How to Enter the Nordic B2B Market: Insights from Mik Lokdam, CEO of VAEKST
Last Updated on July 17, 2025 by Victoria Silber
Expanding into the Nordic region is high on the agenda for many B2B companies – and for good reason.
But as Mik Lokdam, co-founder and CEO of VAEKST, explains in our latest Export Playbook interview, breaking into the Danish, Swedish, Norwegian, or Finnish markets takes more than just a great product.
It requires strategy, patience, and a deep understanding of local nuances.
📺 Watch the interview:
Who is Mik Lokdam?
Mik is the driving force behind VAEKST, a B2B sales and marketing agency with offices in Copenhagen and Malmö.
With a team of 60 native Nordic speakers, VAEKST has helped over 150 B2B brands — from tech to heavy industry — grow their presence across the Nordics.
VAEKST’s Proven Market Entry Process
VAEKST specializes in helping companies with high contract value offerings — typically in tech, finance, professional services, and complex industries. Their method is structured and data-driven:
- Onboarding & Strategy Workshop
Month 1 focuses on segmentation, targeting, and positioning (STP). - Tool Setup & Outreach Launch
In month 2, they build lead lists, personalize messaging, set up CRM tools, and begin outreach. - Pipeline Building & Optimization
Months 2–3 focus on refinement and lead nurturing, with full-scale efforts kicking off from month 4.
Sales + Marketing = Results
One of Mik’s strongest messages: don’t silo your sales and marketing.
In the Nordics, marketing builds credibility — but it’s personal outreach that closes the deal.
“The best-performing campaigns combine brand-building through marketing and trust-building through sales.” — Mik Lokdam
Companies that align both functions from day one consistently outperform.
Cultural Fit Matters — a Lot
Understanding Nordic culture is key:
- Danes are hard to book, but serious when they commit.
- Swedes and Finns are often more open to first meetings.
- Success in the Nordics enhances your global reputation.
“You can’t just apply a British or American sales approach here,” Mik says. Companies must meet local expectations for professionalism, clarity, and patience.
Relationships take time – but the long-term payoff is worth it.
Final Advice for Exporters
If you’re planning to enter the Nordic market, one of the most important principles is to align your sales and marketing efforts from the very beginning.
Building brand awareness through marketing helps create trust, but it’s personal sales outreach that ultimately closes deals. This alignment creates momentum and ensures that both teams work toward the same goals. For companies that are new to the region, Sweden or Finland can be excellent starting points, as local businesses in these markets tend to be more open to initial meetings.
It’s also crucial not to rely solely on secondary data when planning your market entry. Speaking directly with local experts, partners, or even potential customers will give you invaluable insights that reports and articles simply can’t provide.
Most importantly, understand that expanding into the Nordics is not a short-term campaign.
It’s a long-term investment that requires patience, consistency, and a willingness to adapt your strategy based on local feedback and evolving opportunities.
Get In Touch With Mik and VAEKST
Web: vaekstgroup.dk
Phone: + 45 26 22 52 06
Email: mik.lokdam@vaekstgroup.dk
Need Help Launching in the Nordics?
If you’re looking to expand into Denmark, Sweden, Norway, or Finland, reach out to local experts like VAEKST or connect with our Export Playbook team to get your customized market entry roadmap.
Or explore other vetted experts who can help you land softly and grow fast in the Nordics.
