We help you achieve growth that lasts
What we do
UScale focuses on a particular period in the life of a startup : the product has successfully hit the market, more mature investors are willing to place a bet on the company, and the company has now to scale in order to build a sustainable revenue stream so more product offerings can be developed and new markets can be penetrated.
What does « scale » mean ? Implement a repeatable sales process, build an organization that allows the founders to step up and leverage their management structure to run the business, define a go-to-market startegy that focuses on the business challenges the customers have to solve rather than being product-centric.
This can mean lots of changes for the structure to absorb, hence the ability to onboard the teams so they actively endorse the new models, to generate quick wins to demonstrate tangible results rapidly, to maintain the initial entrepreurial DNA while bringing fresh blood to evolve the company’s mindset, all this is critical for this scaling to be successful and sustainable.
UScale aims at helping entrepreneurs find the best suited anwers to questions such as :
I know the market segments I want to develop or penetrate, but how I can structure a go-to-market plan that will define my value prop, the necessary channels, the associated business model, and the adequate team profile and organization model ?
Should I sell direct or through channels, on which segments ?
I want to evolve my sales structure to a more high-touch, business-oriented sales vs a transactional, product-oriented approach. What changes do I need to implement in the teams structure, sales process, product positioning to achieve this ?
As the founder, I need to step up from the day/day operations so I can concentrate more on strategy, exec level relationships at my top customers, etc. How can I develop my existing management structure, bringing them the necessary skills and tools that will allow them to expand their scope of responsibilities and drive their business with more autonomy.
How we do it
We specifically focus on B2B startups that require support on the following subjects :
Go-To-Market strategy : the relevant GTM model will define the market segmentation (by region, by vertical), and for those segments the business value proposition, the sales cycle complexity, the direct or indirect model (in that case, clarifying the profile and role of the involved channels), necessary sales profiles (high touch, territory, or channel/marketing-led).
Sales execution : the above GTM needs to be constantly monitored and adjusted, through KPI’s on sales activity, funnel build up and conversion. It is commonly accepted that scaling is 10% strategy and 90% execution, making this topic especially critical when introducing a new GTM model.
Change Management : the GTM model implies not only changes in the existing organization but also new roles to be potentially be created. Communicating the strategy by giving the teams the « big picture » and demonstrating regularly tangible progress and benefits of the execution of this strategy are critical to ensure the teams fully endorse those changes.
Who we are
Philippe Elie has founded Uscale Consulting with the objective to give back his 36-year experience in the high tech industry to the entrepreuneurs community.
He has been leading sales teams in the high tech industry at IBM, Cisco, Riverbed, Akamai and Infoblox, his past assignments include the launch of the Commercial division at Cisco France covering Mid-market and SME customers, the opening and development of Southern Europe and Middle East regions at Riverbed, the management of transformational projects at Cisco and Riverbed involving cross-organizational teaming and the introduction of new market coverage models.
He has a strong experience in indirect sales, building Go-To-Market models that involve System Integrators, Service Providers and 2-tier distribution. He has managed international teams in multi-cultural environments, in large companies and startup environments.