Situation:
Firstbase is a hyper-growth startup, unifying setup management, and retrieval of all the physical equipment remote workers need do great work from anywhere. With success attracting clients from other quickly-scaling startups to multi-billion dollar technology companies, they have attracted investment from leading firms including Kliener Perkins and a16z.
Problem:
As Firstbase continued to expand its team and solution post-Series-B funding, the need for messaging and enablement foundations became more acute. Since Firstbase was defining a new solution category, clear and compelling messaging to the market was a must in order to communicate the significant value of its novel approach.
Solution:
Fluvio quickly embedded an experienced Principal Consultant to accelerate the creation of the product marketing function at the organization, including defining cross-functional roles and responsibilities and creating repeatable go-to-market motions. The messaging and processes developed during the engagement resulted in increased alignment across teams, effective messaging and enablement to support a rapidly-expanding Sales organization, and a solid foundation for product marketing as the company grows.
Client Interview
We sat down and interviewed Firstbase’s Vice President of Product & Design, Ian Cairns to get his thoughts on our work together over the past year.
Ian Cairns
VP of Product & Design at Firstbase
“Fluvio has provided tremendous value as both a strategic thought partner, as well as an exceptional executer and has taken our product marketing practice from zero to one.”
Chris Herd
Founder & CEO at Firstbase
“Fluvio has been a critical partner for Firstbase. Their strategic guidance and executional nimbleness in all things go-to-market have provided indispensable support in key deal and partner conversations”
Who is Firstbase?
Firstbase helps IT, HR, and operations teams make remote work great for their people by supplying them with the physical equipment they need to do their jobs. From laptops to standing desks, the Firstbase platform provides a one-stop shop for employees, as well as the logistics and asset management administrators need to keep track of everything. Firstbase enables the higher quality of life that comes from effectively working from anywhere.
What problems were you encountering that led you to believe a product marketing consultant could help?
We were (and continue to be) growing furiously and needed experienced product marketing professionals to provide the foundation for our go-to-market strategy. The major challenge was our need for high-touch, quality work without compromising the speed and momentum we were experiencing.
How has Fluvio helped you?
Fluvio has provided tremendous value as both a strategic thought partner, as well as an exceptional executer and has taken our product marketing practice from zero to one. They brought deep software product marketing expertise and proven processes and methodologies and tailored them to our unique organization and needs.
What are some of the benefits you’ve experienced since you kicked off the partnership?
Fluvio has brought confidence to our product, marketing, and revenue teams. In particular, they have been instrumental in standing up our sales enablement practice, effectively equipping, training, and supporting our sales team, which grew 2x over the course of our engagement.
What does Fluvio offer that is unique compared to other consulting firms you may have worked with in the past?
Firstly, the speed at which they onboard and acclimate themselves to our business, products, customers, and competitive ecosystem was impressive. Fluvio is not slow!
We also appreciated their unique approach to fully embedding and unifying themselves with our organization; they were truly a part of the team. This allowed them to be involved in key strategic discussions for our business. Examples include building our company narrative and key messaging assets, contributing to our org design strategy, and supporting strategic client, partner, and investor conversations.