From a technical signal to a new enterprise customer.

Obelink was running its e-commerce experience on WordPress.

For a highly seasonal retailer operating across multiple European markets, the existing setup made it difficult for the business to react quickly. Changes often required technical support when the commercial team needed speed.

I spotted the technology signal and used it as the reason to start a conversation.

I cold reached the e-commerce team and turned that initial conversation into discovery around a much bigger problem: how quickly could Obelink adapt its digital experience to changing customer demand?

For an outdoor retailer, that mattered.

If the weather changed, the products customers wanted changed with it. The digital experience needed to respond just as quickly.

The conversation progressed from the e-commerce team to an owner-level relationship and ultimately the family board.

There wasn't a perfectly assembled sales team around the opportunity.

I ran discovery, delivered parts of the technical presentation myself when presales wasn't available, and worked with the customer to connect a more flexible content architecture and personalisation capabilities to the commercial problem.

That progressed into technical validation, a proof of concept and a commercial business case.

Obelink became a new Contentful customer.