Client Experience
Our aim is to create lasting value for our clients, which range from impact startups in France and global analytics leaders based in the US to VCs and accelerators across portfolios and cohorts. Scroll on to see our breadth of experience, with client snapshots that illustrate the scope of work we do. It’s sure to spark ideas of how we might help you.
Markets
B2B SMB, mid-tier and enterprise; government and impact; private equity
Client Profiles
Software vendors and channel partners; management consulting, integrators and professional services firms; VCs
Growth Stages
Seed startups, hypergrowth unicorns, lifestyle companies and category leaders in domestic and international markets
Impactful Engagements
ABeam · Acsis · BPI · Boxever* · Carto · Celonis · DataRobot · Deepomatic · Deloitte · D’Ornano + Co · eachOne · eBao · Fiberlink* · Forcam · Fox-IT* · IDS Scheer · InSource · Ipanema* · IS Decisions · Kurmi · Qlik · Qosmos* · Ring Capital · Salesforce · SAP · Soda · Sinequa · Squirro · Surycat* · Tableau · Vector Center · Viglink* · XXII
*subsequently acquiredH*
Solution Categories
AI platforms, analytics, big data and business intelligence, banking applications, business process modeling and management, cybersecurity, DPI, enterprise search, fintech, geo-spatial apps, HR solutions, IT and systems integration services, insurance configuration suites, IoT, management consulting, manufacturing execution systems, network and application monitoring tools, private equity and venture capital, process mining, site monetization, supply chain, usage monetization and more in mobile, on-premise, cloud and hybrid environments
We are proud to have worked with the most influential companies in their space and time, as well as the earliest innovators. Some of our engagements have been all-encompassing and hands-on, others providing strategic guidance. Regardless of scope, we aim for long-term relationships and lasting impact with every client.
Client Snapshots
Orchestrating US market entry for Kurmi Software: This Paris-based, unified communications platform provider was entering the US market with limited local experience, resources and presence. Developed marketing roadmap to raise profile, start lead gen engine and define/track KPIs. Its technician-level focus was at odds with its solution — an enterprise platform that required committee signoff. Repositioned the offer and selling focus to executive IT buyers, using market research to quantify productivity value and financial cost of “business as usual.” Produced multi-channel media, social and digital campaigns to drive market visibility and accelerate sales cycle. Defined functional specs for next-stage team, brought in interim seasoned marketing experts for internal operational support, and engaged experienced PR and digital agencies from network for continuity. Recruited US VP Alliances from network. Onboarded and continued to coach new CMO who now has a clean, adaptable foundation for growth. (Series B. For context about Kurmi, read this and this.)
Growing customer success at Celonis: Munich/NY, AI-based process mining unicorn. Developed foundation customer program working with sales, customer success, marketing & executives. Collaborated with customer success teams to create transformation value stories. Worked directly with customers on “lighthouse programs” to promote project success internally and drive further solution use. Delivered 50+ stories collected across the company for direct sales, social and web use, along with guidance for use with media, analysts and marketing campaigns. Created functional sales guides that applied customer experiences to corresponding buyer roles, business challenges and supporting use cases. Delivered full playbooks with scripts, templates and sources to enable internal teams going forward. (Series B to C. For context about Celonis during this stage, read this.)
Making Tableau’s field teams industry-conversant: US-based business analytics leader. Delivered comprehensive sales enablement covering 24+ industries and key business functions. Produced GTM playbooks, sales battlecards and presentations that fully aligned its solution to financial, operational, technical and executive buyer roles and titles, addressing expert market perspectives on trends and business drivers, typical organizational landscape, buyer-specific priorities and goals, corresponding use cases and “conversation starters” to pinpoint pains and highlight unique capabilities. Re-engaged after Salesforce acquisition to update and extend to seller organizations in FSI, pharma and manufacturing. (For context about Tableau, read this.)
Reaching all stakeholders for breakout communications at Qlik: Business intelligence unicorn. Developed and managed global communications programs covering positioning, messaging and customer marketing as well as sales enablement and partner marketing. Created rapid response campaigns and product launch communications. Worked with country marketing managers to coordinate and adapt global campaigns and initiatives and support local rollouts. Managed analyst relations and developed customer engagement programs. Served as agency of record. Gartner’s reporting noted that Qlik’s market presence and reputation “seemed far greater than its relative size.” Went from $20M to $225M in five years, with a market value of $1.92B @ IPO, widely considered the most successful of its time. It was subsequently taken private by Thoma Bravo in 2016 for $3B. (For Qlik in context in that period, read this and this.)
Creating thought leadership engine for Forcam: German Manufacturing Execution Systems/IoT platform vendor. Developed target account program to build visibility and pipeline across specific industry segments in the US with market analysis, segmentation and ICP (ideal customer profile). Created survey-based content marketing campaigns, qualifying assessments and customer-focused webinars for thought leadership on Manufacturing 4.0, which generated more leads in 4 months than in the previous year, with an ongoing multi-channel marketing program that carried through subsequent quarters. Collaborated with SMEs on multiple articles published in leading industry publication and with customer executives for Manufacturing Leadership Council awards program. Developed sales guides, success stories and web content to help teams better position technical solutions with non-technical buyers. Produced customer outreach program to increase maintenance retention.
Raising the trajectory of Ring Capital’s portfolio: Paris-based, impact-driven venture capital firm. Developed Go-to-Market support for portfolio startups and investment team as an operating partner. Assessed market readiness in deal flow and with individual portfolio companies with purpose-built tools. Created community programming (workshops, content) to re-orient portfolio companies on US market entry, sales and marketing, HR. Advised startup management on positioning, thought leadership, marketing best-practices, budgeting, hiring and team-building. Established US support ecosystem of legal, finance, recruiting and marketing service experts. Introduced world-class advisors, executives and investors from network.
Orienting France’s most promising startups to the US market through BPI’s Le Hub: Public investment bank’s portfolio accelerator. BPI is the “one-stop stop” for French entrepreneurs, providing financing and a variety of support services, with a well-established center for its top startups (Le Hub). Created multiple “what to expect” workshops for US GTM, from budgeting and marketing must-haves to buyer processes and cultural differences. Developed and conducted multiple “speed-coaching” series, advising B2B startups on a variety of Go-to-Market issues. Retained to work subsequently by individual startups on market preparation.