Climate Risk Geospatial Analytics GTM Ramp‑Up
Client Snapshot
45‑person startup delivering climate‑risk geospatial data & stress‑testing analytics to risk, sustainability, and ESG teams at banks, REITs, private‑equity firms, global corporates, and Big‑Four consultants
Engagement
Fractional VP / North‑American sales leader to launch flagship product and build enterprise pipeline.
GTM Challenge
Regulation‑driven demand (SB‑261, IFRS, TCFD) was an opportunity, but the company lacked a repeatable GTM, sales assets, and outreach engine to seize the window before larger incumbents moved in.
Key Moves
- Strategic Leadership: Ran customer‑discovery sprints, crafted value proposition, and defined laser‑focused ICP across financial‑services & corporate segments.
- Sales Enablement: Created 3 demo formats, 5 case studies, elevator pitch, and one‑pagers; trained team on narrative to ensure message consistency.
- Operational Efficiency: Built scalable HubSpot + Seamless.ai campaigns with regulation‑specific CRO/CSO messaging, generating highly targeted lead lists.
- Market Execution: Conducted 45+ intro, demo, and consultative calls with Tier‑1 banks, private companies and climate/ ESG consultancies.s.
Impact Delivered
- Generated $450 K+ in new opportunities from 60+ high‑level introductions and demos within the first quarter of product launch.
- Closed six Proof of Concept trials and created an additional $200 K pipeline with leading financial institutions.
- Established a structured playbook and enablement toolkit that scaled outreach without adding headcount.
CEO Takeaway
Regulation waits for no one. This engagement turned urgency into a repeatable revenue engine before bigger competitors could react.
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