Boost your sales performance!
Book an audit
Moving from a start-up model to that of a structured SaaS publisher: this was the challenge faced by Upsideo, a company from the financial sector, thanks to tailor-made support that clarified roles, strengthened teams and laid the foundations for sustainable growth.
Following a round of financing, Upsideo, a company with its origins in the financial sector, makes a strategic shift towards SaaS software publishing. While the technological roadmap is ambitious - platform overhaul, recruitment, reinforced governance - the sales organization remains to be optimized. The company was operating without a clear distinction between marketing and sales, hampering its ability to generate opportunities and compete. elaya's intervention clarified roles, aligned teams, and structured a system that met the challenges of growth.
Against this backdrop of transformation, Upsideo called on elaya to carry out an in-depth audit of its Go to Market practices, enabling us to formulate concrete, actionable recommendations.
The aim: to set in motion a new dynamic, lay the foundations for a high-performance organization and align all efforts towards generating leads and signing new customers. Numerous actions have been implemented:
- Clarification of roles between marketing and sales departments
- Setting up monitoring and commercial governance rituals
- Assigning tasks and responsibilities according to profile
- Selection and deployment of business management tools
- Strengthening marketing resources to supply sales teams with leads
- Coaching marketing and sales teams, especially senior sales staff, in new ways of working
- Support for the implementation and monitoring of projects
elaya didn't just diagnose the problem: it provided long-term support for implementation, including operational coaching for managers. Axel Rason
The first effects are clear on the marketing side:
- An influx of business opportunities
- Greater market visibility
- More qualified lead generation
On the commercial side, the result is more gradual, but promising:
We've never had such a well-stocked pipe. We're up against bigger rivals, but we're much better armed. Axel Rason
The transformation of the sales organization is part of a medium-term strategy, aligned with the finalization of the technology platform and the move upmarket of offerings.
We're aiming for larger deals, and for that we need the right processes and tools. Axel Rason
For Upsideo, the support provided went far beyond a simple reorganization. A whole "software change" took place. Moving from the logic of a start-up to that of a structured SME meant reviewing the fundamentals.
When you're a start-up, you do everything, even what you don't know how to do. There comes a time when you have to admit that you're not the best at everything, and look for outside expertise. Axel Rason
elaya has also given Upsideo a clear vision of profitability levers, identifying profitable customers, unprofitable ones and those that can generate upsales.
We've learned to structure our work by integrating rigor, follow-up and clear organization; it's not something you can improvise. Axel Rason
Upsideo knows that results are not immediate, but the transformation is underway.
Growth problems are the best kind of problem you can have. Axel Rason
Today, the company is positioned as a credible player against much larger competitors. The transition to a larger scale has begun, with a clear strategy, aligned teams and adapted tools.
If we'd had to do it all ourselves, we'd have wasted time and made mistakes. Having an expert like elaya, who knows the business, has seen what works elsewhere and can guide us, makes all the difference. Axel Rason
.png)
.png)
.png)
