I have been lucky to be part of an amazing journey at Criteo, from 2015 to 2020. 

When I joined the EMEA commercial HQ in Barcelona in 2015, we were 50 people, generating 10M€ ARR. When I left in 2020, we grew the team to 1500+ people, generating +1B€ ARR. 

As the Founder of Atscale, I take pride in seeing for the past 6 years the impact we've had on the development and optimization of the revenue departments of 100+ best-in-class Scale-ups. Our team of operating partners and former Revenue Leaders brings IPO expertise to help these companies thrive.

I aim to build businesses that are profitable from Day-1. 

I invest in cutting-edge technology and Real Estate. 

Strategy, new business development and marketing communications are at the heart of my skills, enabling me to effectively support Companies in their expansion.

If you are interested in any of these topics, feel free to follow me or contact me directly.

Pierre Trannoy

In 2025, I directly generated €1.5M in revenue for my companies through warm introductions and referrals.

Just people introducing me to other people.
For years, I underestimated how powerful this truly is.

Here is what I’ve learned about why introductions drive so much business:

1️⃣ 𝗧𝗿𝘂𝘀𝘁 𝗶𝘀 𝘁𝗿𝗮𝗻𝘀𝗳𝗲𝗿𝗿𝗲𝗱 𝗶𝗻𝘀𝘁𝗮𝗻𝘁𝗹𝘆
When someone you respect introduces you, you borrow their credibility.
You don’t start at zero, you start at 50%.
The conversation is different from the first minute.

2️⃣ 𝗬𝗼𝘂 𝘀𝗸𝗶𝗽 𝘁𝗵𝗲 𝗻𝗼𝗶𝘀𝗲
Cold outreach fights for attention, while introductions arrive with context.
“Pierre can help you structure your Revenue engine.”
That sentence changes everything.

3️⃣ 𝗧𝗵𝗲 𝘁𝗶𝗺𝗶𝗻𝗴 𝗶𝘀 𝘂𝘀𝘂𝗮𝗹𝗹𝘆 𝗯𝗲𝘁𝘁𝗲𝗿
Warm intros often happen when:
There is a real project
A pain has already been identified
Budget exists 
Urgency is real
You’re not creating awareness.
You’re entering an active discussion, so sales cycles are shorter. 

4️⃣ 𝗧𝗵𝗲 𝗾𝘂𝗮𝗹𝗶𝘁𝘆 𝗼𝗳 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆 𝗶𝘀 𝗵𝗶𝗴𝗵𝗲𝗿
Referrals tend to:
- Have clearer expectations
- Be better aligned with your ICP
- Close faster
- Lead to stronger long-term relationships
It’s not just about more deals.
It’s about better deals.

But here’s the important part:
Your network is not fixed. It’s not something you “have", and something you build constantly.

And it requires deliberate effort:
Reaching out without asking for anything, making introductions yourself, sharing opportunities, showing up consistently, staying in touch even when there is no immediate upside. 

Too many people think networking is opportunistic, but in reality, it’s long-term compounding.

The €1.5M didn’t come from one big contact.
It came from years of conversations, value exchanges, and trust built slowly.

Founder @Atscale Group | Sales Excellence, Value Creation & Operating Partner | Training | Exec Search | Scaling Tech, IT & Services companies

Everyone talks about AI for top-of-funnel. Linkedin feeds are full of this lately...

Pipeline generation.
Outbound automation.
Personalized cold emails at scale.

Yes — that matters.

But if you only use AI to create more opportunities... you’re missing 80% of the upside.

AI agents are not just SDR enhancers.
They can transform the entire Go-To-Market machine — Marketing, Sales, and Customer Success.

Here are 7 high-impact use cases beyond pipeline generation:

1️⃣ Deal Qualification & Inspection
AI agents reviewing calls, emails and CRM fields to score MEDDIC compliance, identify missing decision criteria, detect weak champions, and flag deal risks early. Instead of “pipeline reviews,” you get real-time deal health diagnostics.

2️⃣ Sales Coaching at Scale
AI analyzing call recordings to provide structured feedback: talk/listen ratio, objection handling quality, pricing conversations, next-step clarity. Every rep gets a personal coach. Not once a quarter. Every day.

3️⃣ Proposal & Deal Shaping
AI agents generating tailored business cases, ROI models, executive summaries and recap emails based on industry, persona and deal context. Faster turnaround. Higher relevance. Better close rates.

4️⃣ Pricing & Discount Governance
AI monitoring discount patterns, deal margins and approval flows to flag abnormal concessions and protect profitability. Not just revenue growth — profitable revenue growth.

5️⃣ Forecasting & Pipeline Accuracy
AI cross-checking CRM data, activity levels, deal progression and historical patterns to challenge over-optimistic commits. A second brain for the CRO.

6️⃣ Customer Onboarding Acceleration
AI copilots guiding implementation steps, generating custom onboarding plans, anticipating friction points based on similar customers. Faster time-to-value. Lower early churn.

7️⃣ Expansion & Churn Prevention
AI agents scanning product usage, support tickets, NPS trends and engagement signals to detect upsell triggers or churn risks before humans see them. Proactive CS instead of reactive firefighting.

The real question is not:
“How do we use AI to generate more leads?”

The real question is:
“Where in our GTM machine are humans spending time on repetitive analysis, low-leverage tasks, or inconsistent decision-making?”

That’s where AI agents belong.

AI is not a growth hack.
It’s an operational leverage layer.

And the companies that will win are not the ones sending better automated emails —
but the ones redesigning their entire revenue engine around intelligent systems.

Pick up the phone and talk to your client —> it’s still your superpower for winning !

I work as a VP Sales / CRO alongside CEOs and Boards to secure and accelerate growth in B2B SaaS and tech companies. My role is to turn growth ambition into predictable revenue, through clear go-to-market strategy, scalable commercial organizations, and disciplined execution.
With 15+ years of experience in revenue leadership and full P&L ownership, I have built and scaled commercial organizations across SMB, Mid-Market, and Enterprise segments, primarily in high-growth SaaS environments with high-velocity sales cycles (typical ACVs ranging from €2K to €30K). 

I operate at the intersection of strategy, organization, and operational performance.
I have led multi-layered sales organizations (first-line, second-line, and managers of managers), with a consistent focus on:
- clarity of roles and accountability,
- robust operating models (forecasting, pipeline management, unit economics),
- strengthening middle management as a critical lever for scale.

My experience spans complex B2B ICPs (companies with 20 to 10,000 employees), involving decision-making processes across Finance, HR, Operations, and Executive leadership. I typically operate in demanding contexts: rapid growth, margin pressure, organizational transformation, or go-to-market shifts.

I have designed and deployed end-to-end revenue engines, including:
- Structured, predictable inbound,
- Segmented outbound organizations (BDRs / SDRs / AEs) optimized for velocity and unit economics,
- Expansion, retention, and strategic accounts as long-term growth drivers.

Results include rapid team and revenue scaling (Qonto: 0 → 25 outbound FTEs; Spendesk: 3.5× growth in 15 months), accelerated ARR, improved predictability, and the reinforcement of durable go-to-market foundations.

I am typically engaged when growth needs to be secured, structured, and made sustainable.
My value lies in building commercial organizations that are scalable, controllable, and aligned with company strategy, while developing leaders capable of sustaining performance over time.

Dorothée LECONTE

Plutôt Marseille-Cassis avec ses montées exigeantes ?
Ou Paris-Versailles où il faut tenir la cadence jusqu’au bout ?
Pourquoi je parle de running ?

Parce que l’Inbound Sales BtoC chez Skarlett, c’est exactement ça.
👉 De l’intensité.
👉 Du volume de calls, tous les jours.
👉 De la méthode.
👉 De la constance.

Mais aussi du plaisir.
 ->Le plaisir de progresser.
-> Le plaisir de closer.
 ->Le plaisir de voir ses performances monter semaine après semaine.

Ce n’est pas un sprint isolé.
Ce n’est pas un marathon contemplatif.
C’est un sport de haut niveau commercial : régularité + discipline + énergie et au sein d'une super équipe !

Skarlett, que j’accompagne aujourd’hui, recrute à Marseille pour passer un cap dans sa croissance sur son équipe Inbound B2C assurance. 


Si tu aimes :
- envoyer du rythme en call > 150 calls/jours
- améliorer le quotidien des personnes (cible BtoC)
- performer dans la durée
- travailler tes KPI comme un athlète travaille ses chronos
- évoluer dans une équipe engagée et ambitieuse

Alors va jeter un œil à l’annonce (en pièce jointe) pour rejoindre l'équipe commerciale de Baptiste Lemercier.

Peut-être que ton prochain terrain d’entraînement… est à deux pas de la Canebière 🌅.

🤖Fractional CRO / VP Sales | B2B SaaS | Revenue Growth, Go‑to‑Market Strategy & Scalable Sales Leadership: external eye, structured impact, customer growth [ex-Qonto] [ex-Spendesk]/ 🎢 Change is a constant game !

Il y a des jours où on est à 100 %.
Voire 200 % ! 🚀
Plein d’énergie.
Beaucoup d’idées.
La vision est claire.
Tout paraît fluide.

Et puis il y a des jours où la vision est plus brumeuse...
Où l’énergie manque un peu plus.
Où l’élan est moins naturel.

Quand on est leader  et encore plus quand on est indépendante personne ne régule ça à notre place.
Et pourtant, il faut savoir faire.

Même quand on est à 40 %.
Ne serait-ce que pour soi.
Mais aussi pour les équipes et les clients sur lesquels on s’est engagés.

C’est là que j’ai compris quelque chose d’essentiel :

On ne gère pas son temps.
- On gère son énergie.

C’est exactement ce que développent Jim Loehr et Tony Schwartz dans The Power of Full Engagement : la performance durable repose sur la gestion de notre énergie physique, émotionnelle, mentale et même “spirituelle” (le sens que l’on met dans ce que l’on fait).

James Clear, dans Atomic Habits, rappelle que ce ne sont pas les pics de motivation qui comptent, mais les systèmes que l’on met en place les jours ordinaires.

Cal Newport, avec Deep Work, insiste sur la protection de l’énergie cognitive dans un monde de dispersion permanente.

Greg McKeown, dans Essentialism, nous pousse à comprendre que préserver son énergie, c’est aussi savoir dire non.

Et Brendon Burchard, dans High Performance Habits, parle d’“énergie intentionnelle” : on ne la subit pas, on la cultive.

Personnellement, j’ai arrêté d’attendre d’être “dans le bon mood”.

J’ai appris à :
• Protéger mon énergie physique (rythme, sport, récupération)
 • Structurer mon énergie mentale (deep work, priorités claires)
 • Choisir mon énergie émotionnelle (entourage, conversations stimulantes)

Parce que la maturité d’un leader, ce n’est pas d’être toujours à 100 %.
C’est de savoir quoi faire quand on est à 40 %.

Et vous, qu’est-ce qui vous permet de garder le cap quand l’énergie fluctue ?

Où passe vraiment le temps de vos managers ?

On parle souvent d’objectifs :
 +20 %
 +30 % de revenu à générer YoY.

Mais on parle beaucoup moins de l’allocation réelle du temps.

Le revenu ne vient pas du bruit.
- Il vient d’une intention.
- Il vient d’un focus.

Aujourd’hui, j’accompagne des entreprises de toutes tailles et maturités.
Et le blocage n’est presque jamais le talent.

C’est la dispersion ⏱️.

Le syndrome du manager pompier 👨‍🚒 :
 – gérer les urgences
 – répondre en continu aux messages
 – multiplier les réunions
 – micro-manager pour “sécuriser”

Résultat ?
- Beaucoup d’activité / Peu d’impact direct sur le revenu.

Si vous voulez +30 %, la vraie question est :

👉 Combien de temps vos managers passent réellement sur :
 – le coaching 1:1
 – la stratégie des deals
 – l’analyse pipeline
 – la revue des KPI
 – la montée en compétence des équipes

Le revenu est un système.
Pas une réaction.

Un manager performant ne saute pas sur tout.
Il structure son agenda autour de l’impact.

Personnellement :
- Lundi / Mardi → alignement stratégique & énergie collective
- Mercredi / Jeudi → projets structurants
- Vendredi → deep work sacralisé (coaching, lecture, création)

Focus > agitation.
Impact > présence constante.
Intention > réaction.

Si vous deviez analyser l’agenda de vos managers cette semaine…
Dans quel quadrant tomberaient 70 % de leurs heures ?

taplio

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