Can you introduce yourself?

My name is Mathieu Nohet, I am one of the co-founders of Manty.

Manty is a company we set up four years ago. We help public administrations to be more efficient and more transparent thanks to their data. This translates into a decision support platform that connects to their data sources. Thanks to Manty, they have access to dashboards that support them in their decision-making.

Today there are 25 of us in the company and almost 10 people in the sales team. From a personal point of view, I'm mainly in charge of the commercial part and recruitment at Manty.

How does a sales process work when talking to communities?

So we have a relatively long sales cycle with fairly large average baskets.

In the first instance, we have a contact section with SDRs who will try to source appointments and prospects who potentially have a need for our solution.

Then, we will qualify the prospects by defining the needs, the scope and the deadlines. Then, in a very traditional way, the teams will make a demo of the platform with potentially technical, legal and user validations.

We then move on to contractualisation and at this stage this can take several forms since, depending on the amount and the organisation, we may or may not be subject to a tendering process in order to comply with the rules of the public service.

Why did you take Modjo? What were the needs?

I already knew about alternatives to the solution, but the main trigger was the growth of the sales team. When new sales people arrive there is a whole onboarding phase and it is never easy to be effective in a few weeks, to have the right messages, to respond to objections quickly.

Modjo was therefore set up as part of the training of new sales staff so that they could be trained quickly, easily and independently.

How do you use Modjo?

At management level, once the onboarding is over, I mainly use it to support the teams. This takes the form of giving advice or support when they are faced with somewhat complex offers.

At the team level, Modjo becomes a knowledge base. Your solution complements the written knowledge base that we have set up on Notion. We couple our Notion and Modjo by adding the links of the calls in the sales playbook.

In concrete terms, what does this mean?

At Manty, we have a strong culture of writing and information is systematically noted and categorized so that nothing is lost. Modjo complements the information already present with real information. This makes it possible to go much faster and gain in efficiency.

We have a whole Notion knowledge base with cards by theme. In these sheets, I will integrate written content but also extracts from calls thanks to Modjo to give context and reality. I will also create Loom videos to explain the best practices and the important elements to take into account.

This system allows you to have a really complete playbook where sales people can pick up information when they have a doubt about an objection or an offer for example. They also coach each other asynchronously thanks to the comments function integrated in your platform.

How did you integrate Modjo into the onboarding process?

Modjo replaces the shadows points which was a bit constrained. New salespeople could spend a lot of time without really being sure they were getting the right calls.

Now, new recruits will spend time on Modjo and listen to good calls and video conferences to understand what to say, what works, what doesn't, objections etc.

"It's clear that it allows you to have a feedback loop that's faster and therefore to move towards something optimal much faster."

The added value also lies in being able to look back on past interactions. Something that was impossible to do before, unless you recorded the calls and created a library by hand.

Which Modjo feature do you like the most?

The feature I like is the recommendation of calls to listen to again. It's quite complicated sometimes to know which calls to replay so it's really cool. It gives me a list every week and the recommended calls are usually very relevant. It's really useful!

A word for the end?

You've always been super responsive so it's really nice. Modjo is a solution that we didn't have at the beginning and clearly I think that if we had had it a year earlier it would have helped a lot in many aspects.

For the time being, we have quite a few sales tools at Manty but in general they are very standardised. Everyone uses the same CRM, the same telephony tools.

It's really nice to have a new tool that brings value to sales and isn't just a huge machine that's been refined for 10 years in the US where you don't have a choice to take or not take.

"You have real fans in the team now"