Solution

Vollardian assumed a Commercial Director role to build and implement the go-to-market strategy. This involved investigating key market segments, setting up a CRM, developing all sales collateral, and managing a multi- channel outreach campaign to secure initial customers.

Key solutions implemented included:

• Market Segmentation & CRM: Conducted market segmentation for Human & Pet sectors and set up Hubspot CRM with populated leads.

• Sales Collateral: Developed a full pitch deck and all sales collateral required for outreach.

• Multi-Channel Outreach: Launched and managed an iterative outreach campaign to over 400 contacts, achieving a 9% response rate.

• Commercial Validation: Booked meetings with key industry brands (e.g., Blackmores, Lyka, True Protein) to validate market appetite and secure first customers.

Results

The product was taken from a 5-year R&D phase to being revenue-positive in under 6 months:

• 24 Pitch Meetings Booked: Proved commercial appetite by securing 24 meetings with industry leaders and brands (e.g., Blackmores, Lyka, True Protein).

• First Revenue in <6 Months: Took the product from a 5-year R&D phase to commercial sales, landing the first customer and two others in final negotiation.

• 420 Contacts Targeted: Identified and targeted 375 companies across Human and Pet Nutrition, with a 9% response rate from initial outreach.

• Commercial Playbook Delivered: Built an internal sales playbook (CRM guide, templates, pitch decks) to hand over a repeatable commercialisation process.

Testimonial

"Vollardian built our entire commercial engine from scratch. Their market validation and targeted outreach were key to landing our first customer so quickly"

– CEO, SeaO2 Nanno