CASE STUDY · Ferro
Three new markets in twelve months.
How a logistics platform sequenced its expansion with a four-person launch team.
CLIENT
Ferro
INDUSTRY
Logistics
SERVICES
Go-to-Market
DURATION
12 months
The challenge
Ferro wanted to enter three new markets in a year, but every country had a different buyer, a different price and a different set of competitors. The plan was a spreadsheet of hopes.
What we did
We interviewed 60 prospective customers, scored each market on demand and effort, and chose an order that let the team learn from one launch before starting the next.
We then priced for each market, wrote a launch plan with clear owners and sat in the weekly launch review until each market hit its first 20 customers.
“They do not hand you a deck and disappear. They sat in our weekly ops meeting for three months until the new rhythm stuck.”
The results
New markets launched
Months from plan to third launch
Customers in the first 90 days
People on the launch team
