Case Studies

Situation

A fast-growing, YC-backed technology platform had built a strong product and was gaining traction with customers globally. The founding team identified a transformative partnership opportunity with one of the world's largest technology companies – one that could materially accelerate distribution and credibility. But the target organization was large, complex, and notoriously difficult to navigate from the outside.

The client had no existing relationships at the right level, limited understanding of how the OEM's internal decision-making worked, and no framework for positioning the partnership in terms the other side would find compelling.

Approach

• Stakeholder Mapping: Identified and profiled key decision-makers across multiple divisions and geographies within the target organization, establishing who owned the relevant partnership decisions and how internal approvals flowed
• Positioning Strategy: Developed the commercial narrative – reframing the client's value proposition in language aligned with the OEM's strategic priorities and internal metrics, rather than the client's own product language
• Engagement Sequencing: Designed a phased approach to relationship building, from initial outreach through to executive-level meetings, with messaging tailored to each stakeholder's role and incentives
• Executive Introductions: Facilitated direct introductions at C-level and senior director level, including an in-person meeting between principals from both organizations

Outcomes

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