Digital assets · Sales · Growth · Partnerships

Digital assets don't have a technology problem. They have a distribution problem.

Entrywedge builds the commercial side of Web3 and digital-asset companies: the sales motion, the growth engine, the partner channels. It hands your team a playbook that keeps running after the engagement ends. For protocols, infrastructure and data platforms, and the institutions that buy from all three.

Start a conversation Services

First step is a 30-minute call and a straight read on where your revenue is actually stuck, whether or not it becomes an engagement. Reply usually within one working day, no pitch deck required.

Worked with

Telekom MMS
Aleph Zero
The Tie
Staking Rewards
Jobited
Looping Collective

The problem

The hard part stopped being
the technology.

The infrastructure works. The regulation has landed. What's missing at most digital-asset companies is a commercial function, and the gap usually shows up in one of three places.

01

Revenue that can't be repeated

The deals came from the founder's group chats, a conference corridor and good timing. Nobody can describe the motion that produced them, so nobody can run it twice, and the forecast is a vibe with a spreadsheet around it.

02

A story a risk committee can't defend

The positioning was written for people who already believe. An institutional buyer needs something they can carry into compliance, procurement and a board, in language that doesn't require them to explain what a sequencer is.

03

Partnerships that produce a press release

Integration announced, logos swapped, joint post published. Then nothing. No enablement, no incentive, no operating rhythm, so the partnership stays an announcement rather than a channel.

What Entrywedge does

Three levers. Used in the order that fits your stage.

Most engagements start with one and pull in the others as the picture sharpens. You're not buying a package. You're buying operator time pointed at the constraint that's actually binding right now.

01 · Sales

Pipeline you can forecast

From scattered wins to a motion your team can run on a Tuesday without the founder in the room.

  • ICP defined narrowly: protocols, funds, exchanges, custodians or enterprise
  • An institutional-grade pitch, plus the crypto-native one, and knowing which to use
  • Commercial terms that survive procurement: pricing, SLAs, token vs fiat
  • Outbound that gets answered, and the security review that follows it
  • Live deals worked alongside your team, then CRM and forecast discipline

02 · Growth

Demand that doesn't reset every quarter

Getting found, understood in one sentence, and believed by the third, by crypto-natives and institutions alike.

  • Positioning that reads for crypto-natives and institutions without splitting in two
  • Docs, collateral and case studies that carry weight rather than adjectives
  • Channel testing with a kill criterion agreed before the budget moves
  • Turning community and ecosystem presence into actual pipeline
  • The three metrics worth reporting, and the vanity ones to stop tracking

03 · Partnerships

Borrowed distribution

In this industry, distribution is the ecosystem. Someone already holds the integration, the audience or the licence you need.

  • Ecosystem mapping: who actually owns the relationship you want
  • Exchanges, custodians, wallets, node operators, data and infra providers
  • Enterprise and systems-integrator routes into regulated buyers
  • Foundation and grant programmes used as distribution, not as funding
  • Enablement and co-selling, so partners sell instead of just signing

How it works

Narrow first.
Width comes later.

A wedge works because it concentrates force on a small surface. Same principle here: one segment, one motion, one proof point, then widen. The engagement is built so you can stop after any phase and still hold something useful.

PHASE 01

Assess

2–3 weeks · fixed fee

Interviews with your team, your users and the ones who said no. A hard look at the numbers behind the funnel. An honest answer on where the constraint actually sits, including "it isn't where you think", which is the usual finding.

You get: a diagnosis, a sized opportunity, and a recommendation with the reasoning attached.

PHASE 02

Wedge

~90 days · monthly retainer

Build and run the motion. Messaging live, outbound in market, partner and ecosystem conversations opened, first meetings held. Entrywedge works the pipeline directly and your team is on the calls. That's the transfer mechanism, and it's the point.

You get: qualified pipeline, signed customers or partners, and a documented playbook.

PHASE 03

Scale or hand over

Ongoing · retainer or advisory

Either we widen (next segment, next channel, next region) or we hire your first commercial lead together and Entrywedge ramps them against a playbook that already works. Plenty of clients choose the second. That's a success, not a loss.

You get: a commercial engine that runs without Entrywedge.

Not sure which lever is actually binding? That's what the first call is for.

Start a conversation

Track record

Both sides of the same table.

Protocols and data platforms on one side, enterprise and institutional buyers on the other. Most people in this industry speak one of those two languages. The commercial work happens where they meet.

Telekom MMS

Enterprise Web3 · Deutsche Telekom group

Problem
An enterprise staking business with strong infrastructure and almost no commercial motion behind it.
What we did
Built the foundation, custodian and fund relationships and the outbound to feed them, then scaled it onto new networks.
Result
Assets under stake grew from $4m to $250m.

In the press: Chainlink Today · Deutsche Telekom · Video

Looping Collective

Liquid looping protocol · HyperEVM

Problem
A new liquid-looping protocol launching on HyperEVM with no distribution.
What we did
Ran go-to-market and integrations partnerships into the ecosystem around the launch.
Result
Deposits reached $50m in six months, building to $100m+ in working capital.

Aleph Zero

Layer-1 blockchain · Telco ecosystem

Built the telco route into the ecosystem: Deutsche Telekom, Telefónica and stc Bahrain judged a dedicated Telco track at CTRL+HACK+ZK.

The Tie

Digital-asset data & analytics · Institutional

Selling into blockchain protocols and digital-asset service providers, and running the commercial side of the Staking Rewards integration.

Staking Rewards

Staking data & research · Acquired by The Tie

Led the business side: grew the platform's integrations and sold API access and institutional subscriptions to the infrastructure providers behind them.

Jobited

Blockchain engineering talent · Berlin

Opened the digital-asset infrastructure vertical for their talent services in Germany and closed the first customers in it.

References

His business acumen, coupled with tireless dedication and deep expertise in web3, make him a valuable asset in my team. With his ability to communicate complex concepts clearly and offer tailored solutions, he's not only propelled our business forward but also built sustainable relationships.
Dirk RoederHead of Blockchain Services, Telekom MMS
Tobias's passion for Web3 and his deep understanding of business practices makes this collaboration a breeze — moreover, we can also count on Tobias's support beyond the basic contractual scope; he's definitely keen on going the extra mile.
Antoni ZolciakCo-founder, Aleph Zero
Thank you Tobias for closing so many deals, incredible institutional awareness and speedy execution.
Mirko SchmiedlFounder & CEO, Staking Rewards
Tobias is a fantastic person to work with: Highly professional, dependable and passionate about his work. He really cares about the success of his business partners and has a true “win-win” attitude that is rare these days. Tobias is always on top of the latest technological developments in his field. At the same time he has the ability to coordinate complex cross-functional projects. Having him as a business partner in my capacity at Q Development AG has been a pleasure.
Martin SchmidtBoard Member, Q Development · Co-founder, Postera Capital
Tobias is a passion and know-how driven senior expert in the field of Web3. In his product management and business development role, he creates significant impact in generating and onboarding new business opportunities, managing stakeholders and partners, as well as exploring new growth areas for the Deutsche Telekom group. Tobias is a great talent to work with.
Jens HerrmannSr. Manager Corporate Strategy & Transformation, Deutsche Telekom

The through-line: telcos and enterprises running blockchain infrastructure, and the protocols and platforms that need them there. Entrywedge is built on both sides of that trade, having run the business for one, then brought that world to the others. It's a narrow door, and this is a practice that knows where the handle is.

Fit

Worth being direct about this.

This work goes badly when expectations are misaligned at the start. So here's where it works, and where it doesn't.

A good fit if…

  • You sell something with a considered purchase: B2B, B2B2C or institutional.
  • You have proof somewhere: paying customers, real usage, integrations that live.
  • Someone senior owns this and can decide without three layers of approval.
  • You want the capability in-house eventually, not an outsourced revenue function forever.
  • You can commit at least two quarters. One is not a test, it's a coin flip.

Probably not a fit if…

  • You're pre-product-market-fit and hoping a sales motion papers over it. It won't.
  • Your growth plan is a token launch, a listing or an airdrop. Different discipline, different person.
  • You want retail user acquisition or KOL campaigns. That's an agency purchase, a fine one, just not this.
  • You need regulatory licensing, legal opinions or an entity set up. That's a referral, not an engagement.
  • You need twenty consultants on site next month. Call a large firm, genuinely.

Recognised your company in the left-hand column? Let's talk.

Start a conversation
Tobias Jung, founder of Entrywedge

The practice

From the build side.

Entrywedge was founded by Tobias Jung, who came into digital assets building the technology rather than selling it, then moved across to run the commercial side of it. That combination is the point: someone who understands what the infrastructure does, and can sell it to the institutions buying from it.

The work has run on both sides of the table ever since: full-cycle commercial for digital-asset companies, and independent mandates for protocols and platforms that need a route into enterprise and institutional buyers. The infrastructure is ready and the buyers are ready. Closing the gap between them is a commercial discipline, not a marketing one.

Tobias Jung Founder, Entrywedge · Dresden LinkedIn →

Questions

Before you write.

How is this different from hiring a Head of BD?

Sequencing and risk. A senior hire is the right move once you know which segment to attack and which motion works. Before that, you're paying someone on a twelve-month clock to figure it out. Entrywedge does the figuring-out phase, then helps you hire the right person into a playbook that already works, often as part of the same engagement.

Do you work with companies outside digital assets?

Occasionally, but this is deliberately the focus. The levers are the same in any considered B2B purchase. The difference is that in this industry the ecosystem, the buyers and the failure modes are already known going in, which is most of the value in the first ninety days.

What does it cost?

Phase 1 (Assess) is a fixed fee, agreed before it starts. Everything after that runs on a monthly retainer plus a success component tied to closed business. The retainer pays for the work, the commission ties the outcome to yours. Exact numbers depend on scope and come on the first call. Not after three meetings and a proposal deck.

Do you take payment in tokens or work for equity?

Fees are invoiced in EUR or USD. A token or equity component alongside the cash fee is possible and gets decided case by case, but not instead of one. Alignment shouldn't depend on a liquidity event, and a consultant who only gets paid if the token performs will optimise for the token, not for your business.

How involved does my team need to be?

More than with a typical consultant, deliberately. The playbook only transfers if your people are on the calls and in the reviews. Realistically: one senior sponsor with real decision rights, plus whoever will own the motion afterwards. A few hours a week, not a second job.

Which languages do you work in?

German and English. Internal work runs in English; customer-facing work runs in whichever language the buyer prefers, which, for most German institutional and enterprise accounts, is German.

Get in touch

Where are you stuck?

A short note is enough. If there's a fit, the next step is a 30-minute call, and you'll get a straight read on where your constraint actually sits, whether or not it turns into an engagement.

Response timeUsually within one working day, CET.
Based inDresden, Germany · CET

By sending, you agree that Entrywedge may store and use your details to reply. See the privacy note.

Almost there. Check your mail app.

A pre-filled email just opened, addressed to tobias@entrywedge.com. Send it and a reply follows within one working day. If nothing opened, email that address directly.