Structure to scale: how Wiiisdom professionalized its Go to Market to accelerate growth

Structure to scale: how Wiiisdom professionalized its Go to Market to accelerate growth‍

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Team alignment, sales governance, sales enablement tools, recruitment anticipation: Wiiisdom consolidated the foundations of its scale-up with elaya's operational support.

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Context: a need for expertise to turn a corner

A start-up in its scale-up phase, Wiiisdom has a solid product and established commercial traction, but is reaching a glass ceiling. Founder Sébastien Goiffon identifies the limitations of an intuitive approach:

‍It'snot that we were doing things wrong, but we could do them a lot better. Either you learn on your own, or you go and get the expertise. Sébastien Goiffon

Faced with the challenges of structuring, sales governance and team alignment, Wiiisdom's management decided to rely on external support, structured in several stages: audit, action plan, training, then ongoing support for the Go to Market teams.

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An evolving mission: governance, sales enablement and anticipation

elaya's intervention is built over time. After an initial audit and the return of recommendations, regular work takes place: raising team awareness, putting recommendations into practice, team rituals and strategic support.‍

The great thing is that the changeover came naturally. There was no rupture. Everyone bought in. Sébastien Goiffon

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Among the levers activated:
- New Go to Market governance, with weekly rituals (pipe,win/loss, marketing actions...)
- Training teams in a structured, shared methodology
- Implementation of a sales enablement platform, including digital sales rooms and a formalized onboarding path for new salespeople
- Setting up winrooms: a collaborative format to maximize the chances of winning large strategic deals.

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Results: time savings, efficiency, replicability

The first results are clear:
- Global Go to Market alignment, from Marketing to Customer Success
- Major time savings for the CEO, who can concentrate on strategy
- Professionalized handling of key accounts, with segmentation of efforts by opportunity size
- Increased revenue predictability, essential for securing investments.

‍Today, we have all the tools to operate like the best. We weren't starting from scratch, but elaya has saved us years. Sébastien Goiffon

‍Another key change is the ability to capitalize. Where great business victories used to be isolated and difficult to replicate, they are now becoming replicable across the team.

‍Before, a big deal was an alignment of planets, now it's a method. Sébastien Goiffon

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A long-term dynamic

elaya's support was not limited to a one-shot deal. It was adapted to the pace of Wiiisdom's growth, and is part of a long-term relationship.
Beyond the operational results, the benefit is also cultural: fewer silos, no loss of information, but focus, transparency, and collective energy.‍

The real change is buy-in. Now, everyone is aligned, and that releases enormous energy. Sébastien Goiffon

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