Nicolas Rigaud, B2B Marketing and Ops consultant for tech and industry
A revenue engine that runs, from demand to forecast.
I help leaders and sales and marketing teams at B2B companies build a steady pipeline and steer their revenue.
Results delivered in house The detail
- €1MARR addedBonitasoft
- €3MARR from new segmentsStreamdata.io
- 90 to 30 dayssales cycle lengthUnited Robotics Group
- 50,000community membersSoftBank Robotics Europe
What I work on
Strategy
- Positioning and messaging
- Segmentation, target and offer
- Move from PLG to SLG
- Marketing and sales plan
Demand creation
- Campaigns and content
- Inbound: intent signals, SEO
- Webinars and physical events
- Trade shows
- Partner enablement and co-marketing
Operations and steering
- Marketing, sales and customer success alignment
- CRM and shared funnel
- Scoring, forecasting and dashboards
- Automation and AI
Work together
If you don't know where to start, start with the assessment.
Assessment
An outside look at your revenue engine, and where to start.
Includes
- Interviews with marketing, sales and customer success
- Review of the CRM, the funnel and the numbers
- Read of your positioning against the alternatives
- Prioritized action plan, presented to leadership
Project
One defined build, done with your teams and adopted by them.
Includes
- HubSpot portal takeover or rebuild
- Move from PLG to SLG
- Webinar program, trade show or event
- Team training and handover
Fractional marketing and ops lead
I lead and execute with your teams, without a full time hire.
Includes
- Initial assessment
- Strategy, plan and budget
- Execution: CRM, campaigns, events
- Steering of teams and vendors
- A weekly check in, a monthly report
Agencies, funds and incubators
I also work with those who support B2B companies.
Agencies
Your clients ask for strategy, RevOps or events you don't have in house.
- Senior backup on your accounts, as a subcontractor
- Strategy framing, CRM and automation, field programs
- With your teams, under your lead
Investment funds
Your portfolio companies have a good product and get stuck on sales.
- Revenue engine assessment of your portfolio companies
- Support as a project or fractional lead
- One contact for several portfolio companies
Incubators and accelerators
Your startups need their first customers, fast.
- Group workshops: positioning, first channels, CRM
- One to one sessions with founders
- A program fitted to each startup's stage
What I have already built
United Robotics Group
Senior Director Sales & Marketing Operations
2022 to 2026Nine robotics companies acquired across Europe and the US, with no shared commercial infrastructure. Marketing, sales and customer success alignment, digitized acquisition online and offline, lead scoring, forecast method, automation and dashboards, on a single HubSpot instance for 60+ people.
- 3 days to 4 hourslead response time
- +800%MQL to pipeline conversion
- 90 to 30 dayssales cycle length
Bonitasoft
Demand Generation Director
2019 to 2022A strong open source community, but few enterprise contracts. A demand creation program with no ads: buying intent signals, technical SEO, a weekly industry webinar, partner enablement and co-marketing, automation.
- €1MARR added
- +130%inbound pipeline
Streamdata.io
VP Marketing & Partners
2017 to 2018Sole marketing leader, reporting to the CEO. Repositioned a self-serve developer tool toward enterprise sales, and drove distribution through the AWS, Google Cloud and Azure marketplaces.
- €3MARR from new market segments
- +120%channel revenue
SoftBank Robotics Europe
Head of Developer Marketing
2012 to 2017Turning NAO and Pepper into platforms where developers build business use cases: 80+ talks and workshops across three continents.
- 50,000community members
- 50+commercial applications
How I build a revenue engine
Order matters: we don't automate a process nobody has adopted.
- Clear processes that teams actually adopt.For you: everyone knows what to do at each step, and does it.
- A common language across marketing, sales and customer success.For you: a lead, an opportunity, a customer mean the same thing to everyone.
- Digitized actions, on tools that support the processes.For you: analyzable data that shows where it works and where it breaks.
- Automation and AI to replace low-value tasks.For you: a faster pace, and time given back to the team for what needs judgment.
About me
Fifteen years in companies where the commercial playbook did not exist yet: software, robotics, developer tools. I led marketing, demand generation and sales operations there, from a seed stage startup to an industrial group spanning many companies and markets.
I build what I recommend myself, in the CRM as much as in the processes. Based in Paris, on site or remote, in French and English.
Let's talk about where you are.
A first 30 minute video call, free. You tell me where you are, I tell you whether I can help and in what form.