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Case study · Market entry
Stfalcon
Breaking Into Transportation & Logistics [US]: Stfalcon’s first step to niching down
38 pg
Market research report
10→3
Hypotheses prioritized
8
T&L sub-segments mapped
Before
- Strong EU track record (Nova Poshta, Flixbus) but zero US market presence
- Strategy on paper (ICPs, VPs, dream-company list) — untested with real buyers
- No customer interviews or market research done
- Upwork + referrals only; inbound attracting the wrong audience
After
- Clear map of US T&L landscape across 8 sub-segments
- Validated hypotheses replacing theoretical assumptions
- Sharp entry point: parcel delivery + passenger transportation
- Productized offer defined: audit → mobile app development
What we did
01
Portfolio & CRM review
Walked through past projects with the CBDO to surface the strongest replicable capabilities on the US market.
02
Market research + customer validation
38-page market study across 8 US T&L sub-segments combined with customer interviews — confirmed some ideas, disproved others.
03
Hypotheses prioritized
10 hypotheses formulated, 3 prioritized. Each with ICP, value prop, and supporting assets defined.
Results in numbers
38 pg
US T&L market research report delivered
8
Sub-segments analyzed for pain points and tech adoption
10→3
Hypotheses narrowed and prioritized for entry
One of the key problems with service businesses is that they confuse marketing strategy with go-to-market. You can have ICPs, value props, even a dream-company list that looks solid on paper — but until it’s tested with real buyers, it’s meaningless. That gap creates a false sense of readiness: it looks like a strategy exists, but in reality there’s no sales motion to support it.