Morgane Versnick was a business developer at Ziggu from 2021 to 2022, and in this interview from January 2022 she describes her day: CRM, cold calling, sales meetings and support.
Business development is about opening doors: finding a market nobody has worked yet, getting a first conversation with companies that have never heard of you, and turning that into a sales meeting. In 2021 and 2022 that was Morgane Versnick’s job at Ziggu.
The job is measured at the front end. Not on how big an account looks after three years, but on whether there is a second conversation at all, with someone who had no reason to take the first one.
That is a different discipline from account management, and it fails in a different way. An account manager loses a client slowly. A business developer loses a market by never getting into it, and by the time that shows up in a pipeline the quarter is gone. It is why most of this interview is about the phone.
Morgane Versnick opened two things every morning: her inbox, and the CRM Ziggu used through the sales process. She called the second one her “holy grail”, laughing as she said it.
“It’s the place where we gather all our leads. It’s part of my job to make sure we can turn those leads into something more, so it’s an essential part of my to-do.”
From there the day went one of two ways: work the leads already in the system, or go looking for new ones.
Cold calling was the part of the job Morgane Versnick expected to dislike, and the part she got comfortable with fastest. She was blunt about how little she had seen it coming: it was “something I never thought I’d be comfortable with so easily”.
The calls went to people who had not asked to hear from her, about a way of working they had not gone looking for. That is the whole difficulty of the task, and no amount of preparation removes it.
“If you had told me six months ago that calling people out of the blue would be my job, and that I would like it, I probably wouldn’t have believed you,” she laughed. It scares plenty of people, “and I get it”, she said. “But honestly? You get over that really quickly. The more you do it, the easier it gets.”
Her explanation for that was not a technique. It was the product.
“Believing with all your heart in the solution you offer, that’s the trick to being comfortable with contacting leads out of the blue”
Morgane Versnick, business developer at Ziggu 2021 to 2022
“I truly believe that Ziggu makes people’s lives easier,” she said. “It’s such a good product for the real estate sector and homebuyers. My enthusiasm just takes over when I’m contacting a new prospect. It makes any trepidations I could have, slide away.”
What she was selling in 2021 was a client portal for property developers: one place where a buyer could follow their own project instead of phoning the office for every answer. That category, and what it does and does not cover, is set out in what a client portal is.
Authenticity was the lesson Morgane Versnick took out of her first months, and she framed it as a mistake she had made rather than advice she was handing out.
“Everyone has their way of doing things or saying things. I think it’s important to speak to people in a very ‘you’ way, you know? I mean, since I’ve started working for Ziggu in July 2021, I’ve learned so much from the sales team and co-founders, but what works for one person doesn’t work for someone else. Call it my ‘lesson learned’ for 2021.”
“But seriously, I think, and I’m sorry for the cliché, being yourself will get you the furthest with customers.”
Support was not the core of the role. In a team of that size Morgane Versnick did it anyway, and it is the part she named as her favourite.
“We are kind of known for our strong customer care,” she said. “We have a lovely blue button on our platform that customers can click on to ask a question or give feedback, and we make sure to reply within minutes. Every aspect of business development has its fun parts, but to me, building a relationship with customers is what I enjoy most.”
What she got out of it was the long arc rather than the close. Once two teams know each other and settle into working well together, “that’s where I get most of my energy from”, she added.
“And that’s usually not on a business developer’s to-do list, but I appreciate that I get to be a part of it anyway at Ziggu. I get to do it all; I get to learn it all. No two days are ever the same!”
Ziggu in 2026 is project management software for client work: the team runs the project, the client lives it, and both sides work from the same record. The buyer portal Morgane Versnick was selling is now one surface of that, next to milestones, tasks assigned to the team and to the client, decisions and approvals, and project conversations.
The footprint moved too. In 2026 more than 2,500 companies work in Ziggu across Belgium, Luxembourg, the Netherlands and Portugal, on roughly 30,000 active projects. What that growth asks of a delivery team is a separate question, covered in what has to change first when the pipeline grows.
