#247: How This Unknown Startup Landed Enterprise Whales (B2B Marketing & Sales Secrets)
The B2B PlaybookShow Notes
In this video, I sit down with David Fastuca, the founder who built Locomotive, sold it to Travelport, bought it back, then sold it again to Webjet.
We cover: Landing big-name enterprise customers like ANZ, World Vision and JB Hi-Fi as an unknown startup, why founders should build for real problems instead of shoehorning solutions into a market, and how to get honest åççcustomer feedback by taking yourself out of the room.
If you are a B2B founder trying to break into enterprise sales, nail your ICP, or build a product people actually stick with, this one's for you.
Tune in and learn: How David went from complete travel-industry noobs to winning major enterprise deals, why he builds minimal lovable products and iterates fast, and how he uses analytics and third-party interviews to uncover what customers really think.
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Timestamps: 0:00 Building for a real problem, not chasing one 7:17 Landing enterprise whales as an unknown startup 14:37 Scrappy growth: content, PR, podcasts and referrals 20:15 Making marketing serve sales and stickiness 26:07 Staying close to the customer to build a better product 32:15 Hiring, phone calls and AI in modern selling 41:29 Niching down vs. creating a new category 50:30 What Ricochet does and why it exists 58:12 Wrap-up and the Grow Forum community
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