Convelio a republié ceci
From Fine Art to Fast Growth: Lessons from Convelio's Journey We spoke with Edouard Gouin, CEO of Convelio, about transforming the centuries-old fine art shipping industry. Here are the key go-to-market lessons from their journey: → Start with controlled risk exposure. Rather than immediately targeting high-value shipments, Convelio set a strict $20K value cap in their first six months. This disciplined approach let them perfect operations before handling $30M pieces. → Use market segments as proving grounds. Instead of pursuing major auction houses, they started with antique dealers in flea markets. This lower-stakes environment became their laboratory for process refinement and service validation. → Turn constraint into advantage. Less initial funding forced deeper customer understanding. As Edouard notes, "You typically would make less mistakes if you have less cash constraints... it forces you to really understand what your clients are expecting." → Challenge growth assumptions. After Series B, they intentionally slowed growth to optimize operations and automation. This counter-intuitive move strengthened their foundation for future scale. → Split services by value threshold. They created distinct offerings above and below $100K, recognizing different market segments needed different service levels. This segmentation enabled targeted optimization. → Test acquisitions through partnership. Before acquiring their UK competitor, they spent 18 months working together. This extended collaboration period validated cultural fit and reduced integration risk. These insights from Convelio demonstrate how methodical market entry and controlled growth can build sustainable B2B success. Listen to the full conversation with Edouard Gouin on Category Visionaries to learn more about their innovative approach to modernizing traditional industries here: https://lnkd.in/dSffeTWG #B2B #StartupGrowth #GoToMarket #VentureCapital #ProductStrategy