just the market.

A focused route to market begins with a clear picture of how customers buy.

Map the buying journey

List the places your intended customers discover, compare and buy products. A retailer, distributor and direct online store each create different expectations.

Choose a focused starting point

Start with a defined audience and channel. Write down the evidence you need before widening the plan: buyer conversations, channel fit and feedback on your offer.

Make the next step specific

Agree who will test the channel, what they will learn and when you will review the result. Treat assumptions as questions to investigate.