Go-to-market sprint: proof of market in twelve weeks
A team without sales experience, an investor who wanted proof of market. Twelve weeks later the question was answered.
- Client
- Family office FinTech venture
- Role
- Interim Chief Commercial Officer
- Period
- 2022
- Duration
- 5 months
12 Wochento proof of market
10×commercial team size
< 5 Tagetime to first deal
01
Starting point
An in-house venture of a family office. The product was built, the operating team had no marketing or sales experience. Funding depended on proof of market within weeks.
02
Brief
- Build lead generation
- Establish sales logic, process and messaging
- Align sales to pace, KPIs and efficiency
- Introduce CRM, funnel and performance metrics
03
Approach
- B2B marketing strategy built for fast tests
- Inbound funnel plus paid leads
- Young sales team with onboarding, pitch training and KPI setup
- Clear milestones for proof of market
04
Result
- Weekly revenue multiplied within twelve weeks in a new segment
- Proof of market in under three months
- Commercial team grown tenfold
- Lead cost halved, time to first deal under five days