Scalability

CEO & Growth expert

Data Invest

Chief Operating Officer

Reveal (formerly Sharework)

o Implement and optimize acquisition campaigns (Facebook Ads, Linkedin & Emailing)
o Advise on positioning, communications and other marketing issues
o Monitor marketing projects and analyze results
o Create a database (Anyleads, Dropcontact & Neverbounce)
o Develop cold email strategy (Woodpecker & Apollo)

Marketing consultant - Freelance

o In-depth analysis of the sector and commercial opportunities 
o Launch the POC, analyse user’s feedback
o Create UX and design of the web application (Mockups on Sketch; Working in collaboration with developers and web designer)
o Develop the Knowledge base on best practices in commercial maters (SDR, commercial Strategy, hiring process…)
o Help founders for Seed Fundraising end of 2018

CEO Right-Hand

LeGraal

Co-founder

Red Bull

o Create tailor-made campus marketing plans 
o Integrate Red Bull into the student lifestyle 
o Establish and maintain partnerships with key stakeholders
o Organize the regional qualification for Red Bull Mind Gamers

Student Brand Manager

Benjamin Donteville

Cold outreach hurts when your targeting is blind.
It becomes predictable when your data is sharp.

This screenshot is what happens when outreach relies on guessing.
Wrong person.
Wrong timing.
Wrong angle.

The problem is not volume.
The problem is signal quality.

This is why we built AI agents that read accounts, surface intent, and show you exactly who is worth contacting.
Not based on templates.
Based on real data.

When your targeting is right, conversations stop feeling random.
They start feeling inevitable.

Every skill that matters starts with one thing
Learning how to make people care.

Not convince.
Not push.
Care.

That’s why the best founders think like top salespeople.
They know attention is earned.
Trust is built.
And value has to be shown, not shouted.

You’re not selling a product.
You’re selling clarity, direction, and confidence in the next step.

If you master that, the channel doesn’t matter anymore.

We recently made a big shift at Scalability.

We created a dedicated AI team that now works across the entire company.

Product.

Internal processes.

Sales operations.

Everything.

We are 25 people.

And 3 of us, more than 10 percent of the company, focus only on AI.

Their impact is immediate because they ship fast.

Very fast.

The first thing they delivered was an internal library of AI agents.

Agents that use all our internal data and scrape external sources to help us find insights, spot opportunities, and make better decisions.

This shift changed how we build.

It changed how we sell.

It changed how we operate.

AI is no longer a layer on top of our product.

It is part of our company.

Don’t start a company for the title.

Start it only if the problem won’t leave you alone.

That’s exactly how Scalability started.
The problems in outbound were too real and too persistent to ignore.

Nothing scales if the core issues stay untouched.

Outbound doesn’t fall apart because people aren’t trying.
It falls apart because the challenges underneath are real.

Blind targeting
Messy data
Weak signals
Wrong accounts
Low-quality meetings

These aren’t solved with louder outreach or new templates.

This is why we built Scalability.
To fix the actual problems SDRs deal with every day.

AI agents that sharpen ICPs.
Agents that enrich, clean, and update data.
Agents that read accounts, spot intent, and improve timing.
Agents that warm prospects so conversations feel natural again.

When the fundamentals are right, outreach stops feeling like guesswork.
It becomes steady, predictable, and scalable.

Most sales reps don’t fail because they lack skill.

They fail because they can’t stay consistent long enough for the skill to form.

Everyone can have a good day.
Very few can have a good month.

Here’s the pattern:

→ Inconsistent reps restart their momentum every week.
→ Consistent reps build momentum every day.

One keeps losing confidence.
The other keeps gaining it.

Consistency does what intensity never will:

→ It sharpens your timing
→ It improves your message
→ It compounds your pipeline
→ It builds a rhythm buyers can feel

If you want predictable meetings, you need predictable behavior.

The reps who win aren’t waiting for the “perfect moment.”

Touch the accounts.
Send the message.
Make the call.
Do it again tomorrow.

Most people aren’t productive.

They’re just busy.

You can work all day and still feel stuck if your time goes into inbox checks, CRM tweaks, and tasks that don’t move a single deal forward.

The difference is simple:
Busy is reactive.
Productive is deliberate.

If you want real progress, track the work that actually matters:

– How much time actually went into outreach
– How many touches were targeted, not generic
– How much focus time you protect for real work
– How many actions led to a clear next step

Measure what moves you forward.

Everything else is admin disguised as “work.”

Most SDRs don’t have a performance problem.

They have a work allocation problem.

Here’s the data:

• 60 percent of an SDR’s day disappears into admin, CRM fixes, and manual research.
• Only 20–25 percent becomes actual outreach.
• Less than 10 percent happens at the right moment.
• And timing alone drives 40 percent of reply rate variance.

Traditional SDR workflows are built for waste.
AI-driven workflows are built for alignment.

What changes when AI handles the heavy work:

• Research is pulled instantly instead of done manually.
• Data stays clean and enriched without constant human checks.
• Outreach finally happens at warm moments, not random ones.
• SDRs spend 3–4x more time actually talking to buyers.

This is why “working smart” compounds.
The calendar tells the story.

Most Outbound Teams Don’t Have A Volume Problem.

They Have A Waste Problem.

When you look at a full target list, it feels like every account should be contacted.
But when you study the data, only a small slice is actually in a buying window.

That’s where the 12–30–58 Rule comes in.

It’s the simplest way to remove waste and focus your team on accounts that can really move.

Here’s how it plays out:

12% = Active Buyers
These accounts show real movement: funding, hiring, tech shifts, new teams, expansion.
This is where the short decision windows live.
Touch these weekly.
→ Short decision windows
→ High reply likelihood

30% = Good Fits, Wrong Timing
Nothing is happening right now, but they match who you sell to.
These become valuable the moment a signal appears.
Review these monthly.
→ Good strategic fit
→ Converts when timing flips

58% = No Movement, No Signal
No reason to reach out.
No momentum.
No timing trigger.
Touching this group drains reply rates, SDR energy, and reporting quality.
Keep them silent until they show life.
→ Creates operational drag
→ Wastes outbound capacity

The rule works because it organises your outbound around movement, not message volume.

Small shifts in timing create big shifts in pipeline.

If you want predictable outbound, start here:
Work the 12%. Monitor the 30%. Ignore the 58% until they wake up.

Let movement lead. Everything else gets easier.

How to Cut Outbound Waste Fast

Sales teams using AI make more money.

The gap between early adopters and everyone else is widening.

The new Gong study analysed 7.1 million opportunities across 3,600 companies.
The pattern is impossible to ignore:

1. Reps aren’t losing because win rates dropped.
2. They’re losing because they’re working fewer opportunities.
3. And they’re working fewer opportunities because their time leaks into admin, prep, and manual research.

AI resets the balance of work.

→ Less time searching
→ Less time guessing
→ Less time rewriting
→ Less time forecasting from sentiment

Teams using AI in their workflow are:

→ 65 percent more likely to increase win rates
→ Generating 77 percent more revenue per rep
→ Achieving 10-15 percent better forecasting accuracy
→ Moving from automation to actual intelligence like timing, risk, signals, deal patterns

And the most interesting point:
Reps aren’t becoming redundant.
They’re becoming more focused.

When AI removes the 60-70 percent of work that isn’t selling, reps finally spend their time on conversations.

Unboared

Since 2024: 0 to 100k+ users • 0 to 180+ venues

Building better places for your customers thanks to accessible gaming.

• Led and design the product from concept to launch, maintaining a +150 components design system
• Implemented data-driven experiments and user research to improve engagement and user experience, increasing average session duration by 53% and driving partnerships with major clients live airports or hospitality
• Developed and prioritized multi-quarter roadmaps, balancing customer needs with business objectives
• Collaborated with cross-functional teams (engineering, design, marketing) to deliver platform features, optimize infrastructure, improve scalability and usability

You're part of an airport, a bar/pub, a train station or other waiting area and you want to improve the experience of your space through gaming? Let's talk!

Currently hiring in Paris and Lyon ✌️

Co-Founder & CEO

Victorien Defosse

Worked for big companies (Deloitte, Givaudan, Vinci...), startups and restaurants.
First to have fun at school.
Then by passion.

✓ Innovation & Design Consulting for services, products and experiences
✓ Motion Design, UI / UX, 3D

Motion & Product Designer

KPMG France

• Led client innovation programs from Discovery, Ideation, Build & measure applied for new business models innovative products / services in the medical, public, transportation and apparel sectors
• Orchestrated cross-functional workshops with C-level stakeholders, aligning strategy, design, and technical teams to define product goals, multi-quarter strategies, and roadmaps
• Designed and prototyped digital solutions, conducting user research and usability testing to validate assumptions and improve customer experience
• Co-creation of an annual tech and innovation trend book (2020 and 2021) with our clients and strategic partners 
• Participation in the organization of the KPMG stand for Vivatech 2021 (relationship with startups, motion design content...)

Senior Consultant - Product Manager

At HOW (Hello Open World) by KPMG, we work with KPMG clients to build new innovations thanks to our creative / design methodologies and our ecosystem.

• Co-built a new offer : Innovation, Creativity and Serious Games Workshops
• Turned our workshops into remote workshops during Covid-19 (through tools like Mural, Beekast, Klaxoon...)
• Worked with cross-sectorial clients : Financial Services, Public Services, Health... About versatile topics : Supply Chain, 3D Printing, Territorial Innovation Strategy...
• Created tools to facilitate workshops : video edition, ideation & creativity tools...

Experience Design Consultant

Accenture

The paris innovation center is a place which gather the skills, processes and tools to unlock innovation, from exploration to experimentation, either with C-levels for strategic alignement or with operational teams. 

• Designed inspiring and engaging workshops, using several UX / design / product methodologies and facilitations technics, assembling internal and external skills
• Built interfaces for our clients (Thales, LVMH...) using product and UX methdologies (discovery, production, iterations, delivery) with cross-functional teams
• Promote offerings internally by creating and sharing content on internal initiatives and trending tehc and innovation news

Product & Service Designer

Eclipse by Swiper 

Apps communicate with their users by sending two poor lines of text (notifications).
Eclipse changes the game by turning the text into a real interactive media.

• Analysed the transformation of Swiper (BtC app) into Eclipse by Swiper (BtB solution), and collaborated to the UX and UI design
• Cross-functional work with developers, data scientist and marketing team to bring the best UX and content to every client (Photoshop, Sketch, After Effect, Adobe XD)
• Worked for around 40 small and big clients / medias
• Participated to Viva Technology with TF1

Product Designer

Swiper

I worked on the complete redesign of the app, from discovery to delivery :
• UX Research, dat collection with data scientist, focus groups, personas and user journeys
• Improved UI and UX (Sketch, Adobe)
• Set up a Facebook chatbot to quickly answer to our users
• Designed a new identity and motion design for Swiper
• Imagined, coordinated and implemented new advertising campaigns for our clients

Swiper is an Ad-Tech app, aiming to maximize campaigns' performances, ROI, penetration and interaction allowing brands to advertise on the most efficient mobile media : the first screen of the device. After having collected 500k users, we have carried Swiper to transform into Eclipse.

> Best Advertising media in France ("video ads and new formats" categorie) by IAB 2017
> Over 350k users of Swiper in France from Jan 16' with no marketing costs.
> Working with advertisers such as Uber, ShowroomPrivé, La Redoute, Daunat, Bonduelle, Darty etc.
> Working with french ad-networks such as Mobext, Mobvalue, Madvertising, Ad4Screen, Misterbell etc.

Network Entreprendre

Network Entreprendre : one of the biggest french student entrepreneurship network.

The aim of the Network was to gather french entrepreneurs, investors and players of entrepreneurship. We wanted them to meet each other to make them learn from other profiles and to create them new opportunities. We organized 2 types of events:

• "Apéro' Network" : informal event where every participant share their food and drink with others
• "Safari Network" : workshops with successful entrepreneurs and pitch contests

We managed to gather famous school association from HEC, KEDGE, EDHEC, EM, ESSEC, Polytechnique, NEOMA etc...

We were invited to present a workshop during the HEC SEED about "How to get the best from your network ?".

Co-Founder

Jefferson Wolfe

- Market & communication plan for 6 months
- Redesign of the Website
- Community Management
- Corporates Videos (flat design and special effects)
- Recruitment
- Graphic charter

Jefferson Wolfe has been established throughout the European market for just over 3 years. Within this time we have worked with some of the smallest and largest companies in Germany, The Netherlands, Belgium, The Nordics as well as the UK and Irish markets.
We believe we are one of the very few dynamic recruitment companies who focus on end to end deliverables from Design, Development right the way through to Testing. This has enabled us to develop a very good reputation in a number of IT Sectors, including E-Commerce, Online Gaming, Digital, and Games.

Digital Marketing Officer

Altitude Infrastructure

The goal of Altitude Infrastructure is to answer to the numerous and intricate expectations of the local and regional authorities in terms of town and country telecommunication planning. 

I rebuild their communication medium to adjust their communication to their growth and their new markets (optical fiber)

A few figures: 
• 847 millions € of investments
• 1 200 000 FTTH (fiber to the home) plugs
• 13 years of expertise
• More than 40 operator clients

• How to communicate around the new business of optical fiber ?
• New brochures, word and powerpoint brochures
• New stands for exhibitions
• Thought about a new logo

Communications Intern

Currently leading a product building better places through gaming: Unboared. 👾

I'm a creative guy passionate about consumer technologies, games, design, watches and music.
Let's talk !

👾 Co-founder & CEO @ Unboared
💡 Freelance in Motion & Product Design

• Built a B2B gaming platform of +100.000 users
• Won innovation price at Start-up Week-end with a 10 people team
• Speaker at HEC Seed 
• Played with a band in front of +1,000 people

✉ victorien@unboared.com

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The Battle

Benjamin Donteville

Victorien Defosse

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The Battle

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Victorien Defosse

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