A startup from Estonia struggled to find a B2B partner in France. Despite being a very innovative company, their efforts through participating in exhibitions and cold email marketing had been unsuccessful for a year. However, things changed when they hired a consultant to help find a partner in France.
The consultant quickly realized that the key to success was to look for small, ambitious companies (with similar products/services but not exactly the same as startup) rather than bigger ones.
So why it was difficult for the startup to target those small companies in France?
Simply because the small companies do not have much time or resources to participate in exhibitions or make their presence known online in English.
Only after 2 months, the consultant found a partner for the startup and they signed a partnership agreement yesterday! Happy to work with the both companies and see them growing together