18
November
2025
•
5 min read
“Before Diffly, we had ideas about what worked and what didn’t, but nothing tangible to back up our decisions. It allowed me to deliver very strong messages internally and helped teams become aware of things they hadn’t suspected.”
Hugues Peuchot
Co-founder and CEO of Skillup
About Skillup
Founded in 2016, Skillup has established itself as a leading SaaS solution for talent management, addressing modern HR challenges with an intuitive and comprehensive platform. By supporting over 250 companies and 300,000 active users, Skillup enables HR teams to amplify and demonstrate the impact of their talent policies: interviews, training, skills mapping, and People Review. Its four interconnected modules provide a seamless and engaging experience, allowing companies to develop their talent while aligning HR strategies with business objectives.In a rapidly evolving HRIS market, Skillup stands out with its user-centric approach and commitment to innovating for the HR of tomorrow.
Skillup’s strategic challenges: moving from assumptions to data
Despite sustained growth and a continuously expanding user base, Skillup faced a major challenge: understanding the deep-rooted reasons behind every sales success or failure. While the sales team performed well, they often relied on assumptions to explain lost deals, systematically attributing failures to factors like price or product without tangible evidence.
To maintain momentum and strengthen competitiveness, Skillup identified three key objectives:
- Obtain reliable, actionable data on the decision criteria of customers and prospects, replacing intuition with concrete insights.
- Optimize sales performance by identifying patterns of success and areas for improvement for each salesperson, enabling hyper-personnalized coaching.
- Refine its competitive positioning by decoding how competitors are perceived by prospects, to better differentiate itself in an increasingly competitive HRIS market.
“Initially, I adopted the solution to drive sales performance and understand how our sales team was perceived by prospects throughout the sales cycle. With Diffly, we were finally able to replace assumptions with concrete data. Understanding why customers choose us, or don’t, has transformed our sales approach. Today, every decision is informed by actionable insights, and our teams sell with unmatched confidence and precision.”
Hugues Peuchot
Co-founder and CEO of Skillup
Diffly, the key partner for structured and actionable sales analysis
To address these challenges, Skillup chose Diffly for its ability to systematize the collection and analysis of customer feedback, combining methodological rigor with flexibility. Integrating their CRM with the Diffly platform allowed Skillup to centralize all sales opportunities, whether won, lost, or deferred, and extract precise lessons.
A methodical approach for relevant insights
Skillup and Diffly co-built a win-loss analysis program in several steps:
- CRM integration: All sales data was synchronized with Diffly, enabling real-time deal tracking and detailed analysis of decision criteria.
- Targeted feedback collection:
- Quantitative surveys automatically sent to prospects after each sales decision to gather measurable data.
- Qualitative interviews conducted by Diffly consultants, lasting 30 minutes, to explore buyer motivations in depth.
- Precise targeting of interlocutors:
- Won deals involving more than 200 users
- Lost deals that reached at least the pricing proposal stage
- Deferred deals to understand blockages and relaunch opportunities.
A custom interview guide
To ensure the relevance of insights, Skillup and Diffly developed a personalized interview guide focused on three dimensions:
- Product: Meeting needs and alignment with selection criteria.
- Sales experience: Quality of the commercial relationship, pace of exchanges, and documentation provided.
- Competitor perception: Sources of information consulted and reasons for the final choice.
Key questions were systematically asked, such as:
- "What were your main requirements for this project?"
- "How do you evaluate the Skillup solution compared to your expectations?"
- "Was a relationship of trust established with the salesperson?"
- "Which HR solutions did you consider, and why?"
Concrete and transformative results
Since launching the program, Skillup has achieved major advancements:
- In-depth understanding of purchase decisions: With a 25% response rate for surveys and 40% for interviews, Skillup now has precise data to adjust its strategy.
- Upskilling sales teams: Insights gathered by Diffly helped identify the strengths and weaknesses of each salesperson, allowing tailored training.
- Strategic competitive insights: Diffly’s HR experts revealed key information about competitors, helping Skillup refine its positioning.
- A data-driven culture: Thanks to the Diffly platform, insights are shared in real time with all teams, aligning sales, marketing, and product efforts with market expectations.
“The interviews and your summaries are very well done, it’s very professional. The AI-generated summaries work very well and provide a quick overview of a lost or won client’s evaluation during the sales process.”
Hugues Peuchot
Co-founder and CEO of Skillup
Conclusion: a lasting collaboration for sustainable growth
By leveraging Diffly, Skillup has transformed its approach to the market. Assumptions have given way to tangible data, and every decision is now informed by field feedback. The win-loss analysis program has become a cornerstone of Skillup’s sales strategy, ensuring continuous improvement and enhanced competitiveness in a constantly evolving sector.
Today, Skillup and Diffly continue their collaboration to refine strategies and ensure every sales opportunity is maximized. This approach positions Skillup as a leader in the HRIS market, with a clear vision and teams aligned with customer expectations.
