Clavium - Treasury Manager GTM

Clavium had a treasury management product but no clear picture of who it was really for. The market for crypto custody and payments is broad and noisy: lots of potential segments, very different needs, very different willingness to pay.

Before building further, the question was simple enough. Who is the right customer, and what do they actually need?

I led the end-to-end GTM strategy for the platform, starting with structured market research across four international industry conferences. Rather than working from assumptions, I used those events as a primary research environment: speaking directly with practitioners, mapping the competitive landscape, and stress-testing early hypotheses about where the real demand was.

The insight that came out was specific. Family offices entering crypto were a high-value, underserved segment. They needed secure, governance-light custody solutions, and the existing market wasn't serving them well. I sized the serviceable obtainable market at $16M ARR over a five-year projection.

From there I drove the product strategy, roadmap, OKRs and KPIs for the platform, managing two product owners overseeing delivery across engineering teams of 10–15 people.

A grounded GTM strategy with a clearly defined primary segment, a sized market opportunity, and a product roadmap built around real customer needs rather than internal assumptions.