DACH GTM Diagnostic Sprint
Determine whether your DACH market entry is viable before investing in execution.
Don't scale your DACH assumptions. Validate them first.
The Diagnostic Sprint tests in four weeks whether your offer, target accounts and sales model hold in the DACH market, provided interview partners and required customer data are available on time. The result is an independent decision memo with a Go, Adapt or Pause recommendation.
When the Sprint is the right step
The Sprint fits when an investment decision is pending and the assumptions behind it have not yet been tested in the market.
You are considering a DACH team, a country manager or a partner model before reliable signals exist.
Early conversations are under way, but pipeline and price level cannot be assessed.
Internally, assumptions about target customers, buying center and timing conflict.
The Sprint is not the right step when the decision has already been made and only operational execution remains.
What is tested: the DACH Readiness Model
Five dimensions, one guiding question each.
01
Accounts
Which target companies are relevant, reachable and numerous enough?
02
Buyers
Who decides, who influences, and what does the buying center look like in the DACH context?
03
Value
Does the value argument hold in the DACH market, including against local alternatives?
04
Trust
What proof do DACH buyers expect before deciding, such as references, data protection, compliance and local presence?
05
Motion
Which sales model fits deal size, cycle and audience?
Process
1
Sharpen hypotheses
Assumptions about market, buyers and value are made explicit and prioritized.
2
Conduct buyer interviews
Six to eight buyer interviews with decision makers from the target group. Market Launch is responsible for methodology, interviewing and analysis and supports recruitment. You provide access to existing contacts and relevant target customers.
3
Evaluate along the five dimensions
Each dimension is rated against the evidence gathered.
4
Present the decision
You receive an evidence-based decision memo with a reasoned recommendation. It shows which assumptions have been confirmed, where changes are required and which open questions need to be resolved before investing.
The Sprint is led by a principal and supported by a curated expert network. Overall accountability rests with Market Launch. The four-week duration assumes that interview partners and required customer data are available in time.
Outcome: Go, Adapt or Pause
The decision memo states what speaks for entry, what speaks against it, and under which conditions the next step makes sense. It makes uncertainty transparent: six to eight interviews enable a qualitative, hypothesis-based assessment, but not statistical representativeness for the DACH market as a whole.
Recommendation A
Go
The available evidence supports entering the market under the stated conditions. The memo names the key conditions for the next step.
Recommendation B
Adapt
The market is reachable, but offer, audience or sales model must change. The memo names what.
Recommendation C
Pause
The evidence does not currently support the investment. The memo names what would have to change.
We'll tell you if you're not ready.
Why the decision is independent
The diagnosis is meant to enable a sound investment decision, regardless of who takes on any later execution. That is why the Diagnostic Sprint is a standalone engagement.
The recommendation is completed before execution is discussed. A follow-on engagement is optional and agreed separately.
After the Sprint
Following a Go, you can proceed with Market Launch, your own team or other partners. Any subsequent engagement is separate and agreed independently.
FAQ
How long does the Sprint take?
Four weeks, provided interview partners and required customer data are available in time.
What happens after a Pause?
You receive the rationale and the conditions under which a renewed assessment makes sense. You avoid investing in execution while key assumptions remain unconfirmed. That is the purpose of the Sprint.
Do I have to continue with Market Launch afterwards?
No. The decision memo is usable independently of any follow-on engagement.
In which languages are interviews and results offered?
Interviews and results are offered in German or English, depending on the requirements of your decision-making group.