Convelio’s Guide to B2B Market Entry: Why Starting Small Led to Enterprise Success

Convelio’s Guide to B2B Market Entry: Why Starting Small Led to Enterprise Success

Most startups dream of landing enterprise clients from day one. But in a recent episode of Category Visionaries, Convelio co-founder Edouard Gouin revealed why starting with the smallest possible customers was key to eventually shipping $30 million artworks for major auction houses.

The Unglamorous Beginning

When Convelio identified the opportunity to modernize fine art shipping, they didn’t immediately target prestigious galleries or museums. Instead, as Edouard explains, “We primarily targeted antique dealers in London, in the flea markets, in Paris, in Parma, in Italy, where you have these very large kind of antique shows.”

The Value Cap Strategy

To manage risk and build expertise, Convelio implemented strict limits. “In the first six months of the life of the company, if an item was more than 20,000, we would really think twice before shipping it,” Edouard recalls. “We’re like, wow, that’s actually pretty fragile. If we do that, the company is going to die.”

Building from the Bottom Up

Rather than viewing small customers as stepping stones, Convelio used them as a laboratory for perfecting their service. “We really did that progressively talking to our clients, understanding what were the expectations, modifying our processes, modifying the suppliers we work with, making sure that we cater exactly to what they were expecting of us,” Edouard shares.

The Natural Evolution

The strategy paid off when satisfied customers became advocates. “Some collectors we’re working for recommended us to a couple of really large auction houses,” Edouard notes. This organic growth proved more effective than aggressive enterprise sales tactics.

Segmentation Based on Experience

As they moved upmarket, Convelio adapted their offering based on learned experience. They ended up “splitting the offering, having one which is a historical one, targeting, let’s say, artworks, anti guidance design, furniture below one hundred k and kind of going in the expectation above that threshold.”

Systems Before Scale

Today, Convelio handles multi-million dollar shipments with confidence because they built robust systems through smaller transactions first. When shipping $30 million pieces, “everything is really calculated beforehand. We know exactly what we’re doing, we know exactly who we’re working with,” Edouard explains.

The Enterprise Breakthrough

The company’s methodical approach earned them credibility with major institutions. “Every large art organization we talk to, we’re thinking about how to offer a better experience to their clients,” Edouard observes. This alignment with enterprise priorities came from understanding the market from the ground up.

Growth Through Acquisition

Their success with smaller dealers even informed their acquisition strategy. In the UK, they acquired a company they’d worked with for “a year and a half before we acquired them. And we’ve really been able to see them at work,” ensuring cultural and operational fit.

For B2B founders targeting enterprise clients, Convelio’s journey offers several counterintuitive lessons:

• Start with customers you can afford to make mistakes with
• Use small clients to perfect operations before targeting enterprises
• Let satisfied customers become your enterprise salesforce
• Build systems that scale before pursuing high-value clients
• Maintain separate offerings for different market segments

Sometimes the fastest path to enterprise success starts in the least likely place – like a flea market in Paris.