Youno

Description

Skillup offers a Talent Suite for HR teams, covering performance reviews, learning, skills, and people reviews—all in one platform where data flows from one module to another. The 100% French company serves mid-market and enterprise organizations with more than 200 employees.

Skillup is growing 50% year over year, retains 98% of its customers, and is shifting its strategy toward enterprise accounts. Its HubSpot database contained more than 30,000 companies and around 73,000 contacts sourced from events, partnerships, LinkedIn Ads, and outbound campaigns. SDRs worked from quarterly batches assembled by hand. The goal: a reliable CRM, a scored addressable market distributed among the SDRs, and buying signals in place before the new GTM Engineer joins in October 2026.

Solution

• Scoping with the CMO and SDR Team Lead: audited the CRM, captured knowledge from the outgoing RevOps lead, defined 3 ICPs, 5 personas, and a 1,000-point score based on company size, industry, talent tools in use, and geography, with Tier 1 starting at 700.
• Built with Claude Code: Cargo flows written in Claude Code using the Cargo CLI in a version-controlled code workspace, then tested one by one before each production launch.
• Company and contact data: company size and industry recalculated using LinkedIn and INSEE data (SIRET number, NAF code, address, LinkedIn page); contact persona, title, and email verified; duplicates merged while keeping parent companies and subsidiaries separate.
• Ongoing enrichment in Cargo: every new HubSpot record is enriched within minutes, and duplicates are handled every 3 hours. Cargo fills in blank fields without ever overwriting SDR-entered data, for less than one credit per contact.
• Sales process: revamped engagement scoring (demo or quote +300, event +200, content +100, page visit +50); records enriched before reaching sales; a contact becomes SQL when they book a meeting (1 meeting = 1 SQL).
• Deal attribution: source locked when moving to NTC; SDR marks the contact from the first meeting; source copied to the deal every hour, with a Slack alert if the R0 contact is missing.
• Addressable market: cross-referenced 10,913 ICP TAM accounts with HubSpot; missing accounts enriched and scored in Cargo; automated SDR portfolio assignment (up to 96 accounts per SDR, Tier 1 first) ready to launch.
• 6 buttons in HubSpot records: Enrich contact, Find email, Find phone, Enrich company, Find people at company (up to 10 persona-matched contacts), and Outreach prep, an AI agent that drafts the account prep brief.
• 8 buying signals: a customer changing jobs, hiring a CHRO or head of learning and development, reactions to posts by 7 competitors, accounts similar to won deals, headcount growth, appointment of an ICP persona, followers of Skillup’s page and competitor pages.
• Nurturing and handoff: nurturing recommendations by account stage (6 themes, 2 journeys per theme instead of 10 workflows), more than 20 pages of documentation, and training for the Skillup team to build in Cargo with Claude Code.

Results

• 30,720 company records updated with recalculated employee counts and industries.
• 14,756 companies classified as MQLs, up from 11,357 in July, including 4,665 requalified companies.
• 48,450 contacts updated: 63% now have a persona listed (up from 20%) and 91% have a LinkedIn profile (up from 73%).
• 1,178 duplicates merged, with checks now running every 3 hours.
• 4,260 target accounts missing from the CRM identified and scored, including 1,317 Tier 1 accounts.
• Deal sources automatically tracked since August 28, 2026.
• 8 buying signals in production: Job Change, Hiring a CHRO, Lookalike...
• 6 buttons added to HubSpot records: Enrich contact, Find email, Find phone, Enrich company, Find people at company, and Outreach prep—a Claude agent that drafts account prep briefs using Skillup’s pitch, personas, and battle cards.

“Our HubSpot database had grown considerably over the years, and our SDRs were building their lists manually. With Youno, we have reliable data, a score for every account in our market, and buying signals detected automatically. But what matters most to me is that everything is documented: our GTM Engineer was able to pick up the system as soon as they joined, without having to start from scratch.”

Estelle Cadoret, CMO at Skillup