Ravical is an agentic AI platform for full-service accounting and professional services firms. They integrate AI agents directly into existing workflows, analysing client communications, financial data and operational interactions to surface advisory opportunities, support analysis and draft responses prior to human review. All within firm-defined controls, with full explainability and audit trails.
At Ravical, Benjamin De Lathouwer is commercially responsible for the company’s growth and European expansion.
“We didn’t want a supplier. We wanted a real sales partner.”
Benjamin: “I’ve been involved in the relationship with Aexus from day one. When we decided to accelerate our commercial efforts, I started by reaching out to people in my own network. I spoke to founders of startups similar in size to Ravical and asked them a simple question: Who would you recommend working with?
Through one of those conversations, I was introduced to Aexus.
We compared several parties, but there was an immediate click with Aexus. One of the most important criteria for us was their European presence. That was number one. We needed a partner that understands the different cultures, speaks the languages and truly grasps the dynamics of the European market.
The second key factor was their willingness to work deeply together at the top-of-funnel level. I wasn’t looking for a party that would just ‘do their thing’ independently. I wanted a real collaboration. Someone who would understand what we are building, which pitch we are using, what works and what doesn’t, and who would help us refine our value proposition.
And that value proposition has evolved several times. As a startup entering different European markets, you continuously learn and adapt. To make that work, you need transparency and flexibility on both sides. Aexus proved they could offer that.
Credibility also played a role in our decision. Aexus has been around for more than 25 years. That creates trust. I also looked at the type of companies they work with and I recognized ourselves in that profile.
Building momentum in the Dutch market
We launched just ahead of the summer period. While this is traditionally a quieter time in business, activity picked up quickly afterwards, with a strong influx of meetings coming in right after the break.
We apply a true multichannel approach: LinkedIn, email and calling. Very quickly, we created a continuous flow of meetings in the Netherlands. And not just meetings: high-quality interactions.
That quality is crucial for us. I’m not looking for volume; I’m looking for the right ICP and the right C-level profiles. Aexus consistently delivers meetings with exactly the decision-makers we need.
Expanding into the Nordics
After building traction in the Netherlands, we expanded into the Nordics. Here, we are meeting top-tier firms and C-level executives as well. We are currently testing and learning in that market, but the quality of the appointments has been excellent.
Again, it’s not about large numbers. It’s about relevant, strategic conversations.
A truly integrated way of working
What makes the collaboration work so well is the intensity and structure of our cooperation.
We have:
· Monthly strategic meetings with senior management to review what works, what doesn’t, and where improvements are possible.
· Weekly team sessions to discuss market learnings and strategic adjustments for entering the Dutch and Nordic markets.
· One-on-one meetings every two days with account managers to address sales blockers, feedback from the market and additional materials that may be needed.
On a daily basis, activities are tracked in detail: number of emails, LinkedIn touches, calls and outcomes. We monitor which value propositions convert best and continuously optimize.
I genuinely consider the people at Aexus to be my sales team. I want to know every day: what did my sales team do? And that level of transparency is exactly what we have.
The account managers are in constant contact with me via Slack. If there’s an issue or a question from the market, we address it immediately. That intensity requires time and effort from both sides, especially at the beginning. But once you find the right cadence, the results are very strong.
Why I would recommend Aexus
The main reason I would recommend Aexus is their willingness to collaborate in this way. We work very closely, very intensively, and that’s exactly how it should be when you want to conquer new European markets.
It takes commitment from both parties. But when you build that rhythm together, it works extremely well.
We certainly intend to continue building on this foundation as we further expand across Europe.”