As Aircall reached a certain threshold, we then decided to enter the local market. It was to the point where we experienced slowdowns and setbacks from operating physically far from key markets: hiring, relationship with channel and technological partners, customer care, marketing, and branding.Īll those areas were only covered partially from Paris. But the vast majority of our team members, including the DACH team, were still based out of Paris. What is one challenge that Aircall faced that made you personally anxious and now you look back with relief?Īt some point in our growth, we realized we were growing pretty fast in some countries. You must share every new update or change in plan as early as possible. As mentioned, those 10-15 early hires are the ones you will count on to take your business to the next level. Finally, transparency should not be underestimated because this is what will help you keep the whole team driven and flexible no matter what stands in the way.Make sure to communicate constantly on these metrics and the associated targets, so everyone is aligned on crushing them every month. Often you will start measuring everything, but it is more realistic to think about 2 to 3 main KPIs to track for your business. Once clear processes are in place, it is time to rely on data more than intuition.It will help you prepare for scale and not rely only on individual talents to reach your goals. Although this is the way to go at an early stage, you should soon come up with clear and standardized processes across the board. About processes, it is also tempting to rely only on super talented people at the start to carry your plans, with the highest level of autonomy to address every challenge and develop new processes.We then trained our members to be experts in each category, based on a country or an area. In our sales team, we broke down our sales process by steps of the buying process. Though these profiles are fundamental in the early days, we find that specialization is the key to growth and scale. When starting a venture, it is tempting to hire generalist profiles, such as general business developers eager to manage a large variety of topics.The foundation still deeply influences the whole company in every decision we make, and how we address new challenges. These hires paved the way for our current company DNA and helped scale our work culture globally. From the beginning, Aircall paid extra attention to the first 10-15 hires from a cultural perspective.Do you have advice for SaaS companies just starting in the marketplace? Maybe share with us 5 successful tips. We partner with leaders in different categories, such as Salesforce, Hubspot, Zendesk, Intercom, Gong, etc. What are Aircall's mission and vision? How far is it from getting there?Īircall empowers every business to have richer conversations with a cloud-based phone solution that replaces your legacy phone system and seamlessly integrates into your business tools. It was about time to expand Aircall’s footprint there, get closer to our customers and hire at scale. Since Summer 2021, I have been handling the expansion of Aircall over the DACH area with the opening of our Berlin office. I currently coordinate Aircall’s DACH team of over 25 people and specifically manage the account executives, who operate in the final stages of our prospect’s buying process. Could you please briefly introduce yourself and your role at Aircall?įrom a VC background, I am passionate about all things sales and growth, as well as technological challenges. Based on his experience so far, Léo shared some of his favorite SaaS tools, tips, and more. Léo has helped build and scale the sales team throughout every period of Aircall's rapid growth, strongly focusing on the DACH, Benelux, and Nordics areas. We have a special interview with Léo Fang-Tribalat, Director of Sales at Aircall, who joined at the pre-seed stage. Speaking of which, Sastrify has recently partnered up with Aircall for world-class integration and Aircall has become a new customer of Sastrify for better SaaS solutions. Founded in 2014, the French startup reached unicorn status by 2021 with a skyrocketing list of employees, customers, and partners. The blend of human and digital skills drives a high-value customer service, just the innovative solution companies need.Īircall marked its spot in the world as the go-to call center software in Europe. Becoming more and more attractive, cloud-based call centers are disrupting the on-premise structure. This new approach increases returns on investment, minimizes costs, and helps manage the workforce. For a top-notch customer experience, companies of all sizes are migrating to cloud-based call centers.
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