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How would you grow Coinsource B2B Sales?

Last Updated: 04/28/2026

Case Organization

Coinsource

http://www.coinsource.net/

Texas, USA

51-100

Case Contributors

Case Disciplines

Growth Strategy Legal, Regulatory, Compliance Marketing

Skills & Expertise

Account Based Marketing Analytics Platforms B2B Growth Strategy B2B Marketing Strategy Bitcoin Ecosystem Understanding Blockchain Fundamentals Brand Positioning Business Model Analysis Buyer Persona Development Channel Partnership Strategy Collaboration Tools Competitive Analysis CRM Tools Cryptocurrency Market Knowledge Customer Journey Mapping Customer Segmentation Data Analysis Data Storytelling Data Visualization Tools Demand Generation Enterprise Sales Strategy Financial Modeling Fintech Industry Analysis Generative AI Tools Go-To-Market Strategy Development KPI Development KYC And AML Understanding Lead Generation Tools Market Sizing Marketing Automation Tools Platform As A Service Strategy Presentation Development Regulatory Compliance Knowledge Revenue Model Design Risk Management ROI Analysis Sales Funnel Optimization Secondary Market Research Strategic Communication Technical Translation

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Background & Objective

The challenge or opportunity you are trying to address for the organization.

Since 2015, Coinsource has validated been able to validate the demand for easy-to-use Bitcoin ATMs for consumers. After validating the B2C model, in 2020, they launched a B2B approach, which enables enterprise customers worldwide to leverage their technology and infrastructure to own and operate their own network of Bitcoin ATMs.
Learning Objectives

This is what students will learn as they complete the case.

This case challenges students to design a scalable B2B growth strategy within a rapidly evolving, highly regulated fintech and cryptocurrency ecosystem. 
Students completing this case will be able to: 
  • Understand the fundamentals of blockchain, Bitcoin, and the cryptocurrency transaction ecosystem, including the role of Bitcoin ATMs. 
  • Analyze Coinsource’s business model, including the transition from B2C to a Platform-as-a-Service (PaaS) B2B strategy. 
  • Evaluate the importance of regulatory compliance, banking relationships, and trust in scaling fintech and crypto-based solutions. 
  • Identify and segment key B2B target audiences (e.g., retailers, financial institutions, entrepreneurs, and ATM operators). 
  • Develop detailed B2B customer personas, including needs, motivations, barriers to adoption, and decision-making criteria. 
  • Assess Coinsource’s unique value proposition relative to competitors in the Bitcoin ATM and broader crypto infrastructure market. 
  • Design integrated marketing, communication, and sales strategies to drive awareness, acquisition, and retention of B2B customers. 
  • Propose a campaign roadmap, including channels, messaging, resource allocation, and timeline for scaling adoption. 
  • Define key performance indicators (KPIs) and financial considerations to measure campaign success and ROI. 
  • Examine broader market trends and adoption drivers influencing the growth of Bitcoin ATMs and crypto accessibility globally.
Key Action Items

These are activities and action items you might want to complete in order to achieve the expected outcomes.

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