Eupnea

BACKGROUND

Introduce your business and what you do there.

I’m the CEO of Kube-DC, a software company. We provide a Kubernetes-native platform that transforms any server hardware into a private cloud, enabling organizations to run VMs, containers, and AI workloads with cloud-like agility, multi-tenancy, and simplified management on their own infrastructure.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Eupnea to accomplish for Kube-DC?

We engaged Eupnea to help us enter the UK market by clarifying and validating our value proposition by segment — what problem we solve and for whom. We also wanted them to build a UK go-to-market (GTM) plan, including routes to market, partner program design, PSL/procurement path, GBP pricing, and TCO story. Additionally, we wanted them to define our competitive positioning versus VMware, Nutanix, OpenShift, and OpenStack with clear differentiation and messaging. Finally, we wanted them to turn this into execution assets, including a 12-month roadmap with KPIs, a 90-day PoC-to-reference playbook, and buyer/investor-ready materials.

SOLUTION

What was the scope of their involvement?

We worked with Eupnea on a 5-week accelerator program with weekly consultative workshops, mentoring sessions, and peer reviews tailored to UK expansion. We started with discovery and diagnostics, where we clarified problem statements, segments, UK opportunities, and risks. We also aligned our vision, mission, values, and culture.We then worked on market research, including market opportunity canvas, UK trends and dynamics analysis, ICP definition by segment, and initial sizing assumptions. We also worked on our value proposition, comparing our current and desired value proposition by category (product, service, delivery, support) with unique differentiators.We then worked on our competitive positioning, including product-based and strategic competitor matrices versus VMware, Nutanix, OpenShift, and OpenStack, and “why we win” messaging. We also worked on our GTM architecture, including UK routes to market (direct, channel, MSP/DC partners, marketplaces), partner program outline with revenue share, and PSL/procurement path.We also worked on our pricing and TCO, including GBP pricing bands guidance and TCO story to support sales conversations and partner economics. We then worked on execution planning, including a 12-month UK expansion roadmap, GTM timetable, activity and budget tables, and risk and dependency mapping.Finally, we worked on sales enablement, including customer personas, customer journeys, PoC playbook, early KPI framework, and review cadence. Eupnea provided the structure, benchmarks, and editorial guidance; we produced the product-specific content, numbers, and final artifacts.

What is the team composition?

We worked with 2–5 teammates from Eupnea.

How did you come to work with Eupnea?

Eupnea found me with a proposition to attend an acceleration program. They reached out directly. We chose them because they were a great culture fit, had good value for cost, and their company values aligned with ours.

What is the status of this engagement?

We worked together from September–November 2025.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

We shipped our UK expansion deck, a consolidated, investor/buyer-ready deck with 12+ slides (vision/mission, target customers, problem, UK lens, solution, value-prop canvas, two competitor matrices, roadmap, GTM timetable). We also finalized our competitive positioning with two matrices (product-based + strategic) with clear “why we win” talk-tracks.We also received customer assets, including four personas and three customer journeys aligned to our channel-first UK motion. We also received pricing/TCO artifacts, including a UK TCO one-pager + calculator spec (GBP) and per-socket pricing stance for Standard/Premium.We also received execution planning, including a 12-month implementation roadmap across eight workstreams and a month-by-month GTM timetable, plus activity/budget tables. We also received GTM readiness, including a PoC playbook (fixed-fee credited to Y1, success criteria) and legal pack outline (MSA/SLA/DPA) prepared for first UK design partners.Finally, we set KPI baselines, including targets and tracking for two UK design-partner references by M6 and first PSL inclusion by M9, with weekly funnel metrics (intro → demo → PoC) defined.

What did you find most impressive or unique about them?

Eupnea had sharp, practical thinking. They pushed us to crystallize the value proposition by segment and turned vague ideas into crisp, testable claims. They also had frameworks that drove execution, including L-M-H rubrics, competitor matrices, and a PoC-to-reference playbook that we could use the same day with partners.Moreover, they had a strong UK lens, providing concrete guidance on PSL/procurement paths, partner economics, and GBP pricing/TCO that made our GTM feel real, not theoretical. Finally, they had a high-signal feedback cadence. Weekly reviews were direct, fast, and actionable, with mentors challenging assumptions and improving our story every iteration.

Are there any areas they could improve?

They could share a “gold” example deck on Day 1 and provide UK benchmark data packs (TAM sources, pricing bands, PSL checklists) to speed execution. They could also provide deeper, earlier modules on UK enterprise procurement and compliance (PSL, Cyber Essentials, ISO 27001) with concrete timelines and templates.Moreover, they could provide more structured office hours by vertical and a live “GTM math” clinic (outreach → PoC → paid) with conversion benchmarks. Finally, they could provide a Partner/Investor Day and a short post-program advisory sprint to convert the first two UK references.