Client: Alfresco Software Sector: Enterprise Content Management (ECM) Regions: UK, DACH, France, Nordics, Benelux, Italy, Spain
Alfresco is a pioneer in Enterprise Content Management (ECM), helping over 1,300 organisations, including NASA, the US Navy, Cisco, and Capital One, digitise workflows, manage content securely, and drive process efficiency. This strategic EMEA expansion and brand repositioning challenge was successfully executed by Andy and his team at his previous role, who partnered with Alfresco's leadership to build a complete commercial structure across multiple European markets.
Founded in 2005, Alfresco's reputation was built on open-source ECM. With the launch of Alfresco One, a hybrid platform allowing content storage across cloud, mobile, and on-premise environments, the company repositioned itself as a commercial SaaS leader in a fast-evolving market. Headquartered in California, Alfresco's EMEA base is in Maidenhead, UK.
As Alfresco expanded its EMEA operations, it needed high-performing salespeople to deliver a new go-to-market strategy but struggled to attract the right talent.
Top-tier enterprise sales professionals viewed Alfresco through its open-source heritage
Candidates unaware of innovation and market position with Alfresco One
Difficulty recruiting strategic sellers across multiple EMEA countries
Need for world-class sales organisation to deliver new strategy
Partner to reshape perception and engage senior candidates effectively
Sales build-out across UK, DACH, France, Nordics, Benelux, Italy, and Spain
High-performing salespeople who understood the market opportunity
Complete commercial structure to execute new GTM strategy
Alfresco's expansion was driven by proven demand for enterprise content management solutions, with organizations increasingly recognizing the strategic value of digital content transformation and secure document management in their enterprise operations.
Andy and his team partnered with Alfresco's global sales leadership and internal talent team to lead both retained and exclusive contingent searches across EMEA.
Sourced and placed an EMEA VP with deep ECM/BPM experience to lead the regional GTM effort and drive strategic execution.
Delivered a full sales build-out across the UK, Germany, France, Nordics, Benelux, Italy, and Spain.
Reframed Alfresco's positioning in candidate conversations to reflect its hybrid, high-growth offering beyond open-source perception.
Worked seamlessly with Alfresco's internal recruitment team, enabling them to focus on technical hiring while maintaining full transparency.
Sales professionals placed across EMEA markets
Through strategic narrative work, deep sector knowledge, and high-trust delivery, the team built a full commercial structure that powered Alfresco's new market approach.
Complete sales organisation build-out across 7 key EMEA markets, enabling Alfresco to execute its new go-to-market strategy and drive consistent year-over-year growth.
Complete sales organisation build-out across EMEA markets
Strategic leadership and enterprise reps across all key regions
Ongoing retained campaigns for senior sales and marketing roles
Enabled new go-to-market approach with consistent YoY growth
Successfully repositioned the brand and elevated Alfresco's story in the talent market
Engaged candidates who could truly move the needle for Alfresco's growth
Built complete sales organisation that powered Alfresco's new market approach
Delivered traction, confidence, and sustainable performance for the business
Through strategic narrative work and deep sector knowledge, we repositioned Alfresco's brand story to attract enterprise-calibre candidates who understood the market opportunity.
Our high-trust delivery approach and collaborative partnership with Alfresco's leadership enabled seamless execution across multiple markets and functions.
"Over the last 4 years, I've worked closely with Andy and his team. I value their insight, honest assessment of candidates, and ability to deliver. They've consistently placed strong senior talent and truly understand Alfresco. I consider them a real partner to our business."
020 3996 0748
info@strongsearch.co.uk
As Coupa expanded its presence across Europe, the company faced a critical challenge: sourcing top-tier sales and GTM talent to fuel its regional growth.
After being acquired by Accel-KKR in 2022, Basware shifted from a product led GTM approach into mid-market, to an enterprise, business led approach.
Celonis needed to rapidly scale their enterprise sales teams and accelerate their process mining technology adoption globally across multiple industries.