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CASE STUDY: QA.tech – GTM Foundation & Sales Leadership

Company Facts

  • Revenue: undisclosed (4M Seed Round)
  • Industry: AI Agents for QA Testing
  • Markets served: Global
  • Website: https://qa.tech/
  • Engagement with Consider It Done: 8 months (1 day / week)

Summary

QA.tech, a VC-backed pioneer in AI-powered QA testing, faced a critical growth gap between its early traction and the next funding round ambition. The engagement with Consider It Done focused on diagnosing the commercial reality, structuring a scalable sales playbook, and supporting the transition to professional sales leadership. The result was a validated operating plan, a structured GTM engine, and the successful onboarding of a new Head of Sales concluding with the handover of the commercial function to a full-time CRO.

Challenge

QA.tech had secured early wins and established an initial Product-Market Fit, but the path to its next milestone was unclear.

  • Ambitious Targets: The team aimed for exponential growth to secure a strong new funding round.

  • Leadership Gap: The sales engine relied on individual contributors without a shared enterprise playbook or experienced commercial leadership.

  • Operational Risk: HubSpot usage and reporting were not robust enough for data-driven management, and the team lacked an operating plan connecting weekly execution to the funding goal.

  • Strategic Urgency: Leadership faced a pivotal decision: grow an internal leader or hire an external “late co-founder.” A slow decision risked wasting a critical growth window.

Without a stronger GTM foundation, QA.tech risked missing its revenue milestones and weakening its narrative for the next funding round.

Collaboration

Consider It Done partnered with QA.tech to bring clarity and momentum through a two-phase approach:

Phase 1: Diagnosis & Commercial Strategy

The focus was on assessing the reality of the business and creating a practical path to the next funding round.

  • Commercial Audit: Reviewed pipeline health, conversion logic, and HubSpot setup to identify data gaps.

  • Sales Assessment: Listened to calls and interviewed the team to evaluate sales leadership potential vs. the need for external hires.

  • Playbook Construction: Mapped a structured view of the sales process, highlighting gaps in discovery, demo tailoring, and POC control.

  • Strategic Clarity: Facilitated the decision to hire a strong Head of Sales rather than relying on the existing setup.

Phase 2: Execution Support & Leadership Enablement

Following the leadership decision, the focus shifted to execution and ensuring the new commercial structure was fully operational:

  • Head of Sales Onboarding: Partnered with the new Head of Sales to ensure a fast start and provided weekly 1-on-1 sparring to focus attention on immediate priorities and high-impact activities.

  • Structure & Discipline: Supported the Head of Sales in building a reliable operating rhythm and helped operationalize the playbook, establish systematic forecasting and deal reviews, and enforce execution discipline around the new way of working.

  • CEO Advisory: Maintained a weekly cadence with the CEO to steer the commercial function, helping him lead the new setup and navigate critical commercial topics together as the team evolved.

  • CRO Transition: Participated in the headhunting process to vet the incoming CRO and completed the handover of the commercial function.

Results

By the end of the collaboration, QA.tech’s commercial maturity had transformed:

  • Stronger Leadership: Successful hiring and onboarding of the new Head of Sales, culminating in the complete handover to an in-house CRO and transition to a senior commercial structure.

  • Sales Playbook & Systematic Operating Rhythm: A structured sales process and weekly cadence focused on discipline around discovery, POC process, and value-based deal control.

  • CRM Discipline & Deal Focus: Established disciplined CRM usage and pipeline management to enable a data-driven approach in sales. This facilitated a more focused push toward larger, strategy-aligned deal sizes.
  • Credible Operating Plan: A data-driven operating plan that connects weekly execution to the next funding round milestone, strengthening the investor narrative.

Customer’s Perspective

Daniel Mauno Pettersson, CEO & Co-Founder

“Collaboration with Sami was extremely valuable. With the technical founding team we would not been able to keep up the commercial momentum at the needed pace without his help. Sami turned an unknown into an actionable plan and built confidence and discipline in decisions that affect our next financing milestone.”

Fredrik Mellander, Head of Sales

“Speed is of the essence for us. The collaboration allowed us to implement critical frameworks immediately rather than waiting. As a new leader, you often have the ‘I can do it myself’ mentality, but that takes time. Having Sami as a sparring partner helped me prioritize the right actions from day one, which had a massively amplifying effect on our GTM engine.”

Conclusion

For QA.tech, the collaboration reduced the execution risk typical of early-stage startups. By validating the gaps and installing a professional commercial structure, the company moved from ad-hoc sales efforts to a disciplined engine capable of delivering the ambitious targets. Leadership can now focus on scaling with confidence, backed by a realistic plan and the right in-house talent.