Entering New Markets – Strategies for B2C, B2B, and B2G Segments

Written by Yuliia Solovyeva, Business Growth Consultant

Yuliia Solovyeva is a strategic growth advisor with almost 20 years of experience. She helps clients – from startups to global brands – expand into Europe, the US, MENA, and Asia through market expansion, profitability, sales, positioning, partnerships, and digital strategy.

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Expanding into international markets is exciting, but the stakes are high. A misstep can cost you millions, damage your brand reputation, or lock you out of a market for years to come. Each segment, B2C, B2B, and B2G, has its own risks and requires a unique approach.

B2C: Speed, emotion, and instant experience

In B2C markets, speed and emotion drive decisions. Consumers often decide within days or even minutes, based on aesthetics, price, user experience, and emotional triggers like storytelling or influencer recommendations.

What matters most:

• Simplicity

• Visual appeal and branding

• Competitive pricing

• User-friendly shopping experience

• Fast delivery and good service

Marketing channels revolve around social media, influencers, marketplaces, packaging, and localized branding. A mismatch between your presentation and local cultural expectations can kill sales, no matter how good your product is.

Tips for brands expanding into a new consumer market:

• Start small. Test hypotheses with small batches.

• Run A/B tests on packaging, landing pages, and messaging to learn what resonates.

• Invest in localization, not only language but also pricing, promotions, and cultural nuances.

• Create visuals that stop the scroll. Show your products in real-life contexts rather than sterile catalogue shots.

Platforms like Ankorstore, CREOATE, Faire, and Etsy offer entry points for emerging brands, especially in fashion, beauty, food, and home décor.

Practical outreach advice:

Avoid generic “buy our product” emails. Instead, write: “We’re a small brand and noticed you carry similar styles. Could we send samples for your review?”

Personalized emails to 5–10 buyers will yield better results than blasting 100 cold emails.

Even 2 or 3 positive responses are a strong signal that you’re on the right track. Record everything in your CRM for systematic follow-up.

B2B: Precision, trust, and proof

The B2B world operates on longer sales cycles, often ranging from two months to a year. Decisions involve multiple stakeholders, CEOs, CFOs, and technical leads, all balancing their KPIs and risks.

What matters most:

• Tangible value and ROI

• Case studies and data

• Trust and reputation

• Technical integration readiness

• Post-sale support

B2B marketing channels are different: industry events, LinkedIn networking, thought leadership articles, and warm introductions. A flashy Instagram page rarely seals a deal here. Reputation and expertise carry far more weight than low prices.

Tips for B2B expansion:

• Focus on one or two target industries.

• Develop presentations tailored to specific pain points.

• Invest in reputation-building by publishing articles, speaking at niche events, and joining business missions.

Even in B2B, trends from B2C are creeping in. Clients now expect:

• Strong branding and a clear tone of voice

• Personalized interactions

• Smooth user experiences

• Clarity and transparency

The modern B2B buyer is no longer satisfied with technical specs alone; they want confidence, comfort, and clear benefits.

A practical B2B example

One of our clients, a Polish SaaS company offering AR automation for finance, decided to expand into the Nordic market. Our steps were:

• Partnered with local trade associations to gain insights and introductions within relevant industry clusters.

• Identified 12 potential target companies through market research, networking events, and public procurement portals.

• Created a localized one-pager demonstrating how their solution reduced payment collection times by 40%.

• Combined outreach across email, LinkedIn, and referrals from local partners.

• Crafted personalized messages addressing specific pain points for each company.

• Spotted several relevant public tenders in the region and provided the company with tailored tender opportunities, documentation support, and guidance through the bidding process.

Outcome: Four calls secured, two pilot projects launched, one annual contract signed, and the company successfully won a public tender worth €250,000, opening further doors in the market.

B2G: Trust, reputation, and long games

B2G (Business-to-Government) is an entirely different beast. The sales cycle can stretch from 6 to 24 months. Decisions are collective, formal, and politically sensitive.

What matters most:

• Trust and impeccable reputation

• Transparent processes

• Alignment with public policy goals, like digital transformation or sustainability (SDGs)

Communication channels include:

• Formal procurement processes (tenders, RFIs, RFPs)

• Direct presentations to decision-makers

• Government-focused conferences

• Networking via trade associations and diplomatic missions

• Participation in policy panels and working groups

Localization is crucial. Without:

• Local language support

• Compliance with national regulations

• Local partners, your chances diminish significantly.

Key lessons across all segments

Regardless of whether you’re selling lip balm to consumers, software to enterprises, or infrastructure solutions to governments, one truth remains:

People make decisions, even in B2B and B2G.

Thus:

• Build trust, not just transactions.

• Personalize your message for every audience.

• Invest in data-driven insights to adjust your strategy.

• Combine digital tools with human connection.

Final thought

Entering new markets isn’t just about crossing borders; it’s about crossing cultural, emotional, and operational barriers. With the right strategy, even small brands can find their place on the global stage.

Follow me on Instagram, LinkedIn, and visit my website for more info!

Read more from Yuliia Solovyeva

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Yuliia Solovyeva, Business Growth Consultant

Yuliia Solovyeva is a high-impact strategic advisor known for helping companies unlock bold growth, scale internationally, and boost profitability. With over two decades of experience across legal and financial services, fintechs, startups, and global brands, she brings rare depth and precision to every engagement. Her approach combines strategic clarity with hands-on execution across market entry, business development, marketing strategy, and partnerships. As the founder of Solovyeva Consulting, she advises leaders across Europe, the US, MENA, and Asia - turning ambition into measurable results.