DACH
For international AI · SaaS · Deep-Tech companies

Enter DACH.
Build real enterprise pipeline.
Hire locally later.

DTB Media helps international B2B technology companies enter Germany, Austria and Switzerland — from market validation and local positioning to hands-on enterprise sales execution.

Assess your DACH opportunity →See the 3 GTM offers
Senior-ledGermany · Austria · SwitzerlandEnterprise Sales ExecutionAI · SaaS · Deep Tech
The market-entry gap

A successful GTM motion does not automatically transfer to DACH.

Product-market fit at home is only the starting point. In DACH, buying centers, trust building, procurement, compliance and expectations around local presence often change the sales motion. The expensive gap is between market-entry strategy and actual enterprise execution.

01 / MARKET FIT
Your ICP may be right — while the local value proposition is not.
We test segment, buyer, use case, competition and commercial positioning before you commit to a local structure.
02 / ENTERPRISE ACCESS
A target-account spreadsheet is not a pipeline.
DTB combines account-based selling, senior outreach and DACH market knowledge with qualified discovery conversations.
03 / BUYING COMPLEXITY
Business, IT, security, legal and procurement can all shape the decision.
We help turn interest into a buyable pilot, business case and structured deal process — rather than simply handing over leads.
DTB GTM

Not a lead-generation agency.
Your senior DACH landing partner.

We do not stop at market analysis or meetings. DTB supports the commercial journey from “Should we enter DACH?” to qualified enterprise opportunities, pilots and a repeatable local sales motion that can later be handed to your own team.

01 / VALIDATE
Validate the market
Test ICP, positioning, readiness, account potential and buyer signals.
02 / ENTER
Open the market
Prioritize accounts, sharpen local messaging and initiate the right conversations.
03 / WIN
Develop deals
Lead discovery, buying-center mapping, pilot design, proposals and blocker resolution.
04 / SCALE
Hand over the motion
Transfer playbook, pipeline and relationships to your own DACH team — or keep DTB in an interim role.
Three clear offers

From market test to local leadership.
With a defined entry point.

Start as small as makes commercial sense. The Validation Sprint reduces market risk; the 90-Day Launch builds an active sales motion; Fractional GM DACH takes local commercial ownership.

01 / VALIDATE
DACH Market Validation Sprint
For companies that want an evidence-based decision on whether — and how — DACH should be their next market.
€5,900
fixed fee · 2–3 weeks · excl. VAT
  • DACH readiness assessment
  • ICP and segment prioritization
  • Local value proposition & competitive view
  • 25–40 prioritized target accounts
  • Buying-center and buyer map
  • Selected market / buyer validation
  • Go / Adapt / No-Go recommendation
  • 90-day launch plan
Discuss the Validation Sprint
02 / ENTER
90-Day Enterprise Launch
For companies committed to DACH that want to build a credible local enterprise sales motion within 90 days.
from €16,900
for 90 days · scope depends on countries & segments · excl. VAT
  • Account-based GTM plan
  • 25–40 active target accounts
  • Localized messaging & outreach strategy
  • Senior outreach & introduction strategy
  • Discovery and qualification leadership
  • Buying-center navigation
  • Pilot, proposal and deal support
  • Weekly pipeline steering
Assess the 90-Day Launch →
03 / SCALE
Fractional GM DACH
For companies with validated demand that need local leadership before a full-time country manager makes economic sense.
from €8,500
per month · typically 3–12 months · excl. VAT
  • DACH commercial leadership
  • Key-account & pipeline ownership
  • Partner and channel development
  • Executive-level sales support
  • Forecast & deal governance
  • Local market and event prioritization
  • Preparation for local hiring
  • Structured handover & playbook
Discuss Fractional GM

An optional performance-based component can be agreed for selected engagements. No revenue or closing guarantee; objectives and deal attribution are defined contractually.

The alternatives

Strategy, leadgen or a full-time hire?
DTB bridges the gap between them.

CriterionMarket Entry ConsultingLeadgen AgencyCountry Manager HireDTB GTM
DACH strategy & positioningStrongLimitedYesYes
Senior local sales executionVariesUsually limitedYesPrincipal-led
Enterprise deal ownershipPartialRareYesYes
Time to marketWeeksFastTypically monthsFast start
Fixed local employment costNoNoHighNo
Pilot / proposal / buying centerPartialUsually noYesYes
Handover to your own teamProject-dependentNot core modelNot applicableDesigned in
Ideal Customer Profile

We are deliberately not the right partner for every company.

Best Fit
DTB GTM is strongest when …
  • Your product already has product-market fit and credible reference customers.
  • You sell B2B AI, enterprise SaaS, data or deep-tech solutions.
  • Your sales process is consultative and involves multiple stakeholders.
  • Your enterprise ACV potential is typically around €30k+.
  • DACH matters strategically, but you do not yet have a mature local sales team.
  • You want market learning and real sales execution in one engagement.
Probably Not a Fit
We are less likely to help if …
  • You are still searching for product-market fit.
  • Your motion is primarily self-service, PLG or highly transactional.
  • You expect mass lead generation or hundreds of meetings.
  • Your EU data, security or compliance readiness is not enterprise-ready.
  • You cannot support enterprise deals with presales or technical resources.
  • You expect guaranteed revenue rather than a structured market-entry process.
How an engagement starts

A clear path.
No long commitment before validation.

01
DACH Fit Call
30 minutes on product, ICP, references, ACV, expansion plan and current assumptions.
02
Validation Sprint
We test market, buyer, positioning, account potential and commercial readiness.
03
Go / Adapt / No-Go
You receive a clear recommendation instead of an open-ended consulting project.
04
90-Day Launch
If the signal is positive, we actively build the DACH enterprise sales motion.
05
Scale or Handover
DTB continues on an interim basis or transfers pipeline, playbook and relationships to your team.
Principal-led
Gordan Gajski, founder and managing partner of DTB Media
Gordan Gajski
Founder · DTB Media · Vienna

Senior DACH experience —
directly in the engagement.

DTB GTM is deliberately founder-led. You work directly with Gordan Gajski. The perspective combines international business development, enterprise technology, buyer-side experience and consulting across DACH and CEE.

Previous leadership & consulting roles
LexisNexis · Linde Verlag · Onlim · Alexander Thamm · Amdocs
Selected enterprise experience
ORF · REWE Group · Raiffeisen Bank · Sony
AI / DataEnterprise SaaSFinancial ServicesRetailMediaPublic SectorDACH · CEE
Companies named above relate to the founder's previous executive, business-development, consulting or project experience and do not imply current DTB Media client relationships. Confidential buyer and vendor information is kept strictly separated.
DACH
Assess your DACH opportunity

Should DACH be
your next market?

Send me your product, target customer, typical deal size and your current DACH hypothesis. In a 30-minute conversation we can assess whether DTB can add value — and which entry model makes commercial sense.

gordan@dtbobmedia.com →
Principal-ledEnglish / German / CroatianVienna · DACH · CEENo mass lead generation