Hirondo 𝑥 VirtualBrowser

Hirondo’s 6-month mission: structuring international growth without hiring too early

4 challenges to scale

Meet the team

Ultra-specific need

Finding a German-speaking marketing expert, credible in cybersecurity, quickly.

Structuring international growth

Moving from execution to multi-country management.

Aligning Sales/Marketing

Turning development ambitions into a concrete “demand gen” plan shared with the sales team.

Securing handover

Building a sustainable system and key processes to be handed over to a permanent hire.

The Hirondo expert for VirtualBrowser

Yannig Roth played a key role in this collaboration by building the marketing plan and supporting VirtualBrowser’s leadership team in structuring and deploying their strategy.

His mission combined high-level marketing consulting with operational support, tailored to the constraints of a cybersecurity startup in an acceleration phase, with challenges in prioritization, Sales/Marketing alignment, and country-by-country structuring.

Thanks to this approach, VirtualBrowser was able to clarify its positioning, prioritize actions that generate pipeline, and set up a lasting framework to drive international demand alongside the VP International Sales.

Yannig Roth

Fractional CMO

From reactive marketing to a scalable function

Implementation of a business-oriented marketing framework: priorities, KPIs, rituals, and governance with Sales.

Objective: clarify the course and transform scattered execution into actionable plans.

”"We had an excellent marketer in place - Olivier - but he hadn't experienced an international scaling phase yet. Yannig brought that demanding and caring experience to structure marketing during a phase of strong acceleration."

Edouard de RémurCEO and co-founder of VirtualBrowser

Transforming business into an acquisition engine

Creation of a demand generation plan based on country objectives: conversion hypotheses, expected pipeline, channels, and sequencing.

Objective: connect leads → opportunities → customers, with explicit and measurable hypotheses.

”"To align Sales & Marketing, we had to set common goals and align on each market's potential. Having worked with Yannig in the past, we were extremely efficient and perfectly aligned to translate VirtualBrowser's development ambitions into concrete goals per country and per channel."

Jérôme CohenVP International Sales

Putting the budget under control

Construction of a global budget broken down by country (France, Germany, Benelux, Switzerland), with trade-offs by channel (events, digital, PR, providers).

Objective: prioritize what creates pipeline and secure execution without over-hiring.

”"Once the global budget is validated, it must be allocated, respected, and tracked, in close collaboration with finance and the existing marketing team. Yannig provided us with a very complete file and process for management that closely met the leadership team's needs."

Edouard de RémurCEO and co-founder of VirtualBrowser

Deploying internationally with a plan for each market

Formalization of detailed plans by region (DACH, Benelux, Switzerland): objectives, events, budgets, messaging, and local Sales coordination.

Objective: industrialize international operations and avoid a build-up of uncoordinated actions.

”"I took great pleasure in building these regional plans with the Sales team in place, staying as close as possible to their needs and expectations. Positioning, calendar, budget, target CAC... we did everything to ensure they had everything to succeed."

Yannig RothFounder of Hirondo

Advancing 'field' projects

Event selection, agency coordination (PR, branding), production management, and alignment rituals with Sales by country.

Objective: deliver fast while maintaining a systematic logic.

”"When I arrived, we had a very effective PR agency and clear indicators in terms of visibility, both in the press and on social networks. It's nice to arrive in such a context; it allows for better deployment in one's new role."

Delphine BuffardCommunications Director

Preparing for the future from the start

Documentation, handover, onboarding, and takeover by a permanent profile within an already established framework (budget, calendar, priorities, processes).

Objective: make the marketing function easy to take over and increase the execution speed of internal teams after the end of the Fractional CMO’s mission.

”"With Olivier, we were able to quickly move on to organizing upcoming highlights, from major announcements to events, including the brand refresh that Yannig had initiated with an agency."

Delphine BuffardCommunications Director

The Result

VirtualBrowser was able to move from a highly operational and fragmented marketing approach to a structured, manageable, and business-oriented function. Within a few months, the team had a clear trajectory, country-by-country plans, a controlled budget, and execution coordinated with Sales, all while preparing a smooth transition toward a permanent organization.

“When you structure based on business, everything aligns: priorities, budget, and execution. My role was to install this system, then hand it over.”

Yannig RothPart-time CMO

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