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, we needed to answer two questions: who is the right customer, and what do they need?

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

The research pointed to a specific segment. 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, line-managing a team of up to four product owners, who oversaw 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 based on what customers told us they needed.