Challenge
Motivo, an innovative product engineering and development firm, transforms ideas into production-ready products across industries like mobility, energy, agriculture, aerospace, and consumer electronics. While Motivo had established a strong reputation for delivering complex engineering solutions, the company sought to expand its outreach and commercial traction in the US market – particularly targeting companies in need of integrated hardware and product development expertise.
Although the capabilities were strong and the demand was clear, scaling their commercial efforts presented a challenge. Motivo’s internal teams were heavily focused on engineering excellence, so they needed support to accelerate business development without distracting from project delivery.
“We’re a deep tech company – what we needed was a partner that could help translate that into commercial conversations in a smart way,” – Michael Koning.
Solution
Motivo partnered with Aexus to enhance their business development efforts in the US. Aexus took a consultative approach from day one – diving deep into Motivo’s multidisciplinary offering and crafting messaging that resonated with key stakeholders, including innovation teams, product managers, and technical executives.
Through an outbound sales and partner development campaign, Aexus helped Motivo identify the right personas and engage them through tailored outreach – making complex technology understandable and relevant for each target audience.
“Aexus was able to hit the ground running very quickly. They really took time to understand what we do – not just on a surface level,” – Michael.
To stand out in the North American market, Aexus focused on aligning Motivo’s narrative with the specific language, needs, and use cases relevant to US enterprise buyers. The team prioritized hyper-personalized outreach, speaking directly to pain points in chip design and verification, while helping external champions articulate clear business value to internal decision makers. Adopting modern sales techniques like digital sales rooms and mutual action plans (MAPs) helped to ensure ensure that each conversation moved forward with structure, clarity, and urgency.
Furthermore, Aexus leveraged strategic alliances and explored opportunities through ecosystem partners and industry events to maximize visibility. With a content-driven approach that included tailored messaging and expert-backed collateral, they ensured Motivo could engage stakeholders at various levels. Supporting enterprise-grade deal cycles with the tools and touchpoints North American buyers expect.
Result
Within a short period, the collaboration generated high-quality leads and strategic conversations with several US-based innovation-driven companies. Aexus helped expand Motivo’s network into previously hard-to-access accounts, while aligning closely with the internal team to keep messaging accurate and impactful.
The approach provided commercial momentum without burdening Motivo’s technical team, allowing them to focus on advancing their product while new opportunities were being developed in parallel.
“It felt like we had extended our team with people who ‘got it.’ They acted like an internal business development team, but with outside firepower,” – Michael.