Feb 2021 – Present · 5 yrs 1 mo

• An actionable account-based marketing playbook and training to consistently land sales opportunities with your dream clients in 6 weeks or faster.
• Cut through the noise and get busy decision makers to respond to your campaigns without spammy outreach, wasting money on enterprise tech stack or expensive ip-based advertising, and significant shifts in the company’s organization.
• The account-based marketing strategy and campaigns we are sharing in this playbook can be executed by a team of 2 people (1 marketer + 1 sales) on a Ramen budget.

Aug 2020 – Present · 5 yrs 7 mos · Remote

• At Fullfunnel.io we are growing B2B companies with long and complex sales cycles since 2006.
• We were and still are “in trenches”, know the lowdown of these businesses, and bring to the table our 30+ years of combined experience and knowledge.
• I've been selling and marketing B2B tech and services since 2006.
• What makes Fullfunnel.io different?
• 1. Ins and outs of selling to enterprise
• Coming from the mid-market and enterprise world, I know all the ins and outs of selling to these segments: the research and evaluation processes, decision-making procedures inside the buying committee and the approval workflows.
• We’ve been there, done that, and know how to generate opportunities with these segments and influence the decision-making processes.
• 2. Niche experience
• While we could help many B2B business, since 2007 we focus exclusively on two verticals: high-value B2B tech (enterprise SaaS, blockchain technology, hardware) and service-based companies (software development, consulting, cybersecurity, DevOps as a service, etc).
• We were and still are “in the trenches”, know the lowdown of these businesses, so you’ll get access to 30+ years of our combined experience and knowledge.
• 3. Knowledge transfer and in-house operations
• We believe that the real growth can only be driven in-house. You need to have people who are in the trenches every day, talking to customers, experiencing the sales hurdles, refining the messages and positioning.
• We join your team as external marketing advisors, provide consistent support and training including step-by-step playbooks, templates, marketing and sales dashboards, tech stack and process maps.
• As a result, you get an evergreen in-house growth engine.

Oct 2013 – Apr 2014 · 6 mos · Brussels Area, Belgium

• Your new business went online yesterday and you've got a marketing budget of zero. How are you supposed to create a movement around your product? How can you get to your first thousand - or million - customers? Starting from zero, it feels impossible. Enter the growth hacker. You may not have heard of growth hacking yet, but you've certainly used the billion dollar brands built by it: Hotmail, AirBnB, Facebook, Dropbox, amongst many others. This group is for people who want to adopt the growth hacker mindset. It is all about sharing hands-on tactics that bring you results.

Dec 2011 – Aug 2014 · 2 yrs 8 mos · Brussels Area, Belgium

• We're a group of entrepreneurs taking lean startup and customer development techniques to practice in our startups. We're ready to talk implementation and share data from our experiments.
• http://www.meetup.com/lean-brussels/
• Every meetup addresses a different (lean) startup topic (minimum viable products, go to market, sales for startups, customer interviews...)
• Most startups fail not because they fail to execute and build their product, but because they fail to build a viable business around it. Lean startup helps us validate our business model as fast as possible. Lean startup is a collection of techniques built around maximizing validated customer learning thought fast Build/Measure/Learn iteration loops.
• The Lean Startup is a trademark and service mark owned by Eric Ries.*

Nov 2011 – Jul 2020 · 8 yrs 8 mos · Belgium

• Helping B2B entrepreneurs install a reliable process to predictably fill their pipeline with high-value clients.
• Scale XL process addresses the 4 critical challenges of client relationship building:
• 1. TARGETING: identify, target and engage with more of YOUR business’ ideal potential clients, not someone else’s.
• 2. ATTRACTING: define, create and communicate compelling messages that cut through the noise and clearly establish your business as a natural answer to your ideal potential client’s problems.
• 3. QUALIFYING: qualifying which prospects are ideal for YOUR business and which of them are ready, and then applying different processes to sales-ready leads and those that need nurturing.
• 4. ROI: fix low return and underwhelming results of B2B marketing
• Scale XL relies on a process to build relationships with more key decision makers in your market by targeting, attracting and nurturing your ideal clients, not someone else’s.
• And if your business is anything like 100+ niche B2B software and service companies I’ve helped before, it’s likely that my methodology could help you do just that.
• To find out if this process can work for your business, feel free to get in touch here, or visit our website at scalexl.com.

Sep 2011 – Apr 2014 · 2 yrs 7 mos · Brussels Area, Belgium

• Grant Snap is an online service that helps you get your innovation funded by providing guidance in preparing winning R&D grant proposals.
• €375 billion gets granted annually in the EU. Get your share.

Jul 2006 – Nov 2012 · 6 yrs 4 mos

• I help software companies in different phases of product development and innovation:
• For entrepreneurs: to turn their ideas into viable product concepts by applying customer development and lean startup™ methodologies
• For companies building product for early adopters: introduce flexibility needed to quickly respond to new opportunities and changing customer requests
• For companies shifting their focus from customer to market: to master product management
• For companies established in a market: to deal with increasing product complexity and how to differentiate through innovation

Sep 2004 – Jul 2006 · 1 yr 10 mos

• Development activities (middleware components of a distributed data storage system, test management system, framework and tools used for automation of system tests)
• Participating in introduction of agile methodologies in two R&D teams and setting up test automation infrastructure

Jan 2000 – Jan 2004 · 4 yrs

• Participating in the transition of an R&D team into a product development organization
• Development activities (several packages of DVB MHP standard for digital television, an integrated environment used for development, execution and automatic reporting of functional tests for digital television)
• Setting up a test department (conceiving a test strategy and infrastructure, test specifications/reviews, recruiting, supervising and training of testing personnel)

Sep 1998 – Sep 2000 · 2 yrs

• Conducted Exercises (Compiler Construction, Operating Systems, Data Structures and Algorithms, Introduction to Programming)
• Research projects (experimental language compiler, threading scheduler, educational software)
• Managing student’s projects (OO design, compiler constructions, and computers in education)