i6 Group is connecting the fragmented aviation fuel ecosystem-airlines, fuel suppliers, and service providers-through a real-time digital platform that eliminates paper-based processes at over 260 airports worldwide. After launching with British Airways at Heathrow in 2015 and recently closing their Series B with German PE firm Itrium, i6 is proving that even heavily regulated, risk-averse industries can achieve step-function operational improvements through software. In this episode of BUILDERS, Alex Mattos, CEO and Managing Director of i6 Group, breaks down how they navigated decade-long enterprise sales cycles, leveraged strategic customers as Series A investors, and are now building toward profitability to maximize exit optionality. Topics Discussed: The surprising analog nature of aviation fuel operations despite advanced aircraft technology i6's pivot from defense fuel system testing to commercial aviation digitization The multi-party fuel ecosystem: airlines, suppliers, service providers, and logistics chains Strategic approach to landing British Airways and Virgin Atlantic as launch customers Fundamental differences between European fuel optimization vs. US supply chain management models Multi-stakeholder enterprise sales involving fuel teams, flight ops, pilot unions, and CFOs Strategic Series A with customer-investors: British Airways, JetBlue, Shell, and World Fuel Services Series B transition from strategic to PE backing focused on scaling operations and go-to-market Network effects driving compounding value as airport coverage expands Path to self-sustainability and exit strategy considerations GTM Lessons For B2B Founders: Target brand DNA, not just budget, for early enterprise customers: i6 deliberately approached Virgin Atlantic because of Richard Branson's reputation for "being entrepreneurial, taking a risk, doing something different." This wasn't naive brand worship—it was strategic targeting based on organizational risk tolerance. When selling complex infrastructure to enterprises pre-product-market fit, a prospect's innovation track record matters more than their budget size. Map your early pipeline based on cultural willingness to partner with startups, not just technical fit. Invest in non-paying reference customers as currency for tier-one deals: Virgin Atlantic became i6's first operational deployment without payment. This wasn't charity—it was strategic capital allocation. The working reference at Virgin directly unlocked British Airways: "we turned up, demonstrated what we were doing...we've done this trial with Virgin and here's the results, and it went really well." For founders selling to conservative enterprises, one live deployment at a credible brand is worth more than a dozen pitch decks. Budget 6-12 months of runway for strategic pilots that generate proof points, not revenue. Create forcing functions with specific follow-up commitments: When British Airways said "if you're still here in six months, come back," most founders would hear soft rejection. Alex heard a calendar commitment and returned "to the day" with results. This precision signaling—we take your requirements seriously enough to track them to the day—separates serious vendors from tire-kickers. When enterprises set conditional bars, treat them as binding contracts and demonstrate execution discipline through exact follow-through. Position for market disruption by maintaining warm enterprise relationships: i6 benefited when an incumbent competitor liquidated, creating urgent procurement needs at British Airways. But luck favors the prepared—they had already established credibility through their Virgin deployment. Maintain enterprise relationships even when deals seem stalled. In concentrated B2B markets, competitive exits, budget releases, and trigger events happen regularly. Your position in the consideration set when disruption hits determines whether you capture the opportunity. Engineer word-of-mouth in concentrated industries through excellence, not marketing: Four months after Heathrow deployment, Dubai airport approached i6 unsolicited: "we've heard great things." In the aviation fuel community—which Alex describes as "surprisingly small"—exceptional execution travels faster than any outbound motion. This changes GTM strategy: in concentrated industries, over-invest in customer success and operational excellence at early deployments rather than spreading thin across many accounts. Your first customers are your sales team. Segment GTM by operational model, not just geography or company size: i6 discovered European airlines optimize for fuel efficiency and real-time decisions, while US airlines (controlling their own supply networks since the late 1980s) prioritize supply chain visibility: "how much fuel did we put in the plane, how much have we had delivered, how much have we got left." These aren't feature preferences—they're fundamentally different jobs-to-be-done driven by market structure. Don't assume global enterprises have unified needs. Segment by operational model and regulatory environment, then customize messaging and roadmap accordingly. Stage investor expertise to match company evolution, not just valuation milestones: Series A brought strategic investors who were actual users (British Airways, JetBlue, Shell, World Fuel Services) for product validation and network access. Series B brought PE firm Itrium for "scaling the business...building and growing our sales and revenue teams." This wasn't opportunistic—it was deliberate staging of capital sources to match capability gaps. Don't optimize fundraising purely on valuation or dilution. Map your next 18-month bottleneck (product validation vs. operational scaling vs. market expansion) and raise from investors who've solved that specific problem. Build for profitability to control your exit timing and terms: Alex's goal is avoiding Series C entirely: "we build and establish a fully self-sustaining business...the business becomes fully sustainable in the next couple of years." This isn't conservatism—it's strategic optionality. Reaching profitability eliminates the forced march toward subsequent rounds, letting you choose between IPO or M&A based on market conditions rather than cash position. For infrastructure plays with long implementation cycles, factor sustainability into your growth model early, even if it moderates topline growth rates. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM
