DACH
DTB Media · Go-To-Market

Your senior partner
for DACH market entry.

You have the product. We open the doors. DTB Media gives international B2B tech companies immediate access to enterprise decision-makers across Germany, Austria, and Switzerland — without the cost and delay of building a local team from scratch.

25+ Years DACH enterprise experience
160+ International agreements closed
€25M+ Partnership & licensing value negotiated
C-1 Direct access to DACH decision-makers
The problem

Sound
familiar?

International B2B companies don't fail in DACH because their product is wrong. They fail because DACH buyers are relationship-first, slow to trust, and impossible to reach without the right network. A good deck and a LinkedIn message won't open these doors.

That's exactly what we fix.
01 / THE COLD START
You hired a local Country Manager. Six months later: zero enterprise logos.
Ramp time, cultural missteps, and no existing network. Budget is burning, pipeline is empty, board is asking questions.
02 / THE AGENCY TRAP
You engaged a market entry agency. They delivered a 60-slide GTM deck.
Beautiful positioning, polished ICP analysis — and zero actual meetings with enterprise buyers. Strategy without execution is just theory.
03 / THE WRONG DOOR
Your US playbook doesn't translate. Buyers stop responding after two emails.
DACH procurement is consensus-driven and formal. Pushing harder doesn't help. You need someone who understands how decisions are actually made here.
What sets us apart

Not an agency.
A partner with skin in the game.

01 / ACCESS
C-level relationships, day one
25+ years of senior relationships with enterprise buyers across DACH — Retail, Finance, Public Sector, Infrastructure. No cold lists. No SDR ramp. Direct access from the first week.
02 / PERSPECTIVE
We've sat on the buyer side
Former CDO, Director and Managing Partner roles at LexisNexis, Linde Verlag, ORF. We know how DACH buyers evaluate vendors, what kills deals internally, and how to navigate procurement before it's too late.
03 / EXECUTION
Revenue, not reports
We close deals and build pipeline — not slide decks. Every engagement has defined milestones: qualified meetings, pipeline volume, first signed contracts. Measurable outcomes, not activities.
04 / MODEL
Fractional — no overhead, no risk
You get a senior BD Director without the fixed cost and 6-month ramp of a full hire. Retainer-based, 3–12 month engagements. Start immediately. Scale or exit cleanly.
DTB Media vs. the alternatives

Honest comparison.
You deserve to know the difference.

Agency / Consulting firm DTB Media
Deliverable ✕GTM strategy deck, market analysis PDF ✓Qualified meetings, pipeline, signed contracts
Seniority ✕Partner pitches, junior team delivers ✓Principal-led from day one, every engagement
Network ✕Generic contact database, cold outreach ✓25+ years of warm DACH C-level relationships
Buyer knowledge ✕External perspective, market research ✓Former buyer-side executive — knows how deals die internally
Domain fit ✕Generalist across all verticals ✓Deep in LegalTech, AI/SaaS, FinTech, Publishing-Tech, GRC
Model ✕Project fee, open timeline ✓Retainer-based, defined milestones, clean exit option
How we work together

Four engagement models.
One clear outcome: revenue.

Market entry
90-day DACH market test
No local office, no full-time hire yet. We validate your ICP, run the first enterprise outreach, and deliver first qualified meetings and pipeline within 90 days. You decide whether to scale before making permanent commitments.
Pipeline acceleration
Stuck in the enterprise sales cycle
You have leads but can't close. We identify deal blockers, re-engage stalled accounts, navigate multi-stakeholder buying committees, and get deals moving again. Typical sales cycle in DACH: 6–12 months — we compress it.
Channel & partnerships
DACH partner network build
We identify, approach and structure strategic partnerships with local distributors, system integrators, industry associations and resellers. Proven: Linde/Thomson Reuters and Onlim/OWC partnerships opened new enterprise pipeline worth €1M+ ARR each.
Fractional leadership
Interim Country Manager DACH
For companies not yet ready to hire full-time. We own the DACH BD function — from strategy through closed revenue. When you're ready to bring someone permanent, we hand over a running pipeline, documented playbook, and active relationships.

"Before you hire a Country Manager who needs 6 months to ramp and costs €80K+ per year — let us test whether DACH actually works for you in 90 days. First customers, first pipeline, first learnings. Then you decide."

Selected references

Trust is built through
results.

Retail · DACH Enterprise AI proof-of-concept. Stakeholder alignment across 3 business units. Deal size €350K+. Consumer Goods · Austria
Infrastructure · DACH Strategic BD engagement. First enterprise contract from zero to signed within one quarter. Construction · Austria
Public Sector · AT AI/Voice advisory. Technology evaluation, vendor selection and PoC delivery. Government · Austria
Financial Services · DACH Enterprise SaaS GTM. Multi-stakeholder navigation. AI strategy rollout from discovery to approval. Banking · DACH
PARTNERSHIP · LEGALTECH
International publishing partnership
Structured and closed strategic partnership framework between DACH legal publisher and international research group. Opened new licensing pipeline, accelerated enterprise sales by removing procurement friction.
PARTNERSHIP · AI/SAAS
Channel partnership — €1M+ ARR opened
Established strategic channel partnership with enterprise software distributor. Opened new market segment previously unreachable through direct sales. Result: new ARR pipeline exceeding €1M within 12 months.
Partner ecosystem
Credibility multipliers that accelerate
enterprise routes to market.
AWS Partner
Microsoft
Salesforce
DACH Enterprise Network
Who you work with
Gordan Gajski — Managing Partner, DTB Media
Managing Partner
Gordan Gajski
→ LinkedIn Profile → office@dtbobmedia.com

25 years building
DACH enterprise relationships.

I've spent my career on both sides of the table. As Director at LexisNexis, CDO at Linde Verlag, EVP at Onlim, and Managing Partner at DTB Media — I've been the buyer evaluating vendors, and the seller navigating complex procurement. That dual perspective is what makes the difference in DACH.

DACH enterprise deals don't close through pitch decks. They close through trust, patience, and knowing exactly who needs to say yes — and in what order. I've built that knowledge across 25 years and 15 countries. I put it to work for companies entering this market.

FORMER ROLES
Director · LexisNexis
CDO · Linde Verlag
EVP BD · Onlim
Principal · Alexander Thamm
Director · Amdocs (15 countries)
DOMAIN EXPERTISE
LegalTech & Legal AI
AI / SaaS / Data Platforms
FinTech & Banking
Publishing-Tech & GRC
Public Sector DACH

"Every engagement is principal-led. You speak directly with me — not a project manager. That's not a promise. It's how this works."

90 days
Start the conversation

30 minutes.
That's all it takes.

Tell us about your product, your ICP, and what DACH means for your growth plan. We'll tell you honestly whether we can help — and what a 90-day market test could look like. No pitch. No deck required.

office@dtbobmedia.com →
Reply within 24 hours No automatic follow-up English, German or Croatian Vienna · DACH · CEE