Objective 1: Identify regions, segments, and offers with the highest growth potential

Action #1. Build a data-driven research process

To find the right market entry point, Vladyslav started with a wide-angle scan of the LMS and edtech landscape. This included desk research on market trends, regional regulations, tech adoption levels, and key competitors. He compiled a shortlist of high-potential regions based on segmentation across corporate, education, and platform-based learning.

Once Vladyslav narrowed down promising regions, he, along with the team members of Academy Smart, reached out to people with hands-on experience building or buying LMS. 

Their input helped understand:

This gave the company a bird’s-eye view of what it’s like to sell LMS solutions in each region and helped them spot promising markets beyond the USA and UK, where breaking in is tougher because of well-established competitors.

These conversations also sparked a product insight.

Action #2. Test 20+ hypotheses with the target audience

Once Academy Smart had a clearer picture of priority regions and the e-learning landscape, Vladyslav developed 20 concrete hypotheses to test with real buyers. These included ideas like:

Academy Smart, with the help of Vladyslav, tested these hypotheses with CTOs, Heads of Delivery, HR, and L&D leaders through targeted interviews.

Some findings confirmed their ideas, like the focus on corporate learning over K12. Others revealed new trends, like mobile-first and gamification.

Market research findings gave Academy Smart the data to speak confidently with clients. When they told a lead that micro-learning is on the rise and backed it with fresh market stats, it became the deciding factor for winning the deal.

Action #3. Define ICP and decision-making patterns

With validated hypotheses and a clear focus on corporate learning, Vladyslav moved to define the ideal customer profile (ICP) and map the LMS buying journey.

He explored:

Through interviews, the team identified the specific tools buyers already used, their frustrations, and the decision-making processes behind LMS procurement. These insights were compiled into a detailed report, giving Academy Smart a data-backed understanding of their ideal customer.

Objective 2: Define a clear market entry strategy

Action #1. Prioritize regions and offers based on buyer data

To define where Academy Smart should launch first, Vladyslav used a structured scoring system to evaluate potential regions and segments. 

This included factors such as:

This analysis helped the team narrow down a shortlist of priority regions and their most promising segments with clear criteria for each.

Once identified, he matched each region to specific services Academy Smart could offer, from off-the-shelf LMS to custom development with AI and compliance features.

Action #2. Build and validate go-to-market strategies per region

For each priority region, Vladyslav developed and tested tailored go-to-market hypotheses. Each GTM plan covered:

Through interviews and surveys with decision-makers, he validated which offers had traction and which regions were ready to buy.

Action #3. Implement a scalable GTM process

To help the client replicate and scale this approach, Vladyslav set up:

The Academy Smart team was involved throughout, joining expert calls and co-creating new hypotheses. For example, based on their internal feedback, we added a stream of hypotheses around AI adoption in corporate learning, which were later validated and prioritized.