Building B2B GTM in crypto from zero to 30K enterprise clients | Arno Simeray, VP of GTM at Dune

Arnaud Simeray is VP of GTM at Dune, the leading on-chain data provider with over 1 million users and 30,000 companies on the platform. When Arno joined 3 years ago, Dune was a crypto-native B2C product, mostly known for dashboards shared on X. He built the entire GTM function from scratch, transitioning the company to enterprise B2B serving hedge funds, banks, regulators, and some of the biggest names in crypto and TradFi.  In this episode, we cover: 1. How Arno built Dune's GTM team from zero, moving from B2C dashboards to B2B enterprise 2. Why Dune runs outbound campaigns of 50-55 people instead of thousands, and why conversion is higher 3. Claude workflows he swears by 4. How Dune uses customer call language and vocabulary to write outbound and marketing copy 5. Why the Dune MCP is "millions of dollars in analysts packed in one URL" 6. The research report playbook: why distribution is half the battle, not the writing (00:00) Intro (00:24) Arnaud’s journey from engineering to GTM (03:36) What Dune is (05:35) What a VP of GTM does (09:06) Building the GTM function from zero: no marketing team existed (11:39) What’s working for Dune’s growth (13:04) Why 99% of LinkedIn outbound is lazy (19:20) CRM setup: HubSpot as the hub, Claude as the brain (21:50) Arnaud’s Claude workflows (33:44) Dune research reports for lead gen (37:55) What is the Dune MCP and why it matters (44:03) MCP use cases: trading, prediction markets, stablecoin flows (48:54) Advice for crypto B2B: ICP first, quality data, clear positioning (52:07) What's next Where to find Arno Simeray: LinkedIn: https://www.linkedin.com/in/arnosimeray X: https://x.com/arno393 Dune: https://dune.com Where to find Polina: X: https://x.com/kalashnikovapv LinkedIn: https://www.linkedin.com/in/polina-kalashn... Website: https://polium.co Marketing Speedrun is a podcast for founders, CMOs, and growth leaders building in AI and emerging tech. We talk to operators running marketing and growth at frontier companies and get them to share the fastest path to what's actually working. Subscribe:    / @marketingspeedrun