Helping Scaleups Grow “Healthily” towards M&A through a proven hands-on SaaS Go-To-Market and Revenue Leadership Framework.

In the first 6 months of cooperation I’ve been able to redefine some of our internal processes, spot issues and data that we were not considering and most importantly, I had someone listening and pouring himself into our sales challenges. I would recommend Luigi to every CEO and founder that is scaling sales in SaaS organization, and I would partner with him on strategy, processes and execution.

Luigi has been the go-to-market leader of our success story at Woffu. He was already a solid and successful SaaS revenue leader when I met him in 2016 when Woffu was at 2K in MRR, and I convinced him to come on board as Angel investor and team mentor. Things scaled up quickly and from 2018 he became operationally involved as CRO and key Board Member. Thanks to Luigi’s strategic and operational revenue leadership, we grew the revenue teams up to 25+ people (Sales, Customer Success, & Marketing).
We reached more than 1,500 customers and ARPA grew 7X virtually bootstrapped. Finally, we co-led successfully the exit strategy to Visma and I’m lucky to have him still with me to help maximize the earnout potential and prepare the company for the next phase now that we are part of PE-backed giant Visma. To wrap up: Nine years of cooperation, a successful exit and a friendship for life. What a beautiful journey!

We raised a series A in 2018 and needed to build Sales and Customer Success from scratch. In a few months working with Luigi and his framework, we had essential solid Fundamentals implemented (Salesforce, Playbook, a few SDRs building into large fashion enterprises across Europe and US. Our pitch and positioning also evolved to the next level to focus more on use cases and the business impact of our solutions. We worked together for 18 months and it really helped us to build the right fundamentals to scale our go-to-market engine and become increasingly autonomous.

As a group, we are in the process of transforming thorough consolidation and various acquisitions in some of our key markets. This new SaaS approach affects the entire sales process and stakeholders’ collaborations. During the first six months of cooperation, Luigi helped redefine our value proposition and go-to-market strategy. All while he was working with the teams to detect quick wins and implement.

I’ve worked with Luigi for almost three years in BAT where he covered a clear CRO role for Italy (the most strategic and important HP market in Europe). I took advantage of his deep knowledge and his SAAS framework to help shaping few aspects of our business in new categories requiring a new highly consumer centric approach. SAAS mindset does not apply to start ups only but also to big corporates willing to reshape the way they operate, identify the right KPI’s and re engineer processes to ensure consumers are always at the heart of everything we do. He deeply worked with the team being present on the ground when needed and willing to transfer knowledge to them making ensuring independency and knowledge.

After having built a few years ago the Fundamentals of our go-to-market engine with Luigi’s hands-on approach (GTM focus, value prop & choreographies, Sales and Customer Success initial teams), 60% of that work is still embedded in our business. Especially the mindset and the philosophy of how to scale a complex SaaS business.

…as a result we have a perfectly matching playbook, an efficient and stable sales engine. There are clear cadences, sequences, a process that matches the funnel and CRM-software that matches the process. From funnel intake (inbound and outbound) to opportunity-conversion, we were able to step up from a decentralized “everyone-tries-around” sales set-up to having a standardized choreography and a professional backbone! Highest recommendations from team Logward :).

The operational coaching based on the framework helped us rethink our go-to-market approach, value proposition and pricing/packaging model. We are essentially an e-commerce transactional model but in a few months we could build the mindset of a SaaS business and subscription model. It gave us great inspiration and transfer of best practices.