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CASE STUDY: Tesseract – Revenue Leadership Coaching for CEO

Company Facts

  • Revenue: 15M€ (25M Series A)
  • Industry: Fintech
  • Markets served: Global
  • Website: https://tesseract.fi/
  • Engagement with Consider It Done: 10 months (3 hours / week)

Summary

Tesseract provides institutional-grade yield and digital asset management. Through its proprietary “Earn” platform, Tesseract enables crypto exchanges, fintechs, and custodians to offer digital asset yield products.

The CEO needed to be more involved and closer to the sales function as Tesseract needed more structure and routines to run sales effectively. Consider It Done supported this by refining the sales playbook, improving CRM practices, and offering weekly guidance for everyday sales management. As a result, sales efforts became more organised, decision-making became clearer, and sales results improved.

Challenge

Tesseract faced a significant challenge when their Head of Commercial unexpectedly left, forcing the CEO to take on revenue leadership responsibilities. Without a systematic sales process or established best practices, it became increasingly difficult to manage the sales function effectively.

Furthermore, their CRM system lacked the necessary structure and reporting capabilities to enable data-driven decision-making, adding to the complexity of managing the sales pipeline and forecasting future growth. As the CEO lacked prior hands-on sales management experience and invited Consider It Done to help improve the situation.

Collaboration

Consider It Done was brought in to provide strategic support and structure to Tesseract’s sales operations. The engagement involved building Sales and Sales Management Playbooks from scratch, tailored to Tesseract’s specific needs and growth goals.

Additionally, CRM guidelines were developed to ensure the system supported accurate reporting and effective sales management. Weekly mentorship sessions were held to assist the CEO in managing ad hoc sales management situations, providing hands-on support in navigating the complexities of revenue leadership until a new Head of Commercial was hired.

Results

With enhanced visibility into sales performance, Tesseract identified key priorities in their commercial strategy and laid the foundation for efficient growth. Working with the refined Sales Playbook under CEO’s revenue leadership, Tesseract was able to close won deals that were stalling in pipeline for unknown reasons.

The CEO, who had taken on sales managerial responsibilities, was able to effectively distribute the workload by partnering with Consider It Done. The partnership empowered the CEO to feel more confident in leading sales management efforts and bridge the revenue leadership gap until the new Head of Commercial joined the company.

Customer’s Perspective

Henri Littunen, CEO

“Working with Sami has been a game changer for Tesseract and myself. Unlike typical consultants that only give high-level advice, Sami has sat with me to execute the plan. He invests hugely in the people who work with him, and isn’t afraid to get his hands dirty when needed.“

 

Conclusion

With clearer processes and hands-on support, Tesseract could keep sales moving forward even during a leadership gap. The CEO gained confidence in managing revenue work, stalled deals started closing, and the company was better prepared for the arrival of the next sales leader. Tesseract now has a stronger foundation for continued growth.