Driving Operational Excellence and Sales Efficiency at Productsup.

The Challenge

At the close of 2024, Johannis Hatt, Founder of Productsup, returned to the CEO role after several years away from operational leadership. His return came during a pivotal moment: the company’s Chief Revenue Officer had exited, leaving a leadership gap in the commercial function at a time of continued global scale and complexity.

As a mission-critical platform that processes over 2 trillion products per month for enterprise customers like L’Oréal, ALDI, and Sephora, Productsup needed to ensure its go-to-market engine was not only operationally sound, but ready to scale efficiently. The challenge was twofold: stabilize the sales organization and build a future-ready structure capable of supporting continued hypergrowth, multinational operations, and eventual leadership succession.

Our Approach

Over the course of three and a half months, we partnered closely with Johannis and the Productsup team to:

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1. Take full ownership of interim commercial leadership, ensuring continuity while actively driving transformation.

2. Align cross-functional collaboration, improving coordination between Sales, Product, and RevOps to support complex enterprise use cases.

3. Redesign core sales processes to boost operational efficiency, accountability, and transparency at scale.

4. Enhance pipeline visibility and forecast accuracy, anchoring the team around shared goals and measurable performance indicators.

5. Leverage Productsup’s rich internal data assets to enable smarter, faster decision-making and shift the team toward a culture of data-driven excellence.

6. Build a scalable foundation for incoming sales leadership to take over without disruption.

The Results

1. Operational clarity: new frameworks aligned teams and increased ownership across the commercial function.

2. Improved forecasting: enhanced sales pipeline processes enabled better forecast accuracy and conversion visibility.

3. Data-driven culture: team members gained deeper insights into how their work impacts the broader sales funnel, empowering smarter decisions.

4. Leadership readiness: the organization is now primed for CRO succession, supported by robust systems, accountability, and sustainable routines.