UK-origin crypto compliance company. $5.6M in new revenue. Demo-to-close conversion improved by 22% in 12 months.
Situation
Elliptic was a Series A crypto compliance platform entering the U.S. with strong technical capability in a category still earning the trust of financial institutions. The challenge was not simply awareness. Elliptic needed to identify where its credibility could transfer, translate its technical authority for distinct U.S. buyer segments, and give regulated buyers enough confidence to act.
Task
Choose the U.S. segments Elliptic could win, explain its value in terms regulated buyers cared about, and focus sales and marketing on those accounts.
Approach
Segmented the market around traditional financial institutions and mid-market crypto companies rather than treating it as one broad category
Sharpened the positioning and enterprise story around the priorities and proof requirements of each buyer segment
Worked closely with the CRO and sales team to concentrate account-based demand generation on the right target accounts
Built an integrated field, content, thought-leadership and PR program tied to enterprise growth
Used executive events, workshops, persona-specific content and personalized sales motions to strengthen buyer engagement
Secured coverage across 15 major publications and media platforms, including Bloomberg and Cheddar TV, to build trust in the company and the emerging category
Result
Contributed $5.6M in new revenue
Improved demo-to-close conversion by 22% in 12 months
Achieved 72% account engagement globally
Helped establish Elliptic as one of the top two companies in its category
What this means for you
Success in another market does not guarantee that U.S. buyers will see the same value.
Start with the buyers most likely to trust your existing track record. Explain the product in terms that matter to them, then focus sales and marketing there. Otherwise, more meetings may create activity without producing revenue.