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I’m the person founders and exec teams call when their GTM strategy has to…
Articles by Frédéric
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Frédéric Mathieu shared thisEverybody in my world is obsessed with what AI can build. Wrong obsession. The engineers figured out months ago that the moat isn't in building anymore. You can spin up a product in a weekend. Your competitor can too. The bottleneck shifted to something much older: getting the right product in front of the right person at the right moment with the right message. Turns out the hardest problem was never technical.
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Frédéric Mathieu shared thisThe worst cold email I ever received had a perfect open rate. Great subject line. Terrible everything else. The moment I opened it, I knew I was being sold to. We spend so much time optimizing for what the company wants to see. The question nobody asks: what does this actually feel like to receive? Having enough taste to recognize when your own work fails that test, that's the actual job. And AI just made it a lot easier to fail at scale.
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Frédéric Mathieu shared thisYesterday we tried something new. Michael Petery and I hosted our first ever FullEnrich & Friends. It was a casual moment with customers where we presented our latest features, shared some good tricks and, frankly, had a good time. It is not a demo, a pitch or an ad. We see it as a interactive show that we will keep improving over time. While I was putting this first episode together, Michael Petery was busy pouting about his headshot. Good news is you can join us every Thursday at 11am EST. Save your spot, we can't wait to see you there (link in comment)! PS: if you have any tip on how to keep your glasses straight, please share
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Frédéric Mathieu shared thisEarly-stage founders and sales folks, listen up! Getting from 0 to 1 in sales is where most startups struggle. On Jan 28, we’re hosting a live webinar with HubSpot to break down how we built our first sales motion at FullEnrich, before process, before tooling, before scale. Speaker: Lona Béclié, founding AE at two tech startups including FullEnrich, who’s lived the early sales grind more than once. ❌ No product demo ✅ Real lessons from the field 📍 Jan 28 @ 11am (Paris time, webinar in French) 🔗 Registration link in comments
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Frédéric Mathieu posted thisHey network! We’re building what we believe will be the best creator program in B2B, and I am hiring the person who will own it end to end. zoë hartsfield our current Creator Program Lead is moving on (sigh), and I’m looking to replace her with someone who’s equal parts creator, community builder, and operator — someone who wants to design the systems, scale the engine, and turn our creators into a real growth force (not a side project). If you’re a creator yourself, have lived in community / ecosystem marketing, love making things actually happen, and want to build something creators are proud to be part of — this one’s for you. JD in the comments 👇
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Frédéric Mathieu shared thisGo work with Ruchi Bezoles, you won’t regret it!Frédéric Mathieu shared thisWe are hiring for some incredible roles on our team in Platforms & Devices. From creative storytellers to strong product marketers, based in the bay area. Send me a message if you are interested!
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Frédéric Mathieu shared thisCheers to one of those nights where you leave the room with more ideas than you know what to do with. Last night, Tariq M. and I hosted an intimate chat with Justin Tung ☁ and Nico Druelle on the current state (and future) of GTM in the AI and GTM Engineer era. What started as a fireside chat quickly turned into a 20-person, high-energy debate on how to build and scale successful revenue operations. Huge thanks to our speakers — and to everyone who joined, challenged ideas, and made the night one to remember. Now comes the best part: turning those ideas into action. Benjamin Douablin giddy up!
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Frédéric Mathieu shared thisRevOps pros — this one’s for you. We’re gathering the brains behind high-performing revenue engines at Perplexity, Descript, Linear, WorkOS, Mixpanel, and Kong for an evening of honest RevTech talk, war stories, and a few aha moments. No buzzwords. No theory. Just what actually works when you’re scaling revenue ops in the real world. Seats are limited (and this crowd fills up fast). Drop “invite” in the comments to reserve your spot. Hosted by FullEnrich & Cargo
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Frédéric Mathieu posted thisIn a past life I ran an SDR team. We treated outbound like a numbers game. Build the list in HubSpot, press send/hit dial, stare at dashboards. Spoiler: it did not work. Not because of HubSpot. Because one leg of the outbound stool was always missing. Timing was random, contact data was shaky, the message was not tied to a real signal. We sent reps on LinkedIn goose chases and hoped they would find a hook. Then we crossed our fingers that the email or phone number was right and prayed the copy or script would carry the day. Underwhelming results followed. The popular advice was just do more dials. We burned through in-house and contract SDRs and told ourselves the talent was the problem. Don't get me wrong. Some SDRs have superpowers. Give them a phone book and a landline and they will book meetings like Kelly Slater dominating your local beach break. But most outbound teams are simply under-enabled. This week at FullEnrich we announced something I wish I had back then: an integrated solution that pulls context, contact data and outreach together. Common Room spots the right person at the right moment. FullEnrich gives you verified mobile so you can actually reach them. Smartlead sends the sequence at scale. Signal to contact to send. One motion, not three separate scavenger hunts. If you run outbound, this setup removes a lot of the manual, thankless work so your team can focus on what actually moves the needle: sharper talk tracks, better objection handling, real conversations with the right people. Call me biased (I am) but I genuinely believe this one is a game changer. If you try it, tell me what improves first for your team. Learn more here: https://lnkd.in/ejgBEZBy Come see it in action there: https://luma.com/dfg1jggm #CMOinprogress
Frédéric Mathieu commented on a post
1w
We are lucky to have you on the team Talita Rodacki, my job is just about making sure you keep being you.
Frédéric Mathieu commented on a post
2w
Thank you Suman Datta for the article and the conversation it is starting.
My belief is that the original sin with this wave of AI is its promise of solving everything for everyone. The really valuable tools that are incorporated in marketing workflows (space I know better than LS) are the ones that were designed to solve a task then grew in concentric circles around them.
In my world there is limited skepticism around AI because the value is tangible and immediate. Adoption is easy when that happens, no need to run a change management project in the company.
I see, in disciplines where AI tools have achieved tangible outcomes (content creation, design, segmentation, personalization at scale), that the default stance is to use those tools.
We are still in the era of « cool technology, let’s find something to do with it » in most sectors.
Once applicability is more obvious adoption will follow. As always.
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Frédéric Mathieu liked thisFrédéric Mathieu liked thisTks for all the congratulations. Next year on April 1st, I will have a bridge to sell you in Brooklyn. We stay bootstrapped, independent and rapidly growing with no intentions to sell or slow down. Except Varun actually wants to put the "Service" back into SaaS and put the Enterprise Clients in the best hands. DMs are open Varun Anand ;)
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Frédéric Mathieu liked thisFrédéric Mathieu liked thisYou're on a discovery call and the prospect drops: "We're also looking at [Competitor]." You freeze because you didn't prepare. You don't know their weaknesses. You don't have positioning ready. You wing some generic answer and hope it works. Meanwhile, the rep who spent 15 minutes researching that competitor this morning? → They're confidently handling the objection with prepared responses. 65% of opportunities are competitive. Most reps walk in blind. Here's my prep system: 1. Spend 2 minutes gathering data (reviews, pricing, positioning). 2. Then use 5 AI prompts to turn that into battle cards, positioning statements, objection handlers, and win probability. Total time: 17 minutes before the call. Note: The prompts need context to work, you can't just throw a competitor name at AI. But once you feed it the data, you get everything you need to compete and win. This carousel has the complete system. Save it for your next competitive deal. Share it with your team. Win the deals. And follow Noam for more AI X Sales systems.
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Frédéric Mathieu liked thisFrédéric Mathieu liked thisPressure does not expose weakness. It exposes what you have been building when nobody was watching. Last quarter, I sat across from a CTO mid-crisis. The board wanted answers in 48 hours. Two direct reports had resigned the same week. And the room was looking at her for the next move. She did not panic. She had practiced. After working with leaders across 200+ organisations, here are 6 things I have noticed in the leaders who hold steady: 1/ Slow the moment down When the amygdala floods your system with urgency, the leaders who pause force their prefrontal cortex back online. Clarity reclaims control from reactivity. 2/ Separate facts from fear Opinions multiply in chaos. The best leaders I have observed anchor their teams in what is verified before addressing what is assumed. 3/ Keep decisions reversible The next best move matters more than the perfect one. Momentum under pressure is a neurological advantage. Stalling is not. 4/ Manage your presence, not the outcome Your tone and body language are data for your team. They are reading you constantly. Your nervous system is broadcasting whether you realise it or not. 5/ Point to direction, not detail In high-pressure moments, people do not need more information. They need to know where to look next. Clarity of direction calms the collective nervous system. 6/ Own the situation early When a leader takes responsibility, the team stops scanning for blame. That single act shifts the room from threat mode to problem-solving mode. Under pressure, your brain does not rise to your intentions. It falls to its most rehearsed patterns. That is neuroscience, not opinion. Calm is not a personality trait. It is a trained response. Which of these 6 do you default to under real pressure? Drop the number.
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Frédéric Mathieu liked thisFrédéric Mathieu liked thisMost leaders do not make bad decisions because they lack judgment. They make bad decisions because their nervous system decided the room was not safe. Here is what it actually looks like in practice. You are in a board meeting. You have done the analysis. You know the right call. Then someone pushes back. The tone shifts. The room gets tense. Your stomach tightens before your brain catches up. And you hear yourself saying something you do not believe. You water down the strategy. You agree to the compromise. You greenlight the hire you had doubts about. Not because the data changed. Because something inside you fired a warning signal. Your body’s encoded threat response activating before the prefrontal cortex could override it. That is not a leadership failure. That is a survival architecture doing exactly what it was built to do. After 25 years of working with senior leaders across 200+ organisations, I have watched this pattern repeat with frightening precision. The trigger changes. The loop does not. 1/ Threat detected (disagreement, tension, disapproval) 2/ Protection activated (appease, retreat, over-explain) 3/ Avoidance rewarded (the discomfort passes) 4/ Pattern reinforced (the wiring gets stronger) 5/ Conviction erodes (you stop trusting your own position) 6/ Identity shifts (you become the leader who “picks battles wisely” instead of the one who holds the line) 7/ The room learns your ceiling (and calibrates accordingly) The cost is not always obvious. Sometimes it is a strategy that got diluted before it had a chance to work. Sometimes it is a team that stops trusting your direction because your conviction keeps shifting under pressure. This is not a confidence problem. It is not a mindset problem. It is a neurological pattern running underneath the behaviour, operating below the layer that reflection and awareness can access. Which of these 7 has shown up most in your leadership? Drop the number.
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Frédéric Mathieu reacted on thisFrédéric Mathieu reacted on thisLinkedIn only shows your post to 2% of your network. The other 98% never see it unless this loop kicks in. The algorithm does not distribute your post to everyone at once. It runs a test first. A small window with a small audience. What happens in that window decides everything. Comment quality beats comment count. Your niche consistency matters more than how often you post. Getting engagement fast matters more than getting a lot of it. Win the first 60 minutes. The algorithm handles the rest.
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Frédéric Mathieu liked thisFrédéric Mathieu liked thisEvery company approved an AI budget in 2024. Only a few of them tracked what it produced. For a while that was fine. The label was enough to get the money moving. That's changing. Boards are starting to ask the question nobody prepared for. What did we actually get? Vendors who can't answer that with a number are about to have a very bad quarter. Pipeline generated. Leads qualified. Cost per meeting. Time saved per rep. Those are the only numbers that matter in this conversation now.
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Frédéric Mathieu reacted on thisFrédéric Mathieu reacted on thisFree trials are seen as a scam in SaaS. And honestly, the reputation is earned. You click, fill in your email, then comes the card. The promise was free. The design was always to make you forget to cancel. What most people don't know is why. A lot of platforms get drained for hundreds of thousands of dollars a month. Bots, fake accounts, bulk abuse at scale. A credit card at signup is one of the most effective fraud filters that exists. The drop in activation rate costs less than the fraud. The math is simple. We know all of this. We still don't ask for a card. 50 free credits, upfront. We absorb the risk ourselves. Because a user who comes back without ever being pressured is worth taking that risk.
Experience & Education
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FullEnrich
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French
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English
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German
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Franco American Chamber of Commerce
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San Francisco Basque Cultural Center
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Troy Grabel
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I'm an energetic leader determined to make a positive impact in the lives of others. My mission is to create meaningful relationships and help organizations grow. <br> <br>I have a unique blend of talent, marketing, and sales experience; I leverage these disciplines to help grow the brands I work for. I love to share cool stories and experiences to help others grow their business or professionally. <br><br>If you receive my "out of the office" response, there's a good chance I'm on a board, paddleboard, snowboard, wakeboard, or enjoying my family and friends.
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