AI-Driven GTM Strategy for a Complex B2B Product

(Automotive & Manufacturing Sector)

Background

A technology-led organization building an AI-driven platform for commercial and RFQ workflows was preparing for market expansion into a complex B2B environment involving engineering, procurement, and commercial stakeholders.

Challenge

• Multiple buyer personas with different priorities
• Long and technical sales cycles
• Messaging focused on features rather than business problems
• Unclear ICP focus across regions and supplier tiers

Zenkraaft’s Role

Zenkraaft partnered with leadership to design a clear GTM foundation before scaling execution.

What We Did

• Defined ICPs and priority segments
• Introduced structured qualification and conversation frameworks
• Mapped buyer personas across engineering, procurement, and commercial teams
• Crafted problem-first GTM messaging
• Designed outbound and event-driven GTM approach
• Supported early-stage narrative refinement

Outcome

• Improved GTM clarity and focus
• Simplified messaging across roles
• Enabled confident outbound and market conversations
• Established a scalable GTM foundation