What our clients achieved in 2023 (and how we supported them)
In 2023 Olivine had the opportunity to work with 16 new clients in B2B SaaS across CRM, AI, fintech, climatetech, security, cloud infrastructure, blockchain, workflow automation, and more. It's been a whirlwind of a year, and we learned a lot. We’re grateful for the partnerships we’ve forged, the relationships we’ve built, and the experiences we’ve had. As we look ahead to 2024, we’re also celebrating the work we proudly delivered to our clients, along with everything they achieved in 2023.
Kustomer: CRM Industry. Divested from Meta in 2023
Yurts: AI platform. Series A
Mercury: Fintech. Secondary Market Round
Verta: AL platform. Seed funding
Floodbase: Climate Technology. Series A
VIN IQ: Software Development.
Smallstep: Security Industry. Series A
Vultr: Cloud Infrastructure. Privately owned
Darktrace: Cyber Security. IPO
CDP: Environmental Services - Data Disclosure. Not-for-profit charity
Bakkt: FinTech. Post-IPO Equity
SketchUp: 3D software. Venture - Series Unknown
Opal: Computer and Network Security. Series A
Fireblocks: Blockchain, Cybersecurity. Series E
Momentum: Workflow automation platform. Seed funding
Kustomer
What they do: Kustomer delivers faster, richer customer experiences by unifying them through omnichannel messaging and AI-powered automation.
Category: CRM Industry
Company news: Kustomer secured $60M in funding to unleash its potential as a standalone company.
Kustomer needed to revisit their target market, understand where they fit against the competition, and create a fresh story with a unique perspective on the future. Olivine continued its partnership with Kustomer through its transition back to a standalone company by helping shape a new strategic direction. With an emphasis on speed over perfection, Olivine worked quickly to reestablish the fundamentals - working to develop updated personas and a new messaging framework. We also created a new sales deck, ensuring conversations with customers never missed a beat.
Dive deeper into the Kustomer case study.
Yurts
What they do: Yurts is a generative AI platform built for enterprises seeking to integrate AI into their existing workflows seamlessly.
Category: AI
Company news: Yurts announced a $16 million Series A to support its acceleration into the market. Yurts will leverage the capital to continue to build its secure AI platform and expand its technology team.
Olivine played a critical role in Yurts' growth through strategic workshops that forged their initial positioning and aligned new messaging among the founding team. We then translated this foundational work into actionable assets, including a pitch deck, fresh website messaging, a new brand identity, and several sales collateral pieces.
Learn more about our partnership with Yurts.
Mercury
What they do: Mercury is an all-inclusive banking platform designed for startups of any size or stage.
Category: Fintech
Company news: Mercury introduced SAFEs by Mercury, a new feature that enables founders to manage the end-to-end SAFE process straight from their Mercury dashboard.
Within two months, Olivine successfully delivered a comprehensive Personas and Jobs-to-Be-Done report and deck, complete with persona-specific buyer journeys. This valuable resource equipped Mercury with the essential insights needed to tailor their marketing and sales strategies effectively for maximum impact and return.
See our work in the Mercury case study.
Verta
What they do: Verta is an end-to-end GenAI application development platform for all tech-level builders.
Category: AI
Company news: Verta launched Workbench, an all-in-one platform for builders to take their GenAI idea to product fast.
After crafting and refining a new positioning and messaging guide for Verta AI Workbench, Olivine created and designed a new landing page and sales deck to support the company’s launch.
We worked closely with the Verta team to align the new landing page with the rest of their refreshed website designs. The new sales deck used the new positioning and messaging guidelines created by the Olivine team, along with learnings the Verta team gained from testing an early sales deck draft.
Read more in the Verta case study.
Floodbase
What they do: Floodbase is an end-to-end flood data solution for designing and triggering global parametric flood coverage.
Category: Climate Technology
Company news: Floodbase recently announced its partnership with African Risk Capacity Limited (ARC Ltd.) to develop, distribute, and scale parametric flood insurance solutions across Africa. Additionally, they recently partnered with Ag Guard to develop parametric flood insurance programs for Australia and New Zealand.
The Olivine product marketing and design teams helped Floodbase reposition and launch their flood insurance product with an all-new name, logo, and redesigned website. We worked with them to create new website pages, sales decks, and other sales enablement assets to support their go-to-market strategy.
Learn more about our partnership with Floodbase.
Vin IQ
What they do: VIN IQ helps reduce marketing costs and inventory time on lot by using key insights to determine which vehicles need the most promotion.
Category: Software Development
Company news: Vin IQ expanded its team with Bret Barron joining as their new Vice President of Client Success.
The Olivine product marketing and design teams helped VIN IQ by developing new branding, which was then used to refresh the look and feel of their website. We also worked with their team to create new positioning and messaging that was later used to create multiple sales collateral pieces.
Read more in the case study.
Smallstep
What they do: Smallstep is automated certificate management for DevOps.
Category: Security
Company news: Smallstep was named an Overall Leader in KuppingerCole Secrets Management Leadership Compass 2023. The analyst firm recognized Smallstep’s innovation and its modern approach to managing secrets across the enterprise.
Olivine helped Smallstep plan, organize, and execute the public launch of their certificate management project. We also worked with them to extend the product launch plan into a larger go-to-market strategy. This included redefining their core personas, revamping their positioning and messaging, and helping to refine core sales collateral along every stage of their funnel.
See our work in the Smallstep case study.
Vultr
What they do: Vultr is the largest privately held cloud infrastructure provider, delivering unrivaled ease of use, price-to-performance, and global reach to businesses and developers worldwide.
Category: Cloud Infrastructure
Company news: Vultr achieved Elite status as a part of the NVIDIA Partner Network (NPN) for cloud service providers.
Olivine’s team of product marketing experts led Vultr’s marketing and sales leadership through several key workshops to align the platform’s messaging, including tailored messaging for Vultr Cloud Alliance. We also conducted in-depth interviews to validate and refine our personas' work. Finally, we developed an efficient process for quickly producing top-notch marketing and sales collateral for each Cloud Alliance partnership.
Dive deeper into the Vultr case study.
Darktrace
What they do: Darktrace is an AI-driven cyber security platform for businesses of all sizes.
Category: Cyber Security
Company news: Darktrace unveiled a new cloud-native security solution using AI to provide real-time cyber resilience for Cloud Environments.
After a series of foundational workshops, Olivine delivered a comprehensive deck of Darktrace’s core personas and their JTBD, including the specific value props and use cases mapped to each core persona across every product. We concluded with a series of robust competitive battlecards focused on their top competitors and sales 2-pagers incorporating the new value prop messaging.
Learn more about our partnership with Darktrace.
CDP
What they do: CDP is a not-for-profit charity entity that runs a global disclosure system for investors, companies, cities, states, and regions to manage their environmental impact.
Category: Environmental Services - Data Disclosure
Company news: Paul Dickinson, CDP's Founder Chair, was recognized by TIME as one of the most influential leaders driving businesses to take climate action.
Olivine helped CDP communicate the value of its supply chain membership program with two key assets.
First, we conducted sales training equipped with enablement materials to aid the account teams in conversing with existing clients about changes to their current offerings. We followed that up with a new sales deck targeted at the key buying persona and using more clear, concise value propositions.
Learn more about our partnership with CDP.
Bakkt
What they do: Bakkt is a cryptocurrency custody solution for financial professionals and institutions.
Category: Fintech
Company news: Bakkt acquired Apex Crypto LLC, an integrated platform that handles execution, clearing, custody, cost basis, and tax services.
With a vision in place and a roadmap on track, Bakkt wanted to hit the ground running with their new Custody product.
Olivine first created a strategy presentation based on industry, market, and customer research. Bakkt then needed a product brochure to bring to an industry event, so we quickly learned more details about the product and shipped a new brochure with an updated design. Finally, we updated the product page on their website to reflect these new changes.
SketchUp
What they do: SketchUp develops three-dimensional modeling software for drawing needs.
Category: 3D Software
Company news: SketchUp released untethered VR experiences with the new SketchUp Viewer for Meta Quest.
Olivine used phase I of the project to realign and further validate Sketchup’s foundational product marketing, starting with personas, JTBD, and positioning and messaging. The start of this work began with the research and collection of over one hundred customer reviews for Sketchup. Then, the Olivine team synthesized the findings to present core personas, their pain points, motivations, and use cases. From there, the work was further validated with customer interviews and internal surveys with the Sketchup team.
Opal
What they do: Opal is an identity and access management platform built for the dynamic security demands of modern enterprises.
Category: Identity access management
Company news: Opal launched their custom app integration this past summer, allowing enterprises to implement just-in-time access for internal applications. This allows employees to request specific and time-bounded permissions easily through Slack or Opal, supporting greater security posture for highly privileged internal tools.
What we did: Olivine recently partnered with Opal to revamp their product’s positioning and messaging. We’re currently closing out phase I of our engagement after completing three strategic workshops that culminated in new personas and a JTBD deck, as well as a brand-new positioning and messaging guide. We look forward to moving into phase II, where Olivine will support Opal with website updates and sales enablement assets.
Fireblocks
What they do: Fireblocks is an enterprise-grade platform providing a secure infrastructure for handling digital assets, including moving, storing, and issuing them.
Category: Blockchain, Cybersecurity
Company news: Fireblocks acquired BlockFold, a smart contract development and consulting firm specializing in tokenization.
The Olivine team worked with Fireblocks to both revamp and create foundational sales enablement materials. Olivine created several product-specific one-pagers, a sales pitch deck, and a how-it-works guide.
Momentum
What they do: Momentum is a revenue platform that utilizes AI and workflow automation to assist teams in managing deals, gaining pipeline insights, and enhancing Salesforce hygiene.
Category: Workflow automation platform
Company news: Momentum announced AI Signals, a powerful way to send insights to your GTM team.
In anticipation of their next funding round, the Momentum team brought Olivine on to create fresh positioning and messaging that ties Momentum’s legacy and newer features together in a cohesive platform story. Armed with an updated positioning and messaging guide, Olivine is now leading a copy and design overhaul of Momentum’s website, including a completely revamped homepage, new use case, and solutions pages, as well as creating a fundraising deck that will capture Momentum’s value and future vision for investors.
Cheers to our incredible clients. It was an honor working with you in 2023!
Have big plans for 2024? Let us know if we can help you nail and scale your GTM. We have three ways to help you grow:
