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Companies struggling with manual processes, spreadsheets and other unwieldy data: Max Steg and his business partner Zhenja Gnezdilov solve it for them. With FRISCON, they help modern wholesalers and construction companies automate their processes and put their data to use.

"Our dream client is someone who's open to change," says Max. "Not stuck in their ways, but ready to grow." It's not just FRISCON's clients who are growing — the company itself is making big leaps too. FRISCON has grown from a kitchen-table startup into a team of six. But with growth comes a new challenge: a structurally full pipeline.

The peaks and troughs of acquisition

"We're good at what we do. We build dashboards, reports, AI applications — digital copies of business processes that provide insights and take work off people's hands. Clients gain time and peace of mind, and improve their margins," Max explains. "But sales is a whole different trade."

Even though Max enjoys the sales side, staying consistent about it remains a challenge. "That consistency — that was the hard part. We had periods where big projects soaked up all our attention. Then acquisition would go on the back burner. While you simply need those conversations with new parties."

Barry as an extension of the team

Through an existing connection, Max ended up at Barry. "What I like about Barry: you pay for a fixed number of meetings per month. And they deliver on that promise — that builds trust."

The first few months were a bit of a search: which client fits FRISCON, and vice versa. "Not every conversation hit the mark right away, so we worked together on fine-tuning the target audience. Now we're sitting at the table with the right people."

With Cornelis as their dedicated Barry, Max is more than satisfied. "He calls for us on a regular basis, everyone on our team knows him by now, and he genuinely feels like half a colleague. Recently he spotted an opportunity for us on LinkedIn and let us know right away. It's great that he genuinely thinks outside the lines of his own assignment. We're regularly in touch — texting, calling, sometimes a beer and a burger at Barry's office."

Growth with a lasting foundation

The collaboration with Barry started in February, and the first client through Barry is already in. The goal is clear: eight meetings and one client a month out of the conversations. "We're really happy that first real client is already there through Barry. Our sales trajectories are often long — sometimes it takes a whole year before the quote gets signed."

With the boost of new clients, the ambitions reach further. "We're looking for a new office and want to grow into a team of twenty. And we want to be even more of a lasting data partner for clients — working together for the long term instead of passing through project by project."

"If you're looking for a party that makes a clear promise — and keeps it — then you're in good hands with Barry. The lines are short, the contact is personal, and you can always spar about what does and doesn't work."

And calling? "That remains the fastest route for me. Our trajectories are long and complex. In that case, you're better off talking to someone directly than waiting for a click on an ad. Barry gets that."