Frontline Growth

Navan Case Study

Posted 29 February 2020


Navan (FKA TripActions) is a travel management company for businesses and business travelers. Booking and managing travel can be done on the web or via a smartphone app.

  • Founders: Ariel Cohen and Ilan Twig
Headquarters: Palo Alto
  • Last Round Valuation: $4 Billion (July 2019)
Employees in Europe: 150 (Amsterdam, London)


  • Strategy: Advised CEO on European rollout and structure/content of international expansion board presentations
  • Sales: Advised CRO on European sales plan and introduced local customers
  • EMEA HQ: Coordinated CEO visit to Ams, Dub and Ldn and provided scorecard to select HQ city
  • Talent: Introduced CEO to GM candidates, interviewed several others.
  • Coaching: Coached newly hired VP of International


  • 0-150 employees in Europe in 18 months
  • Rapid global support of large US customers
  • Strong culture in place through early hires
  • 20-person Engineering team now in place
  • Lufthansa has invested in the company and become a strategic partner

We've grown from 0 to 150 people in Europe, built a world-class culture and scored a major strategic partner, all in 18 months. Such a fast start is only possible when you put strong foundations in place – and Frontline was instrumental in helping us do that. They were a crucial source of go-to-market advice, they introduced multiple quality candidates from their local network – from GMs to Sales to Finance – and Stephen even coached one of my VPs for six months. Frontline's operating experience in Europe made the advice pragmatic and actionable. Just what we needed to make Europe a growth engine for TripActions globally.

Ariel Cohen, CEO , Tripactions


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