Overview

Qonto is a B2B neobank serving freelancers, SMBs, and growing mid-market companies across Europe.

The company had strong traction and rapid adoption, but acquisition was broad, CAC was rising, and effort was spread across too many customer profiles.

To scale efficiently, Qonto did not need more channels or more volume.
It needed to identify the right early segments and concentrate execution until growth became more predictable.

When broad acquisition stops compounding

Despite strong momentum, Qonto faced a familiar scale-up challenge:

• too many segments pursued in parallel
• uneven acquisition performance across profiles
• unclear segment-level economics
• no repeatable way to test and scale what worked

Breadth created activity, but not focus.

Identifying the right beachhead segments

Tyos was brought in to help Qonto identify the segments where it could win deeply, not just grow broadly.

The work began with rigorous segmentation, not assumptions:

• 50+ qualitative interviews with SMB owners across multiple segments
• full analysis of Qonto’s install base to identify early cohorts with strong retention, expansion, and acquisition efficiency
• segment scoring across ARR potential, depth, acquisition velocity, feature fit, competitive pressure, and willingness to pay

The result was a clear view of which segments could support scale and which should be deprioritised.

Turning focus into execution

Segmentation alone was not enough.
Qonto also needed to learn how to win those priority segments.

Tyos helped install an execution rhythm to do exactly that:

• iterative growth sprints focused only on the priority segments
• systematic testing of acquisition channels, messages, and offers
• rapid elimination of low-yield tactics
• scaling of the few channels that consistently produced qualified demand

This turned strategy into weekly execution, not static analysis.

From focus to repeatable growth

With a clear beachhead and a proven acquisition mix, Qonto stopped spreading effort and started compounding results.

Growth became more predictable.
Efficiency improved.
The acquisition engine scaled with more discipline.

Outcome

The impact was clear and measurable:

• CAC reduced by 50% in 120 days
• priority segments validated through real commercial traction
• a repeatable acquisition playbook built around focus, not breadth
• a growth engine Qonto could continue running internally as it scaled

Focus created efficiency.
Efficiency created scale.