Hugo Quelin

Evaluator
DISC Type : CDS

Manager of Customer Success at Phala

Mauritius

Overview

Hugo Quelin is a Manager of Customer Success at Phala, specializing in bridging traditional Web2 customer experience with the technical challenges of Web3. He has a background in decentralized finance and holds a business degree from Temple Universitys Fox School of Business, focusing on making decentralization accessible for companies and users.

He has an international background, having also completed business and management studies at CEFAM in France. This experience provides him with a global perspective on business operations and customer relations, complementing his technical expertise in the blockchain space.

His unique focus is on ensuring a smooth, human-centered adoption of decentralized technologies for all users.

Personality Overview

Hard To Convince

Thorough Evaluator

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Web3 Customer Adoption
His career is focused on supporting users and companies in adopting decentralized technologies from a customer success perspective.
Confidential Computing
He actively shares content about his company Phala's work in providing secure and private cloud computing through technologies like TEEs.
Decentralized Finance (DeFi)
Previously worked as a Senior DeFi Analyst, indicating a strong background and interest in decentralized financial systems and applications.

Media Appearances

Hugo has no verified media appearances

Work History

5-2025
Manager of Customer Success at Phala
5-2024 - 5-2025
Senior DeFi Analyst at Decentralized Masters
5-2022 - 9-2023
Customer Success Manager at Laiye
12-2018 - 9-2020
Customer Success Manager at SailPoint
6-2017 - 7-2018
Onboarding Success Consultant at DocuSign

Education

2011 - 2012
Bachelor from TEMPLE UNIVERSITY, Fox School of Business
2007 - 2012
Responsable à l'international from CEFAM, School of Business and Management

More Information

Social Presence :

Prographics :

Exp : 8 Location : Mauritius Job Level : Middle Designation : Manager of Customer Success at Phala
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Insights For Selling To Hugo

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hugo is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Hugo

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Hugo move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Hugo take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Hugo

Personality Compatibility


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