Global GTM Strategy
Sensedia.
Shaping the Future of AI Adoption in Regulated Industries.
We helped Sensedia penetrate the C-Suite in complex, regulated markets by proving that API-first strategies are the bridge between legacy systems and future agility.
The Challenge: Breaking the Legacy
Legacy institutions are racing to adopt AI and Open API infrastructures, but rigid legacy infrastructure holds them back.
Sensedia faced a critical hurdle: shifting perception from a technical vendor to a strategic enabler. To succeed, we needed to penetrate the C-suite in complex, regulated industries, proving that our forward-thinking API-first strategies were the right way to bridge the gap between old systems and future agility.
API Economy
Trends & Strategy
AI-Driven ABM
Accelerating Demand Generation with Intelligence
Target Segmentation
We combined Ideal Customer Profiles (ICPs) with real-time intent signals. This allowed us to filter the noise and focus exclusively on high-value accounts.
Strategic Positioning
We crafted dual-narrative playbooks that equipped sales teams to speak the language of the buyer. Whether a CTO worried about uptime or a CEO worried about market share.
AI-Driven Execution
Created dynamic, personalized ABM that accelerated MQL to SQL conversion and significantly increased lead quality and shortened the sales cycles.
Partner-Led Growth
Smart Scaling Through Ecosystems
Joint Value Propositions
We moved beyond generic "better together" messaging. We crafted specific, vertical-based value propositions that attacked deep niches with complementary technical offers.
The Co-Sell Motion
We unlocked partner-led revenue streams by optimizing MDF to fuel joint marketing opportunities, allowing us to penetrate enterprise accounts with the credibility of established market leaders.
We operationalized a co-sell strategy with industry giants like AWS and Oracle to drive market penetration.
Global Industry Authority
We established a global content engine designed to elevate brand authority across regions. Leveraging webinars, event presence, content syndication, and PR, we integrated thought leadership with our AI-driven ABM stack, we orchestrated a seamless, automated journey.
Delivering high-value insights directly to the C-suite based on behavior, warming up decision-makers and shortening the sales cycle before Sales ever made a call.
A Dual-Driver Approach
To penetrate complex financial institutions, we needed to win on two fronts. We crafted specific enterprise playbooks that targeted the C-Suite (Top-Down) with narratives around ROI and digital agility, while simultaneously arming DevOps teams (Bottom-Up) with technical proof points, demos, and fully supported pilots.
"By aligning these two drivers, we turned technical gatekeepers into internal champions and executives into trusted partners and confident buyers."
- Diogo C. Marques
Head of GTM at Sensedia