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.

Gururaj Pandurangi

CEO & Founder (Acquired by Zscaler)

Building ThriveStack: Making PLG Easy by Left-Shifting Growth

3x Founder: Engineer turned entrepreneur, exited 2 product startups ($2-10m ARR) and 1 cloud consulting company (150+ cloud consultants). Building my 3rd one, ThriveStack.

My previous startups were partner-led and sales-led. With significant investments in Sales & Marketing (S&M budgets were 60% company spend). Overtime I discovered that product-led startups were out-competing and getting deployed faster than us.

I realized that "We are in the age of self-service". Buyers and Users prefer self-discovery over sales interactions.  Building a self-serve product is very different than building a traditional sales-led product.

Now, building ThriveStack, an modern AI-enabled platform to enable Self-Serve for B2B companies, allowing their users to Signup, Try and Buy their products w/o (less) Sales conversations.

Founder

If your product launch isn’t driving adoption, you might be mixing up these 3 things.

Product Marketing, GTM Strategy, and Product Launch are not the same.

Here’s the simple breakdown:

Product Marketing (PMM)
The strategic foundation.
Focuses on customer insights, positioning, messaging, and enabling sales.

Go-To-Market (GTM) Strategy
The full plan for reaching the market.
Includes pricing strategy, target segments, market expansion, and sales motions.

Product Launch
Just a play inside the GTM strategy.
Used to introduce new products or features to the market.

Simple way to remember:

Product Marketing → Defines the positioning
GTM Strategy → Defines how you win the market
Product Launch → Executes the release

Many companies focus heavily on launches.

But launches only work when positioning and GTM strategy are already clear.

Which one do you think most companies get wrong? 

Image Credit: Yi Lin Pei

Building ThriveStack: Driving success by left-shifting growth

You’re missing up to 70% of potential customers, if your GTM strategy only relies on LinkedIn searches.

Most teams think outbound starts with sending messages.

It actually starts two layers earlier.

A simple 3-layer GTM action plan fixes this:

1. Account Discovery

Before outreach, you need to find the right companies.

Platforms like DiscoLike help identify companies beyond LinkedIn using:
• Lookalike domain search
• Intent-based matching
• Access to 60M+ global companies

This helps uncover companies your competitors never target.

2. Data Enrichment

A company list alone isn’t enough.

Tools like Clay enrich accounts with critical context:
• company size
• technologies used
• recent funding
• hiring signals
• department structure

Now you know which accounts actually matter.

3. Outbound Execution

Only after discovery and enrichment should outreach begin.

Tools like SalesRobot, Apollo, and HubSpot help convert qualified accounts into pipeline using:
• multi-channel sequences
• personalized outreach
• performance tracking
• CRM integration

The GTM flow is simple:

Discovery → Enrichment → Execution

Skip the first two layers, and outbound becomes guesswork.

Build all three, and outbound becomes a predictable pipeline system.

Which of these GTM layers is most broken in your current process?

Image Credit: George Khoshtaria

If you want to build products faster with AI in 2026, understanding where vibe coding is heading is important.

The real shift is not AI writing code.

The real shift is AI supporting the entire product development process.

From idea to launch, AI tools are starting to assist across multiple stages of building software.

Here are 5 Vibe Coding Trends shaping modern software development:

1 AI Agents Across the Development Workflow
   • Generate application code and development logic
   • Run automated tests and debugging processes
   • Assist with deployment and performance monitoring

2 AI Development Platforms as Core Infrastructure
   • Automate repetitive engineering work
   • Reduce software development timelines
   • Help teams scale product development faster

3 Visual Interfaces for Software Creation
   • Design interfaces visually without writing full code
   • Automatically generate the underlying code structure
   • Improve collaboration between designers and developers

4 New Security Considerations in AI Development
   • Risk of malicious or vulnerable code generation
   • Security issues in development environments
   • Growing importance of secure AI-assisted development

5 Faster Product Experimentation
   • Build and test product ideas quickly
   • Launch MVPs faster with smaller teams
   • Iterate based on real user feedback

The future of software development is not just faster coding.
It is faster product creation with AI support.

Which of these vibe coding trends do you think will shape software development the most in the coming years?

5 Vibe Coding Trends You Can’t Afford to Miss in 2026

If your AI tools aren’t increasing pipeline or revenue, you’re probably making one of these GTM mistakes.

Fixing them can dramatically improve how AI actually drives growth.

Here are 10 AI mistakes that are killing your GTM growth:

1. AI without a clear GTM strategy
 ↳ AI should support your GTM motion, not replace it.

2. Using too many AI tools
 ↳ Disconnected tools create messy workflows and fragmented data.

3. Ignoring data quality
 ↳ AI outputs are only as good as the data behind them.

4. Automating without personalization
 ↳ Automation should scale relevance, not remove it.

5. Using AI only for content
 ↳ AI can improve targeting, lead scoring, forecasting, and pipeline insights.

6. Ignoring buyer intent signals
 ↳ Website visits, product usage, and engagement data reveal ready buyers.

7. No human oversight
 ↳ AI supports decisions, but human judgment is still critical.

8. Chasing every new AI tool
 ↳ Constant switching wastes time and breaks systems.

9. Not measuring AI impact
 ↳ Track pipeline growth, response rates, and conversions.

10. Ignoring GTM team alignment
 ↳ AI works best when marketing, sales, and RevOps share data and goals.

AI doesn’t magically create growth.
It amplifies the system you already have.

Which of these mistakes do you see most often in GTM teams?

10 AI Mistakes That Are Killing Your GTM Growth

Want to increase your outbound meetings by 40% without sending a single extra email?

Most teams try to grow outbound by increasing volume.

But this GTM setup shows something different:
Revenue scales when the system is engineered.
                        
Here are the 5 levers that actually move pipeline:

1.  Clean email infrastructure.
 - If your domains are not properly set up and warmed up, your emails won’t reach inboxes.
 - No inbox placement means no replies.

2. Clear buying signals.
 - Reach out when something changes. Hiring. Funding. Tech stack shifts. Website visits.
 - Timing increases the chance of response.

3. Multi-channel outreach.
 - Email alone is weak.
 - Use email, LinkedIn, and calls together.
 - More relevant touchpoints create more conversations.

4. Fast follow-up.
 - When someone engages with your content or visits your site, respond quickly.
 - Interest drops if you wait too long.

5. Track revenue metrics 
  - Open rates don’t build pipeline.
  - Focus on positive replies, meetings booked, and pipeline created. 

Before you send another campaign, audit these 5 levers.

Save this and use it as your outbound checklist this week. 

Image Credit: Kenny Damian

If you can design a product but struggle to turn it into a working app, these Vibe Coding tools can help you build it faster.

Here are 10 Vibe Coding tools designers are using in 2026 to turn designs into real products:

1 Lovable
Best for: Building full product MVPs
• Generates complete web apps including frontend, backend, and database
• Transforms product ideas or prompts into functional applications
Link: https://lovable.dev

2 Figma Make
Best for: Converting designs into code
• Transforms Figma layouts into working UI components
• Preserves design systems like typography, colors, and spacing
Link: https://www.figma.com/make

3 v0 by Vercel
Best for: Generating production-ready UI
• Creates React and Next.js components from prompts
• Produces structured UI using modern frameworks like Tailwind CSS
Link: https://v0.dev

4 Bolt
Best for: Rapid application prototyping
• Provides a browser-based development environment
• Generates full application logic including frontend and backend
Link: https://bolt.new

5 Cursor
Best for: AI assisted coding environments
• Understands the full codebase structure for better suggestions
• Helps generate and update multiple files within a project
Link: https://cursor.sh

6 Replit
Best for: Collaborative product development
• Cloud development environment accessible from any device
• Enables teams to build, run, and deploy applications together
Link: https://replit.com

7 YouWare
Best for: Exploring and remixing projects
• Allows users to study and modify existing applications
• Includes built-in services like authentication and storage
Link: https://youware.ai

8 Mocha
Best for: No-code and low-code app building
• Combines development tools, hosting, and infrastructure
• Visual editing makes product updates easier for non developers
Link: https://mocha.ai

9 Blink
Best for: AI powered application architecture
• Helps design system structure before building the product
• Includes built-in database and authentication capabilities
Link: https://blink.new

10 Rork
Best for: Building native mobile applications
• Generates React Native apps for iOS and Android
• Supports device features like camera and notifications
Link: https://rork.app

Vibe coding reduces the gap between product design and real application development.

Design ideas no longer need to stay inside design tools.

Which of these vibe coding tools would you explore first for turning a design into a working product?

10 Best Vibe Coding Tools for Designers in 2026

50% of GTM spend is wasted because teams can’t see where to focus.

Alignment fixes that.

GTM breaks when every team looks at a different metric
and calls it “progress”.

The GTM Operating System Scoreboard puts everything in one place.
so leaders can see what actually drives growth.

It helps answer just a few critical questions:
     • Where growth is real (TRM, not TAM)
     • What deserves investment right now
     • How fast revenue actually moves
     • Whether customers will expand or churn

When GTM is visible as one system,
decisions get easier and waste drops fast.

Save this for your next GTM review.
Focus is the real growth lever.

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The Battle

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