When I started Inscaler, I had no plan to build a company.
I was just tired of the corporate full-time gig, humping jobs to find happiness.
The corporate playbook didn't fit me.
And in the meantime, I just kept getting the same phone call.
Always a founder who just launched and needed help building their first sales team.
And the conversation always started the same way:
"Matteo, I can't afford a VP of Sales yet, but I need someone to help me figure this out. I’m technical and have limited sales knowledge. I know you did it; would you mind helping me?"
I kept noticing a very specific kind of founder.
They had early traction through their network and referrals. Sometimes they had raised a pre-seed or needed to raise soon.
But when it came to building a sales team?
They were completely lost.
They tried, also hired, built processes, but nothing was working.
Oh, actually, it was working for some time and then breaking.
If you are a technical founder, you know how to hire engineers.
You know what good looks like. You know what questions to ask. You know when someone is not good enough during an interview.
With sales? You don't have that wisdom and knowledge yet.
So you hire someone who "seems strong" just because they came from a bigger and more successful competitor.
You give them a target. You wait.
Six months later, they haven't closed anything.
Was it the hire? The product? The market? Your pricing?
You don't know. And that's the real problem.
I've seen this with over 150 founders across three years. Almost always the same frustration.
I never ran ads for Inscaler.
Never did cold outreach in almost 3 years.
Almost every client came through a referral or through LinkedIn inbound.
I also work with some of the leading VC funds and startup programs in Italy.
When a portfolio company needs to figure out their sales motion, they send them to me.
That word-of-mouth built something I didn't expect.
In three years, Inscaler has worked with over 150 early-stage founders and generated close to €700,000 in total revenue at a 90% margin.
No team. No office. Just me.
Inscaler is not consulting.
I'm not the person who sends you frameworks in a slide deck and gives you generic advice.
The world is full of wannabe consultants. I’m sorry, but I’m not one of them.
Think of me as the sales co-founder you never had on your cap table. (Thanks, Christian, my friend - I’m borrowing this from you).
The one who already knows what good looks like. The one who sits inside your business, builds the system with you, and then hands it back once it runs.
That's what most early-stage founders are missing.
We build the CRM properly from scratch. We define who you are actually selling to and why they say yes.
We build the outbound process, the pipeline stages, and the rules for how a deal moves.
If the timing is right, we hire the first rep together.
We run the interviews together on Inscaler hiring system.
And then I leave.
This is the part that surprises people most.
Most consultants try to stay as long as possible.
I don't.
My job is to make myself unnecessary.
At the end of the transition, one of three things happens.
One of my clients went from doing every call herself to running the full sales motion as co-founder and CRO.
She didn't need to hire anyone.
She just needed someone to build the system with her and trust her to own it.
She hired her first head of sales when she had +8M in ARR, before she was managing it.
That’s the beauty of it.
You know what it feels like.
You're selling. But you're the bottleneck.
You want to hire. But you don't know what you need.
You have some process. But it lives in your head.
You don't need more advice.
You need someone to build this with you.
My DMs are open for May and June. Book a sales assessment with me.
Thanks for reading this far. See you all next week!
