The platform / Go-to-market
Go-to-market.
A working sales operation, not a slide deck. Codified, embedded, and measured against revenue compounding.
Most European B2B SaaS companies under-invest in commercial discipline relative to their American peers - not by intention, but by absence of the operating playbooks. We deploy GTM specialists embedded into portfolio companies. The deliverable is a working sales operation that runs after we leave.
Where we deploy
- Pricing and packaging. Tier design, currency localization, contract conventions per geography, the discipline of saying no to one-off concessions.
- Sales motion design. ICP segmentation, qualifying frameworks, hand-offs from founder-led to repeatable rep-led selling.
- Partner-channel strategy. Particularly relevant for the German Mittelstand, Nordic enterprise, and UK partner ecosystems.
- Customer success architecture. Health scoring, expansion playbooks, the disciplines that move NRR from 95% to 115%.
- Outbound infrastructure. Tooling, sequencing, list quality, the unglamorous infrastructure work that compounds.
What we measure
Magic number. Payback period. NRR cohort decomposition. Sales productivity per rep. CAC by channel and segment. We measure these monthly and review quarterly against the operating thesis.