Building the pre-sales engine for Hypernative in Latin America
- Infrastructure
- Pre-sales engine
- 12 weeks, 2026
Results
$600K
Pipeline generated in 12 weeks
52
Meetings booked, 40 qualified (77% show rate)
570
Companies mapped
1,380
Decision-makers identified
65%
Reply rate across 800 conversations started
50%
Of all pipeline generated in Latin America
~3x
More results than the internal team
The brief
Hypernative, an onchain security company, had a clear growth opportunity in Latin America but lacked the capacity and the commercial structure to pursue it. MOIC became its pre-sales engine for the region.
Starting point
Coverage was concentrated in Brazil, and the key question was whether the Latin American market would respond to the investment before the operation was scaled across the region.
Outcome
In 12 weeks: US$600K in pipeline, 34 new opportunities and 52 meetings booked. Coverage expanded from Brazil to more than 11 countries across Latin America, and the operation became a reference for other regions.
What we did
- Account intelligence: ICP, accounts and decision-makers mapped
- Outbound in the client's voice, personalized account by account
- On-the-ground presence at industry conferences: Stablecoin Conference and Blockchain Rio
- A full pre-sales engine, all the way to the qualified meeting
How it unfolded
Week 1
First opportunity in the pipeline
The first opportunity entered the pipeline within a single week.
Month 1
$350K in pipeline
Month 2
$505K in pipeline
Month 3
$600K in pipeline
34 new opportunities and 52 meetings booked, across more than 11 countries.
The approach
MOIC ran the pre-sales operation with its own methodology and acted as an extension of Hypernative's commercial team, to validate the market's potential and generate qualified pipeline. We mapped 570 companies and 1,380 decision-makers, combining market intelligence, ICP analysis and account research to define where and how to approach each opportunity.
“The project far exceeded our expectations, delivering results strong enough to capture the attention of our Global Head of Pipeline.”
Guilherme WenceloskiLATAM Director · Hypernative
