A data-driven go-to-market before market entry

A data-driven read on demand, and the strategy to enter.

01

What they were up against

Campcore is a CRM built for children's holiday camps, first developed for one experienced camp organiser's own needs and now eyed for a wider market. Before committing to a mass-market entry, the team wanted a real read on demand in a fragmented, under-regulated market, and a view on whether adjacent markets like university camps or festivals were worth chasing.

02

What we did

We started with desk research to map the market top-down, then interviewed experts and potential customers across the camping sector and the hypothesised adjacent markets. We built a large database of camp organisers and reached out, warm and cold, mostly by email and phone. With the data in hand we sized the problem, tested the viability of the solution, and organised everything into a Problem-Solution Fit canvas: the segments, the ideal target, the pain points and their root causes, the emotions tied to the problem, the current alternatives, and the barriers to adoption. From there we built a market-entry strategy using the STP and BOR frameworks, made pricing recommendations, and delivered a tactical go-to-market playbook.

03

What came of it

The adjacent markets turned out to be a trap: their needs and competition were so different from the core camp niche that chasing them would have been a costly mistake that we saved the Campcore team from.
The real competition was not other software or even spreadsheets, but pen-and-paper habits and attachment to cash.
Only a peer with real camp experience would be trusted, which made expert-brand authority the difference between barely surviving and thriving.
Campcore received the full database of organisers with the warm leads from the interviews, plus a market-entry strategy, pricing guidance, and a go-to-market playbook tailored to their context.