Diagnostic Pattern
"We opened a new market and nothing is happening"
The symptom is real. The cause is usually somewhere else.
You entered a new region or segment, months have passed, and there is very little to show. It looks like one problem called the new market not working. It may actually be three different problems that need three different responses.
What you think it is
We opened up a new market and, honestly, nothing much is happening.
So you spend more on marketing in the new market, hire someone local, or decide it needs more time.
What it usually is
A hypothesis to test, not an indictment on you or the team.
Entering a market fails in one of three places and they are not interchangeable: nobody there knows you (demand), they know you and you cannot close them (acquisition), or you win and cannot serve them properly (delivery, which shows up later as churn). DARE to Grow's precedence says check upstream first, because a demand gap caps everything after it and will imitate a sales problem convincingly. Underneath that there is usually a G.A.M.E. Plan Goal problem too: what success in this market looks like, by when, was never defined, so nobody can say whether it is behind or on track.
How to tell
In the new market, is the problem that nobody knows us, that we cannot close them, or that we cannot serve them? What is the evidence for that answer - and what did we say success would look like by now?
The move
Name the constraint before spending another pound. Pull the actual numbers: conversations created, opportunities created, deals closed, customers retained - the stage where the number collapses is your answer. Then write the goal down properly so the next quarter can be judged.
You might think the new market needs more time. It may actually be that nobody has named which of the three problems you have.
Not sure this is your real bottleneck?
Bring the symptom. We find the root cause together on a short call.
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