Oper Credits’ Post

Rethinking Enterprise Sales Motion: Lessons from Oper Credits' European Expansion We spoke with Geert Van Kerckhoven, CEO of Oper Credits, about scaling enterprise SaaS across Europe. Here are the key go-to-market lessons from their journey: → Kill your SDR program. "Having really junior people just cold calling everybody every day really didn't generate any meaningful relationships." They shifted to a full-stack sales approach better suited for enterprise deals. → Let design partners shape your roadmap. Rather than chasing quick revenue, they found one strategic client willing to act as design partner within three months. This early partnership created the blueprint for future enterprise deals. → Build for multi-region scale. They validated their pan-European vision by building a single codebase that now supports six different markets, enabling rapid expansion while maintaining product consistency. → Package sales conversations into content. When new sales reps noted the founding team's expertise in client meetings was unmatched, they transformed that knowledge into detailed market reports and analysis. → Stay in the sales trenches. Studying $50-100M ARR companies revealed founders remained heavily involved in major deals: "Founders of 100 million ARR banking core banking technology company, that founders still knew all the big clients." These insights from Oper Credits demonstrate how rethinking conventional enterprise sales wisdom can enable faster scaling across complex markets. Listen to the full conversation with Geert Van Kerckhoven on Category Visionaries to learn more about their approach to enterprise expansion. https://lnkd.in/ef33FQ7M