From Flexible Market Testing to an In-House DACH Go-to-Market Team
How Zylon worked with Revenue Excellence to validate the German enterprise market through more than 15 high-quality meetings and lay the groundwork for an in-house DACH go-to-market team.
Iván Martínez Toro
Co-Founder & Co-CEO – Zylon
REP helped us validate the German market by arranging more than 15 high-quality meetings with enterprise prospects. Working with an external partner gave us flexibility while we tested the opportunity without adding permanent headcount too early. With the market validated, we are now building our internal go-to-market capabilities in DACH.
Flexible market testing without early permanent hires
STARTING POINT
Germany as a New Enterprise Market
Founded in Madrid in 2023, Zylon provides private AI infrastructure that helps enterprises deploy generative AI in their own environments while retaining control over sensitive data.
To expand into Germany, the team wanted to validate market potential without adding permanent headcount too early. The priority was high-quality conversations with relevant enterprise buyers.
Flexibility First
Test the market opportunity before building a permanent internal team.
Relevant Conversations
Engage qualified enterprise buyers instead of chasing generic reach.
Evidence for the Next Step
Use real market feedback to support the decision to build in-house DACH capabilities.
Validate the Opportunity Without Fixed Overhead
Zylon needed reliable signals from the German enterprise market before committing to an internal DACH team. The goal was not raw activity, but conversations with relevant companies and concrete feedback on demand, target segments, and market potential.
15+ High-Quality Meetings as Market Evidence
REP provided flexible external outbound execution for the German market – from prioritizing relevant enterprise segments to targeted outreach to potential buyers. More than 15 high-quality meetings delivered the market evidence Zylon needed. With the opportunity validated, the company is now building in-house go-to-market capabilities in DACH.
