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HeroGrowth

Yseop

Mission Length: 24 monthsOverview: Turned the US subsidiary of a French AI company profitable in 8 months by focusing on Enterprise sales. The Problem:The company board decided to grow from Growth at all costs to Profitable Growth. This meant that growth had to be maximized with costs minimized, requiring a change of strategy.The Solution/Our Method: Audit the situationDefined the Job to be Done in a new market environment. Yseop is a Natural Language Generation engine that turns complex data into easy-to-understand text. ChatGPT for your spreadsheets.We realized that most customers were using the tools to add a layer on top of complex dashboards.Strategies and Identify HypothesesBased on our Audit, we repackaged Yseop from a developer tool to a Dashboard plugin that can be extended.Test hypotheses, Learn, and Refine.Marketed a new product called "Savvy" at Business Intelligence events, closed smaller deals using a plug-and-play solution, and focused 100% of our sales on upselling Enterprise accounts. Account-based marketing targeted towards major BI vendors, and a lobbying effort with Gartner was organized. Result:Grew ACV from $40k to $120k.Closed some of the most significant BI vendors in the world and their customers.Sold OEM deals to allow BI Vendors to resell our solution white-labeled.

Customers included Qlik, Oracle, Citibank, Moody's, Sanofi, PepsiCo

Closed Major Accounts in the US for French AI startup

Charm.io

Objective: Rebrand the company and launch a new partner marketing channel&nbsp;Overview: <a href="http://Charm.io" rel="noopener noreferrer nofollow" target="_blank">Charm.io</a> is an American e-commerce data company founded by the team that created Google Drive. The company had solid organic growth with a freemium model but needed to grow conversions to paying customers to become profitable.&nbsp;The Problem: Charm’s growth was driven by word of mouth and had no real marketing effort. Our mission was twofold: rebrand the company during an acquisition and launch a new customer acquisition channel for paying customers.&nbsp;<h2>Our Solution:</h2> Rebrand the company&nbsp;<ol><li> We positioned Charm as insights and data to help any e-commerce brand build its market strategy.&nbsp;</li><li>We translated the brand into a new clean look and feel on their website, new content, and a new tech stack on the back end.&nbsp;&nbsp;&nbsp;</li></ol><div class="image-container"><div class="image-row-wrapper"><div class="image-wrapper"><img src="https://cdn.collective.work/clfjryida0p3n5ved9qtxabfi.png"><div class="image-overlay"></div></div></div></div>Build and deploy a partner marketing strategy&nbsp;<ol><li>Charm focused on partner marketing to build a low CAC, highly scalable channel. We built and deployed the strategy targeting e-commerce SaaS companies and e-Commerce consultancies.&nbsp;&nbsp;&nbsp;</li></ol>&nbsp;<ol start="2"><li> Our partner marketing strategy was built not just on identifying and getting partners to sign up, but on onboarding and training them to help them get their first sale quickly. This took the form of comarketing campaigns which we built and oversaw for Charm and their partners.&nbsp;</li></ol>Biweekly Sprints to test and learn<ol><li>We used two-week sprints to test messaging and track sign-ups.&nbsp;</li><li> Over eight sprints, we built, delivered, trained the team, and tested the partner strategy.&nbsp;&nbsp;</li></ol> Built &amp; Deployed Minimum Viable Tech Stack for scalability&nbsp;<ol><li>We codified the partner onboarding process in the company Confluence and built the process into HubSpot.</li><li>We delivered a weekly reporting dashboard that allowed them to track results.</li></ol>Train and hand off when a repeatable process is reached<ol><li>After a few months, we handed it off to an internal team.&nbsp;</li></ol> Results:&nbsp;<ol><li>Leveraged the Acquisition as an opportunity to reorganize the company’s sales &amp; marketing funnel.</li><li>Signed $800 ARR in new revenue from partner marketing in 60 days.</li></ol>

Product strategy

Marketing Strategy

Branding Strategy

LandingScale Up American Startup’s Marketing & Find New Acquisition Channel   page for a SaaS B2B

Crayon

Objective: Launch a New Data &amp; AI Enterprise Offer in Switzerland Overview:Crayon is an IT consultancy and one of the world's top 10 largest Microsoft Partners. The company is headquartered in Norway and has over 3,700 employees in 46 countries. They wanted to launch a new offer around digital transformation, big data and AI. The idea was to start in Switzerland and then go global.&nbsp; The Problem: Crayon’s data and AI offer wasn’t one solution but a set of differentiated technologies. They needed a discovery process to identify the use cases that made the most impact. Moreover, they didn’t know how to sell this offer because junior salespeople weren’t able to run the discovery process.&nbsp;&nbsp;<h2>Our Solution:</h2>Build a Sales and Marketing Process&nbsp;<ol><li> Having worked with several data technology companies looking for the easiest ICP to begin sales, we built them a sales and marketing process along with checklists for the junior salespeople, scripts, and a straightforward buyer journey.&nbsp;</li><li> We then trained the team on the buyer journey.&nbsp;&nbsp;</li></ol><div class="image-container"><div class="image-row-wrapper"><div class="image-wrapper"><img src="https://cdn.collective.work/clfjj54w70jkt5vba7525by7g.png"><div class="image-overlay"></div></div></div></div>Draft a Go To Market plan with Top - Mid - Bottom Funnel Conversion strategies<ol><li>Next, we wrote a go-to-market strategy for them. This focused primarily on the top of the funnel, leveraging thought leadership, partner marketing and events. We positioned them as a thought leader in enterprise AI deployment in the Pharma, Banking, Energy and Construction sectors. Our strategy packaged their discovery phase into a free ‘AI Audit’, which we then marketed to both the bottom and top of funnel.&nbsp;&nbsp;</li></ol><ol start="2"><li> Our bottom-of-funnel strategy mainly focused on the AI audit since we found that generic AI bottom-of-funnel campaigns can generate too many ‘tech tourists’, leads who are interested in AI but have no budget. The AI Audit allowed us to quickly separate the tourists from the buyers because we asked detailed questions about the buyers early on.&nbsp;</li></ol>Biweekly Sprints to test and learn<ol><li>We used two-week sprints to test messaging in the paid campaigns around the AI Audit.&nbsp;</li><li>Over four sprints, we built, delivered, trained the team and tested the go-to-market strategy.&nbsp;&nbsp;</li></ol>Built &amp; Deployed Minimum Viable Tech Stack for scalability&nbsp;<ol><li>We codified the sales process in the company Confluence and built the process into Microsoft Dynamics, which they used as a CRM.&nbsp;</li><li>We delivered a weekly reporting dashboard that allowed them to track results.Train and hand off when a repeatable process is reached.<ol><li>After three months, we handed it off to an internal team.</li></ol></li></ol><h2>Results:&nbsp;</h2><ol><li>Delivered a completely new offer to the market in 90 days in a multi-thousand-person company.&nbsp;</li><li>Built lead generation from 0 per month to 30+ per month SQLs (70+ MQLs) in the target markets</li><li>Crayon now offers their Data and AI Solutions globally, following the sales and marketing process.</li></ol>

User Research

Strategy Consulting

Launch of new Data & AI Offer with a Global Tech Consultancy 

VideoRunRun

Objective: Build US Sales &amp; Marketing for French Adtech Startup&nbsp;Overview: VideoRunRun (VRR) was successful in France but needed to launch in the US to grow further because the French market was saturated. Our mission was to build a US go-to-market MVP and get their first US reference so they could raise money to scale the US.&nbsp;&nbsp; The Problem: Their marketing was all in French, and their offer didn’t address business problems. Instead, it talked about the technology, their French references (which were impressive, but US companies wouldn’t know them), and the profile of their founders. The challenge was how to market in the US.&nbsp;<h2>Our Solution:</h2>Rework the Value Proposition for a US audience.<ol><li>We reworked their positioning to target Amazon FBA acquirers who needed to grow their newly acquired businesses 10X but saw decreased ROI from Facebook ads due to changes to Apple IOS that stopped Facebook from capturing data.</li><li>We positioned them as thought leaders in why Facebook Ads ROI was falling. We argued that due to GDPR, a European company was uniquely placed to help with this issue.&nbsp;&nbsp;</li></ol><div class="image-container"><div class="image-row-wrapper"><div class="image-wrapper"><img src="https://cdn.collective.work/clfjijy310ix15vba4qi62ddg.png"><div class="image-overlay"></div></div></div></div>Draft a Go To Market with Top - Mid - Bottom Funnel Conversion strategies.<ol><li>Our top-of-funnel strategy centered on educating Amazon FBA Acquires about Facebook Ads changes. We did this with paid ads and content.&nbsp;</li></ol><ol start="2"><li>Our bottom-of-funnel strategy was email marketing and cold calling.&nbsp;</li></ol>Biweekly Sprints to test and learn.<ol><li>We used two-week sprints to test messaging for the email campaigns&nbsp;</li><li>Over three sprints, we refined the message to one with a high response rate, and we reached 20+ qualified meetings per month.&nbsp;</li><li>We delivered English-language marketing materials and English-language videos explaining how the software worked.&nbsp;</li></ol>Built &amp; Deployed Minimum Viable Tech Stack for scalability&nbsp;<ol><li>We wrote and launched their English Language website&nbsp;</li><li>We delivered a weekly reporting dashboard that allowed them to track results Train and hand off when a repeatable process is reached.a. After six months, we handed it off to an internal team.</li></ol><h2>Results:&nbsp;</h2><ol><li>Signed a deal with one of the biggest US Amazon FBA acquirers who could use their solution with up to thirty companies.</li><li>Built US lead generation from 0 per month to 20+ per month SQLs (100+ MQLs)</li><li>Proved that VRR, with our positioning, could be successful in the US market</li></ol>

Build a US Marketing MVP For a French AdTech 

AxSemantics 

Objective: Reposition and Launch German Startup in the Pan-European and US Markets&nbsp; Overview: AX Semantics is a German AI startup that had been successful in the German market selling its solution with a horizontal approach and no specialisation in any vertical.&nbsp; The Problem: They had been able to leverage their personal networks and local events to hit aggressive growth goals. We like to call this ‘hero sales’, where the founding team sells using their networks and charisma. The problem is that charisma doesn’t scale, and you can’t clone the founders! They needed to open the pan-European and US markets, and to do so, they needed a better-defined value proposition and USP, along with a scaleable marketing strategy.&nbsp;&nbsp;<h2>Our Solution:</h2>Rework the Value Proposition and USP to Target a Clear Problem<ol><li>We reworked their positioning to target the e-commerce market and CRO (conversion rate optimisation) and personalisation of product pages. In the e-commerce space, companies needed not only to drive conversions but to use the data they had on customers to personalise the experience and upsell.&nbsp;</li><li>AxSemantic’s AI-powered text generation software was uniquely placed to leverage the data, personalise the customer experience and drive conversions.&nbsp;&nbsp;&nbsp;</li></ol><div class="image-container"><div class="image-row-wrapper"><div class="image-wrapper"><img src="https://cdn.collective.work/clfifion90asy5wgo7tvk3i9w.png"><div class="image-overlay"></div></div></div></div> Draft a Go To Market with Top - Mid - Bottom Funnel Conversion strategies.<ol><li>Our top-of-funnel strategy focused on the problem of conversion rates in e-commerce. These companies spend vast amounts on CPC campaigns, but the conversion rates are dismal. We positioned AxSemantics as a thought leader in the space and around this problem. This was done with content marketing, events and a very small amount of paid ads.&nbsp;</li></ol><ol start="2"><li>Our bottom-of-funnel strategy was quite limited because very few people were looking for their solution, but we focused on a very small set of keywords related to CRO with a microtargeted paid ad campaign.&nbsp;</li></ol> Biweekly Sprints to test and learn<ol><li>We used two-week sprints to test messaging in the paid campaigns.&nbsp;</li><li>Over four sprints, we refined the message to one that had a high response rate.&nbsp;</li><li>We delivered English-language marketing materials and English-language videos explaining and focusing on the problems they solved.&nbsp;&nbsp;</li></ol>Built &amp; Deployed Minimum Viable Tech Stack for scalability&nbsp;<ol><li>We wrote and launched a new offer around product page optimisation</li><li>We delivered a weekly reporting dashboard that allowed them to track results</li><li>We used Instapage and their bespoke internal marketing automation tools to build a nurture campaign for top-of-funnel leads. Train and hand off when a repeatable process is reached.<ol><li>After nine months, we handed it off to an internal team which we helped onboard</li><li>We took monthly calls for three months following the project to support the new team</li></ol></li></ol><h2>Results:&nbsp;</h2><ol><li>Delivered a completely new offer to the market in 90 days.&nbsp;</li><li>Built lead generation from 0 per month to 60+ per month SQLs (100+ MQLs)</li><li>Three years later, AxSemantics is a leader in the e-commerce space, and the majority of their revenue comes from e-commerce, whereas before us, they had no e-commerce customers.&nbsp;</li></ol>

Wordpress

Product Launch in the US and European Market 

<h1>Company Launch for US &amp; UK&nbsp;</h1>Overview: Our team worked on a six months project to launch a new AI brand in the US and UK markets.&nbsp;The Problem: 3AI’s software came from the same research workgroup at UCL that created DeepMind. The team had a stellar group of founders from finance and academia, but they had no marketing at all. No website, no materials, no position, and no plan.&nbsp;Our Solution:<ol><li>Build their Proposition and marketing materials for a US and UK audience<ol><li>We positioned 3AI as an explainable AI solution for the equities market that helped traders to understand future performance and drive alpha.&nbsp;</li><li>We built their website, implemented HubSpot and Salesforce, and wrote their marketing materials.&nbsp;</li><li>We produced a series of videos introducing the company and discussing how explainable AI worked.&nbsp;</li></ol></li></ol><ol start="2"><li>Draft a Go To Market with Top - Mid - Bottom Funnel Conversion strategies.<ol><li>Our Top-of-funnel marketing was driven by content marketing, paid, and events. We found that equity traders had been burnt by AI or were afraid of it; our focus was on explainable AI to help them feel more comfortable. We pushed this with video, telegram channels (with stock performance hints), content, and paid ads.&nbsp;&nbsp;</li><li>Our bottom-of-funnel strategy was limited but focused on people looking for intelligent alpha tools.&nbsp;</li></ol></li></ol><ol start="3"><li>Biweekly Sprints to test and learn<ol><li>We refined our messages and worked with the founders on a biweekly basis to deliver the website and tech marketing stack.&nbsp;</li></ol></li></ol><ol start="4"><li>Build &amp; Deploy Minimum Viable Tech Stack for scalability.&nbsp;<ol><li>We built and deployed a content marketing and nurture campaign using HubSpot. A CRM and reporting with Salesforce and a strategy for Telegram where we built lists and shared information directly with traders.&nbsp;</li><li>We built a reporting dashboard in HubSpot using data from Google Ads, Facebook and LinkedIn Ads, and the nurture campaigns and website traffic.&nbsp;</li></ol></li></ol><ol start="5"><li>Train and hand off when the repeatable process is reached.<ol><li>We trained their new internal team and handed off the marketing machine after six months.&nbsp;</li></ol></li></ol><h2>Results:&nbsp;</h2><ol><li>Successfully launched a new brand in 6 months.&nbsp;</li><li>Generated first 100 leads in target markets (resulted in deals with Barclays, Goldman, and others).&nbsp;</li><li>Proved the positioning and the marketing funnel with test campaigns&nbsp;</li></ol>

Helped launch an Artificial Intelligence powered trading software for the biggest banks in the world.

Web Design

Content Strategy

Launching Marketing in UK & US

Spotta

Overview: Our team worked for a startup from Cambridge University called Spotta. Spotta used IOT devices and Machine Learning powered computer vision to spot pests in farms.&nbsp;&nbsp;Mission Length: 6 months The Problem: Spotta’s target buyers do not exist in Europe, as farms are generally too small. Spotta had one customer in Saudi Arabia and one in the US. They wanted to build their marketing for the US but had no internal resources or knowledge of the market or culture. What’s more, their positioning was all about their product and techniques. They discussed computer vision, AI, and IOT, not the problems they solved. They needed a marketing machine to show traction to VCs.&nbsp;&nbsp; Our Solution: <ol><li>Rework the Value Proposition for a US audience<ol><li>We positioned Spotta as a tool to cut costs and reduce pesticide use in the USA. &nbsp;</li><li>We relaunched the brand targeting agricultural conglomerates in the US.&nbsp;</li></ol></li></ol><ol start="2"><li>Draft a Go To Market with Top - Mid - Bottom Funnel Conversion strategies.<ol><li>Our Top-of-funnel marketing was driven by content marketing, paid, and events. Most of our work was talking about challenges in the space, cost-cutting and new regulations around pesticide use (in the US). </li><li>Our bottom-of-funnel strategy was limited since few people were looking for this product. Instead, we built a nurturing campaign to take our top-of-funnel leads, educate them and turn them into buyers.&nbsp;</li></ol></li></ol><ol start="3"><li>Biweekly Sprints to test and learn<ol><li>We refined our message and identified that the threat of regulation was a significant driver in the US. </li></ol></li><li>Build &amp; Deploy Minimum Viable Tech Stack for scalability.&nbsp;<ol><li>We built and deployed a content marketing and nurture campaign using HubSpot.&nbsp;</li><li>We built a reporting dashboard in HubSpot using data from Google Ads, Facebook, and LinkedIn Ads, the nurture campaigns, and website traffic.&nbsp;</li></ol></li><li>Train and hand off when the repeatable process is reached.<ol><li>We trained their new internal team and handed off the marketing machine after six months.&nbsp;</li></ol></li></ol><h2>Results:&nbsp;</h2><ol><li>10X lead generation.</li><li>Successfully built a marketing machine that helped them raise money&nbsp;</li><li>Proved messaging and GTM strategy and ROI</li></ol>

Generate scalable traction to allow them to raise capital

US Marketing MVP

Yardline

Mission Length: 5 monthsOverview: Our customer built their business on paid ads and branding alone. When the paid ads stopped working, they were left with a monthly Ads bill of $100K and no sustainable or scaleable customer acquisition channel.&nbsp; The Problem:Paid ads space has gone through a massive disruption. This is due to privacy changes rolled out by Apple and then Google, coupled with the oversaturation of paid ads. It means that Facebook ads don’t offer the same ROI they once did.&nbsp; The Solution/Our Method:Audit the situationDefined the Job to be Done in a new market environment. Our study included interviews &amp; data collection to understand what main innovation trigger leads to demand.Strategies and Identify HypothesesBased on our Audit, we identified that leveraging partnerships may be the best way forward. We worked on quick wins to prove we were heading in the right direction. Test hypotheses, Learn, and Refine.Ran a test campaign of webinars &amp; newsletters with partners&nbsp;Delivered functional website&nbsp;Build Marketing Tech Stack&nbsp;We build a reporting system to track ROI, CAC, and CPL across all channels. Result:Decreased CAC by 38%,The business grew more resilient as it went from Facebook dependence to Ecosystem-led acquisitions.

We deployed a 90-day game plan when Facebook Ads ROI dropped. 

Turn Around US Customer Acquisition 

Vegora

<h1>Ouverture de Filiale US dans le marché de la Santé Connectée</h1>Mission Length: 12 moisOverview: Our customers needed to close Silicon Valley Digital Health startups to maintain their growth rate, yet we worked on a tight budget. They brought us in to be strategic and generate traction quickly.The Problem: Silicon Valley has "NIH syndrome" (i.e., Not Invented Here). The ecosystem looks down upon any company, not from the Bay Area. Our customers needed to rework their positioning and marketing to become a Silicon Valley company that could be trusted. The Solution/Our Method:Audit the situationWe defined the Job to be Done in the United States, which is very different from Europe. Our study included a deep dive into US Health regulations to understand what main constraints &amp; innovation trigger leads to demand.Strategies and Identify HypothesesBased on our Audit, we identified the key Silicon Valley customers that made our Target List and drafted a Sales plan for each Account. We combined this effort with a list of conferences to attend to meet the Digital Health ecosystem.Test hypotheses, Learn, and Refine.Ran a sales campaign, helped our customer prepare two tradeshows, and closed our first major US customers, which opened the doors to the sector. Result:They signed one Digital Health unicorn. Thanks to their references and pipe, the customer was acquired less than 12 months after we began working together.

Our customer was acquired 12 months after we began working together.

Procurement

Help Digital Health startup get acquired.

Nous sommes franco-américains, experts en ouverture de filiale aux US.Nous vous aiderons à trouver vos premiers clients, définir votre Go To Market et embaucher vos premiers CSM, AVANT d'investir massivement. Une début de traction aux US est un très bon moyen de préparer votre prochaine levée de fonds/demande d'aides BPI.

American Marketing for French Companies 

Turn a US tradeshow into Meetings. We prepare the event, pitch your products and deliver qualified leads.

US Events - Pay for Performance

Sign your first 10 B2B customers in the US BEFORE you open your branch.

Minimum Viable (US) Sales

We'll deliver the marketing material you need to succeed in America.

Minimum Viable (US) Marketing

We can help you set up a US corporation, open a bank account, find the right insurance policy, and recruit the accountant that keeps everything in order.

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