Copla
The commercial function for a GRC and compliance platform, built from scratch, serving regulated fintechs, banks and CASPs across DACH, Benelux and CEE. The most recent run, and the template for this practice.
A strong compliance platform at Series A, selling into one of the most scrutinous buyer sets there is, regulated financial institutions. What was missing was the commercial function itself: a repeatable engine, a forecastable pipeline, and a GTM that could speak the language of DORA, MiCA and NIS2 with credibility.
- Built the commercial function from scratch, process, pipeline, forecast
- Rolled out MEDDPICC as the qualification framework across every deal
- Stood up the HubSpot pipeline with deal-stage criteria that hold
- Built a partner channel through German law firms (the Kanzlei referral model)
- Carried event presence from Frankfurt to Berlin
Going into a regulated category, the GTM has to speak the buyer's world from day one. At Copla I built that fluency into how the product was sold, so it carried weight with a hard audience.
Gijs Bos, on building for regulated buyersA commercial engine the company owns, pipeline, qualification, channel.
MEDDPICC embedded, a HubSpot pipeline that forecasts, and a partner channel that keeps producing. The hard-won domain fluency lives in how the product is sold, so it stays with the team.