Daniel Brunsdon

Context

WaaP is a modular wallet infrastructure SDK that lets any application embed non-custodial wallets. Think of it as the plumbing layer — applications get wallet functionality without building or managing key infrastructure themselves.

I joined to take this from zero to market in a space dominated by well-funded incumbents like Privy and Dynamic.

What I did

Defined the target market and positioning. In a crowded wallet infrastructure space, we couldn't out-spend incumbents on direct sales. Instead, I identified channel partnerships as the primary distribution strategy — integrating with platforms that already had developer audiences.

Secured and managed a $150K grant from the Stellar Development Foundation, structured across 3 milestone-based tranches. This funded initial development and provided credibility for early partner conversations.

Built the BD motion end-to-end: target market segmentation, ideal customer profiles, outbound pipeline, sales enablement materials, partner-facing documentation, and hands-on integration support for partner engineering teams.

Wrote technical documentation for the SDK and APIs, bridging the gap between product positioning and developer experience.

Results

• Launched to market from zero — positioning, pipeline, docs, and partnerships
• Deployed across 9+ chains with multi-chain support
• $150K SDF grant secured and managed across 3 tranches
• Established repeatable GTM playbook for wallet infrastructure
• 10+ active integration targets in pipeline

Takeaway

Zero-to-one in a consolidating market requires a different playbook than growth-stage GTM. When you can't outspend, you find leverage — in this case, channel partnerships that turned other platforms' developer audiences into distribution. The grant management added a layer of milestone discipline that sharpened the entire operation.