Nicolas Kopp: Take the Wedge Every Single Time

Nicolas Kopp, co-founder and CEO of the agentic enterprise resource planning (ERP) platform Rillet, outlines the strategic foundations behind his company’s rapid growth, including a $100 million Series C funding round achieved within fourteen months of its third round. The discussion emphasizes the critical importance of execution-focused leadership, the necessity of early customer engagement, and the strategic value of product wedges in competitive markets.

A central thesis of the discussion is that while building a comprehensive platform is often necessary to compete with established incumbents like NetSuite or SAP, utilizing a specific product wedge is a more effective way to gain market traction. Kopp notes that wide-surface-area products create significant operational complexity and support burdens for early-stage startups. Consequently, he advocates for using a credible wedge—such as Rillet’s focus on revenue recognition and ARR tracking for SaaS and AI companies—to simplify the initial sales and support process while establishing a beachhead for broader platform expansion.

Regarding methodology and operational philosophy, the company prioritized live production testing during its stealth phase, conducting multiple micro-launches to gather critical, often negative, user feedback. This approach allowed the team to refine the product based on real-world market dynamics rather than internal assumptions. Furthermore, Kopp highlights the importance of maintaining a high talent bar, describing the hiring process as a flywheel where early, high-quality hires attract subsequent talent, ultimately serving as the primary driver of the company’s success. The insights provided reflect a focus on the B2B software sector, specifically targeting finance teams within the broader enterprise technology landscape.