Segment entry for digital-asset companies

You don't have a sales problem. You have an entry problem.

Entrywedge engineers entry into the segments that stay closed to digital-asset companies: institutional finance, enterprise, regulated markets. We find the way in, drive the first reference deals, then hand your team an engine 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 entry is actually blocked, 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 infrastructure works.
The door doesn't.

The technology shipped. The regulation landed. What's still missing at most digital-asset companies is a way into the segments that actually pay, and the block usually shows up in one of three places.

01

Deals you can't repeat

The wins came from the founder's network, a conference corridor and good timing. Nobody can describe the way in that produced them, so nobody can open the next door on purpose, and the forecast is a vibe with a spreadsheet around it.

02

A story the committee can't defend

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

03

Partnerships that never became a channel

Integration announced, logos swapped, joint post published. Then nothing. No enablement, no incentive, no operating rhythm, so the partnership stayed an announcement instead of a way in.

What Entrywedge does

One promise: entry.
Three levers to get there.

Entry is the whole job. Beneath it sit three levers: a sales motion, a growth engine, and partnership channels, pulled in the order the specific door requires. You're not buying a package, and not three parallel services. You're buying operator time pointed at the one thing keeping you out.

Lever 01 · Sales motion

A pitch and a pipeline that survive the room

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

  • ICP defined narrowly: protocols, funds, exchanges, custodians or enterprise
  • The institutional pitch and the native one, and knowing which room takes which
  • 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

Lever 02 · Growth engine

Credible before the first meeting

Being found, understood in one sentence, and believed by the third, by the native audience and the institution alike.

  • Positioning that reads for digital-asset natives and institutions without splitting in two
  • Docs, collateral and reference stories 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

Lever 03 · Partnership channels

Borrowed access

In these markets the way in is often someone else's. 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 a way in, not as funding
  • Enablement and co-selling, so partners sell instead of just signing

The method

Find the point.
Drive the wedge. Widen.

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

PHASE 01

Find the entry point

2–3 weeks · fixed fee

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

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

PHASE 02

Drive the wedge

~90 days · monthly retainer

Build and run the way in. 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. The first reference deals are the wedge, and landing them is the point.

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

PHASE 03

Widen, 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 way in that already works. Plenty of clients choose the second. That's a success, not a loss.

You get: a repeatable entry motion that runs without Entrywedge.

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

Start a conversation

Proof

Proven in the hardest rooms.

The method was proven where entry is hardest: German and DACH institutional finance and enterprise. Market-agnostic by design, DACH is the flagship, not the frame.

Aleph Zero

Layer-1 blockchain · Telco segment

Locked out of
The telco segment, a room most Layer-1 ecosystems have no path into.
The wedge
A dedicated Telco track with Deutsche Telekom, Telefónica and stc Bahrain as partners and judges, plus the telco workshop that ran on it.
Motion
A repeatable telco route into the ecosystem.

Looping Collective

Liquid looping protocol · HyperEVM

Locked out of
A launch on HyperEVM with no way into the market.
The wedge
Ran the entry motion and integrations partnerships around the launch.
Reference
Deposits reached $50m in six months, building to $100m+ in working capital.

The Tie

Digital-asset data & analytics · Institutional

Entry into blockchain protocols and digital-asset service providers, and 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
Tobias has helped us get in contact with incredible engineers resulting in multiple successful placements for Jobited. The network and professionalism of Tobias are incredible.
Luis HomannCEO & Founder, Jobited

The through-line: enterprises and institutions running digital-asset infrastructure, and the companies that need in. Entrywedge has stood on both sides of that trade, which is what makes the door open. 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 a considered purchase: B2B, B2B2C or institutional.
  • You have proof somewhere: paying customers, real usage, integrations that live.
  • Someone senior owns entry and can decide without three layers of approval.
  • You want the entry 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 way in papers over it. It won't.
  • You already have a way in and only want to scale volume. Entry isn't your constraint, that's a different engagement.
  • You want retail user acquisition or KOL campaigns. That's an agency purchase, a fine one, just not this.
  • Your plan is a token launch, a listing or an airdrop. Different discipline, different person.
  • You need licensing, legal opinions or an entity set up. That's a referral, not an engagement.

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

Start a conversation
Tobias Jung, Managing Director of Entrywedge

The practice

Built to get into the room.

Entrywedge was founded by Tobias Jung, who came into digital assets building the infrastructure, as product owner for Telekom MMS's staking platform inside the Deutsche Telekom group. He then moved across to open the doors it needed, growing assets under stake from $4m to $250m by selling into the institutions and enterprises that don't answer cold emails.

That combination is the point: someone who understands what the technology does, and knows how to get it into rooms that stay closed to most of the industry. The work has run on both sides of the table ever since: entering enterprise and institutional segments for digital-asset companies, and building the reference deals and networks that make the next door easier. The infrastructure is ready and the buyers are ready. Getting in between them is a commercial discipline, not a marketing one.

Tobias Jung Managing Director, Entrywedge · Dresden LinkedIn → Press and appearances: Chainlink Today · Telekom video · Epicenter Podcast · DoubleZero fireside

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 enter and which way in works. Before that, you're paying someone on a twelve-month clock to find the door. Entrywedge finds it, drives the first deals through it, then helps you hire the right person into a motion that already works, often as part of the same engagement.

Is this only for Germany or DACH?

No. The method is market-agnostic: it works wherever a segment is hard to enter. German and DACH institutional finance is simply where it was proven, in some of the hardest rooms in Europe. The way in travels; the flagship happens to be here.

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 these markets the segments, 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, finding the entry point, is €15,000: a fixed fee, agreed before it starts. From there, a monthly retainer of €7,500 to €12,000, where it lands depending on scope, the segment, the market and the deal size. On top of that, a success component of 10 percent on closed business in the first year. The retainer pays for the work, the commission ties the outcome to yours. Exact scope and numbers are agreed 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 entry.

How involved does my team need to be?

More than with a typical consultant, deliberately. The way in 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; buyer-facing work runs in whichever language the room 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 entry is actually blocked, 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.