Qonto addresses new markets and continuously trains their teams

‍For over three years, Modjo has supported the growth of Qonto, which is now one of France's most highly-valued scale-ups. Since 2021, this major fintech player has been included in the Next40 index, bringing together the world's future technology leaders.

Launched in July 2017, Qonto has become the European leader in financial management for VSEs and SMEs.

Today, the company supports over four hundred and fifty thousand customers in France, Germany, Italy and Spain in managing their business expenses and day-to-day operations. Qonto simplifies day-to-day banking for SMEs and the self-employed, offering a 100% online business account, combined with billing, accounting and expense management tools.

Qonto's mission: to give SMEs and entrepreneurs the time and energy they need to focus on what really matters: their business.

In a highly competitive market with a multitude of very specific needs, Qonto faces a number of growth challenges: the solution must continually evolve, along with sales techniques.

Dorothée LECONTE, Sales Director France Qonto, and Fanny LEMAISTRE, Team Lead KAM Qonto, explain how Modjo supports the company on a daily basis in all its growth challenges.

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Define new sales strategies to explore new markets

At present, one of Qonto's major challenges is to adapt its sales organization to the challenges of growth and development in new market segments.

Historically, the solution was aimed at freelancers and small businesses. Today, the company is also seeking to meet the needs of larger structures.

New requirements have meant getting to know new personas and their needs, so that we can ultimately adapt our sales pitches.

In this sense, Modjo is used as a cross-functional collaboration tool, in particular to give other teams a field perspective.

For example, between the Sales team and the Product team. After their calls, sales people can easily send prospect categories to the Product team, which can then work on its roadmap based on very precise vertabim.

In this way, the solution is reworked according to feedback from the field, and Modjo enables Qonto's teams to ensure that they are meeting a real need on the part of their prospects.

Decision-making is therefore informed by the reality on the ground, and genuinely documented.

"In the same way as having a CRM to equip your sales teams, having a tool like Modjo today is a must-have in a sales organization that's growing fast and constantly seeking continuous improvement."

Dorothée Leconte, Sales Director France at Qonto.

Faced with this growth challenge, Modjo is an essential tool when it comes to inter-team collaboration, breaking down the barriers that can exist between each department.

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Recruiting and retaining talent with more diversity, equity and inclusion in Tech.

Performance management for sales teams is also a major challenge for Qonto.

Modjo also serves sales performance, thanks to a coaching module that speeds up the onboarding of new recruits.

"Someone who joins my team has easily gained three months of performance thanks to the use of Modjo, on how to apprehend their pitch and rework it afterwards. [...] It also helps improve our conversion rate."

Fanny Lemaistre, Team Lead KAM Qonto

The onboarding experience is crucial to the rest of the new employee's experience. However, the challenge also lies in retaining sales teams over the long term.

One of the pillars of Qonto's corporate culture is to strive for continuous improvement. Thanks to Modjo, teams and their managers automatically detect and prioritize skills to be developed during coaching sessions.

This idea of continuous improvement promotes a rewarding life cycle for employees within the company.

"We've also focused on improving productivity and performance this year. [...] Each person on my team has to save about four hours a week, which is huge. Above all, it helps my team to concentrate on their main task, which is selling."

Fanny Lemaistre, Team Lead KAM Qonto

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Finally, promoting diversity is a priority for Qonto. Our teams are made up of over 75 nationalities, which inevitably raises issues of integration and inclusion. Thanks to the translation of conversation transcripts available in over 90 languages, Modjo breaks down any language barriers that may exist, and truly fosters this culture of collaborative progress.

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