Enter the Boardroom with Nurole 131. Laurence Garrett: Featurespace - the board’s role in growth, pricing, US expansion and sale to Visa
Jul 16, 2025
Laurence Garrett, General Partner at Highland Europe and NED for several innovative companies, shares his extensive experience in venture capital. He discusses the board's crucial role in Featurespace's growth and the challenges faced during its sale to Visa. Laurence provides insights on effective pricing strategies and how boards can aid in product launches. He also dives into the complexities of expanding into the U.S. market, emphasizing cultural awareness and proactive engagement, while offering advice for navigating difficult boardroom transitions.
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Founder Relocation Boosts US Expansion
- FeatureSpace's productization took 18 months to transform from consultancy to enterprise-grade solution.
- Founder David's relocation to the US significantly aided their America expansion and culture transfer.
Pricing Strategy: Double Until Rejection
- Double your product price until a customer firmly rejects it to find optimal value.
- Pricing work happens best outside board meetings, involving executive teams and pricing experts.
Customer-Centric Pilots Win Market
- Use pilot programs with clear ROI and customer collaboration instead of low-priced or open-ended pilots.
- Maintain a customer-centric culture for better advocacy and success, proven effective for FeatureSpace.
