Thutsé
Building a sales function from zero for a financial wellness fintech.
Business Context
Thutsé is a financial wellness platform built around an affordable monthly subscription that made financial guidance accessible to people priced out of traditional services. The product worked, the mission was strong, and early users had signed up organically. What did not exist was a real sales function: no clear path to market, no acquisition engine, and no systematic way to grow the subscriber base or land corporate partnerships.
Millionaire Contracts stepped in as Head of Sales to build the entire revenue function from scratch, complete with strategy, structure, messaging, processes, and the leadership to make it work. This was foundation work, not fine-tuning.
Scope of Work
- 1
A dual go-to-market model running two parallel motions: low-cost high-volume individual subscriber acquisition, and corporate partnerships selling Thutsé as an employee benefit
- 2
Sales messaging translated into plain human language reps could deliver in two minutes without sounding like a brochure
- 3
Acquisition playbooks for both consumer outreach and corporate decision-maker conversations, built from what actually worked
- 4
Onboarding and early-engagement system designed to get users to a first win quickly, because acquisition without retention is just expensive churn
- 5
A metrics and accountability framework with clear monthly targets for acquisition, engagement, and retention
The Outcome
Thutsé went from scattered growth ideas and no owner of revenue to a real sales function with strategy, repeatable playbooks, a dual consumer and corporate motion, and visible metrics. Sales stopped being improvised and became intentional, new team members could ramp faster, and growth was built around retention rather than expensive churn.
"Growth without retention is just expensive churn. Building the sales function around getting every subscriber to an early win, not just a signup, was what made a low-cost subscription model work at scale."
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