Provectio lays the foundations for a scalable organization to support its growth dynamic

How Provectio clarified its sales roadmap to better manage growth

‍

By redefining sales roles, segmenting customers and structuring recruitment, Provectio is laying the foundations for a scalable organization to support its growth momentum.

 ‍

Breaking through a commercial glass ceiling

With the arrival of the Generis Capital fund in February 2024, Maxime Charlès, CEO of Provectio, felt the need to develop the company's sales organization to accelerate its sales momentum. It was this same fund that put him in touch with elaya, validating both its expertise and the ROI dimension of its support.

When Provectio began working with elaya, the objective was clear: to shake up a successful... but very conventional business model.

We were in a predictable, linear form of efficiency - with the risk of wear and tear, both for the sales teams and for ourselves. Maxime Charlès

Mission elaya: from customized diagnostics to a scalable model

1. Targeted, contextualized sales audit

elaya's approach is based first and foremost on a field diagnosis, far removed from standard theoretical models.

The findings were truly anchored in our reality. It wasn't a cookie-cutter model, but a tailor-made diagnosis, with arguments and structure. Maxime Charlès

This diagnosis led to an internal project called "Defragmentation", a nod to Provectio's IT world, aimed at clarifying sales roles, freeing up time for prospecting, and breathing new life into the existing team.

2. Function specialization & new team structure

elaya's assignment resulted in an in-depth reorganization, with the creation of 3 new positions (BDR, ACE, AE), the breakdown of sales cycle stages, the transfer of existing customer management to suitable profiles, but with the continued positioning of senior profiles in the pre-sales phases to guarantee quality from the very first contact.

Thanks to this new organization, our sales teams have 70% less time to seize new opportunities. Maxime Charlès

This change is also a lever for loyalty and re-engagement: the Go to Market teams have seen this reinvention as a new, motivating challenge, and it has opened up career development prospects for those just starting out.

3. Customer segmentation & model structuring

elaya provided a method that enabled Provectio to :

- Segment customers according to the value they generate (rather than on an egalitarian basis)

- Structuring the conversion chain (from MQL to SQL)

- Identify friction points in the sales tunnel

- Measure sales efficiency with indicators such as the 70/30 ratio

‍

70% time savings, a redesigned value chain and a roadmap ready for regional expansion

- Specialization of existing sales functions, with a clear, structured value chain

- 70% more time for historical sales staff, now focused on winning new customers

- New HR impetus: internal career plans have emerged to support profile development

- Rethinking customer segmentation

- Better strategic clarity for Comex on recruitment, investments and roadmap to follow

- A replicable plan for controlled territorial expansion

We now have a clear vision of the business strategy to be implemented and rolled out for future growth. Maxime Charlès

A business transformation with high human and strategic value

In addition to its theoretical and methodological contributions, elaya has enabled Provectio to regain control of its sales trajectory, with an organization aligned not only with its growth ambitions, but also with the realities on the ground. The momentum has now been set in motion, with results expected in the short term as the Account Execs take on their new sales roles.

elaya provided us with certainty, both in terms of the division of functions, the profiles to be recruited and the levers to be activated. Maxime Charlès

‍