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In episode #103 of the Transform Sales Podcast, we’re joined by JC Rico from Move Partners, a company that helps European startups expand into LATAM and the US. JC shares their success story with a health and wellness app, detailing how they secured numerous meetings using a multi-channel approach, with LinkedIn being the most effective. JC emphasizes the importance of understanding the best channels for different industries and regions. He also advises startups to define their ideal customer profile. Move Ventures’ services start at around $3,500, with a success fee based on booked meetings that turn into opportunities or deals.

In case you missed it…. these are the highlights

Would you briefly introduce yourself, Move Partners, and how you broke into the Sales Outsourcing Industry?

Hi, I’m JC Rico, Co-Founder of Move Partners. We began our journey in the sales outsourcing industry around 2020, amidst the pandemic. My co-founder, Philip, and I identified a significant gap in the market: startups, particularly from regions like Poland and Mexico, were struggling to sell in the US market. This realization led us to establish Move Partners, aiming to assist these early-stage startups in navigating outbound sales.

Our focus has been on enabling founders to concentrate on other critical aspects of their business, such as fundraising, product development, or hiring, while we handle the challenge of finding new customers for them. At Move Partners, we specialize in helping startups in the pre-Series A stage, aiding them in finding product-market fit and expanding into new markets, especially across the Americas.

Since our inception, we’ve had the opportunity to work with over 40 startups from diverse countries, including Poland, Israel, Australia, Canada, Estonia, and Sweden. Our approach is tailored to startups that have already gained some traction in their home markets but are looking for effective ways to break into the US market. Our journey in the sales outsourcing industry has been driven by our desire to fill this market gap and support startups in their growth and expansion endeavors.

Who are Move Partners‘ Best-Fit Customers?

Our agency,

“Move Partners, finds its best-fit customers in early-stage startups, particularly those in the pre-Series A funding stage. These startups typically have developed their product or MVP (Minimum Viable Product) and are ready to explore new markets, especially in the Americas, including LATAM, the US, and Canada…”

These companies are often at a stage where they have achieved some sales and traction in their home markets but lack the bandwidth, time zone advantage, or specific knowledge required to effectively penetrate the American markets. They might be well-versed in their local or regional markets, such as a Polish company understanding the European Union market, but find the US market challenging due to differences in pitching, lead generation, and product presentation.

Therefore, our ideal clients are those startups that are ready to sell, have some level of market traction, but need assistance in expanding their reach into new markets, particularly in the US. We step in to fill the gap, helping them navigate these new territories while they continue to focus on their core business activities.

Let’s talk about a Move Partners Success Story

Move Partners collaborated with a health and wellness app company from Eastern Europe, aiming to expand their reach into the LATAM market and eventually into the US. This company, specializing in mental health and well-being, offers an app that provides on-demand therapists and psychologists, primarily targeting startups. Before our involvement, their presence in LATAM was minimal, with only a handful of inbound leads and no substantial strategy for market engagement.

Our partnership began with a swift onboarding process, lasting about 10 days. We implemented a comprehensive outbound strategy, utilizing a multi-channel approach that included LinkedIn, email, and phone calls. LinkedIn proved to be the most effective channel for initiating conversations, while phone calls were crucial for follow-up and engagement. Within the first month, we successfully scheduled eight meetings for the company, which increased to 15 in the second month and 18 by the third month.

This success story demonstrates Move Partners’ expertise in significantly boosting client engagement in new markets. Our tailored approach, focusing on a multi-touch, multi-channel sequence, effectively increased the company’s meeting rates and market presence. This case exemplifies our ability to assist startups in expanding their reach and achieving their sales and growth objectives in challenging and unfamiliar markets.

What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with Move Partners?

To increase the probability of achieving desired results with Move Partners, there are three key tips I would recommend to buyers:

1. Define the Ideal Customer Profile (ICP) Precisely: It’s crucial for startups to have a clear understanding of their target market, especially when expanding into new territories. This involves a thorough definition of the ideal customer, including their job titles, functions, pain points, and needs. A well-defined ICP helps in creating more focused and effective sales strategies, ensuring that our efforts are directed towards the most promising prospects.

2. Patience and Trust in the Process: Sales, especially in new markets, can be a gradual process. It’s important for startups to be patient and trust the strategies we implement. Immediate results might not always be visible, but consistent and strategic efforts often yield significant long-term benefits. Understanding that building relationships and market presence takes time is key to setting realistic expectations and achieving sustainable growth.

3. Embrace Iteration and Learning: The market is dynamic, and what works today might not work tomorrow. Therefore, it’s essential to be open to iteration and learning. This means regularly reviewing and analyzing the outcomes of the sales strategies, being open to making adjustments, and continuously learning from both successes and failures. Iteration helps in refining approaches and tactics, ensuring that the sales strategies remain effective and relevant in the ever-changing market landscape.

By focusing on these three areas, buyers can significantly enhance their chances of success when partnering with Move Partners for their sales and market expansion endeavors.