Founders ask me all the time,
"Matteo, how did you grow Inscaler so fast?"
The truth is simple.
I picked a target and stayed there.
Let me share a story from the early days that changed everything for me.
I had one clear priority.
Early–stage startups.
Not corporates, not big teams, not public companies.
Founders who were building their first sales engine.
That focus helped me move fast at the beginning, but something unexpected happened next.
As referrals started to grow, I found myself working with slightly bigger clients.
Series A. 2 to 5 million ARR.
Small teams are already in place.
Still early-stage, but definitely not founder-led.
I was running sales meetings, hiring, forecasting, doing 1:1s, and managing 8 or 10 people.
For months. And I loved it.
But here is the problem…
While I was busy running three teams at once, I started turning down tiny founder-led startups.
Not because I didn't want to help them, but because I had no time left.
One founder. Then another. Then another.
All are asking for help to build the first absolute sales process.
And I kept saying no.
In mid-2024, I met the founders of Lexroom.
No team. No processes.
Just 3 ambitious founders with zero sales structure. I took them on.
And it changed my business.
Helping them from scratch felt natural.
It reminded me why I started Inscaler in the first place.
After that, more solo founders came in.
Then more. Then even more.
Within months, Inscaler shifted from "fractional VP of Sales running existing teams" to "co-pilot for founders building their first one".
Last year, 70% of my work was managing teams already in place.
Today, it's the opposite.
80% is helping founders go from 0 to 1.
All because I listened to the signs.
1) The market spoke to me
Founders without teams kept knocking.
At one point, I realised it wasn't random.
It was a pattern.
If a specific group keeps showing up, pay attention.
Ignore it once or twice, but at some point I acted upon it.
2) I changed my pricing
My fractional VP model started at 5k/month.
Solo founders couldn't pay that.
So I built a tier at 2.5k/month.
And sold almost 100 of those...
3) I changed who I spoke to online
For months, I posted about outbound, hiring, SDRs, and AEs.Useful, but more relevant for bigger teams. Or at least for those who had alreadyhave a sales team.
Now I also talk about ICP, product market fit, first scripts, first reps, and CRM basics.
The content met the new audience.
Because most founders I meet try to sell to everyone.
And while this can help you test your idea early, it slows everything down.
If you want to scale faster, you need:
SMB, Mid-Market, Enterprise. Pick one and build everything around it.
The moment you focus, everything gets easier.
The pipeline grows faster.
Sales cycles shorten.
If you are still selling to "anyone who might need it", take this as your sign.
Choose your tier.
Go all in.
Watch what happens next.
Thanks for reading this far, have a good weekend everyone!
