CEO, DG BU, CRO(Chief Revenue Officer)

(volunteer)

Wilco is the accelerator for ambitious startups to lead them towards their first 1M€ ARR with a 3 years acceleration course.

US SaaS editor on Data Management solutions (MDM, PIM), Revenue= 243M$, Headcount=1000.

Reporting to CEO International.

• Context of Transformation & Acceleration: no signature in France during last 3 years, no existing pipeline in FR & Benelux.
• Actions & Results: creation, signature, and development of Global & Regional Alliances & Partners to generate +3M€ ARR of new opportunities pipeline, signature secured on Q2-23.

Scale-Up (Série A) SaaS editor of a Customer Identity Access Management (CIAM) solution. Revenue= 3M€, Headcount=50.

Headcount managed=12. Reporting to CEO

• Context of Transformation & Hypergrowth: weak existing pipeline, no trusted forecasts, no scalable revenue growth, individual initiative, lack of sales methodology
• Actions: Sales & marketing teams reorganised, implementation of Meddic (Sales qualification methodology), new business rhythm implemented (KPIs, weekly/ monthly reviews & QBR, account plans), business plan developed and shared, Teamwork/focus on verticals and Team initiatives (Sales & Marketing), new Alliances & Partners network developed
• Results: MRR growth by +40% over first 12months and by +70% over 18months (despite Covid period), UK office opened with UK team recruited, marketing plan implemented, eco-system developed, first reference signed.

International SaaS editor of Supply Chain solution, with offices in NorAm, Brazil, Russia, Italy, Spain, Portugal, Benelux, France. Revenue=€76m, Headcount=550.

Headcount managed=210. Reporting to CEO

• Context of Transformation & Acceleration: transformation challenge (from license to SaaS offer), countries (except FR) too focussed on middle size business, weak pipeline, no trusted forecasts, signing too low versus budget.
• Actions: new GTM, new Commission Plan, Global Account Team created, new Sales process & methodology (Meddic), new Team meetings, new forecast methodology, lead generation accelerated with digital marketing, 3PLs Partnership created, Alliances & Partners eco-system redefined.
• Results: Revenue increased by +15%, Ebitda/Revenue increased by +5 on YoY, SaaS signing increased by +20% YoY, pipeline increased by +50%, major signatures achieved in 7 countries, Sales performance increased by +50%

(LBO situation, merged with Interoute in 2015)

Global Services/Telco Provider (Hybrid Cloud, Unified Communication, International Network) for international companies and SaaS Partners. Revenue=£250m, Headcount=1100.

Revenue=€70m, Headcount managed=200.
Reporting to CEO, shareholder.

• Context of Turnaround & Acceleration: Ebitda too low, negative FCF, flat Top line, Spain & Italy were managed as "baronies", urgency due to LBO status.
• Actions: strategy redefined with implementation tracking, new organisation set-up (including redundancy and restart plans implemented in SP & IT), new GTM, new Cloud offer, new Sales methodology/process/organisation.
• Results: Ebitda multiplied by 5 over 4 years (€8,2m in 2013), FCF turned from negative to +€4m, Company value multiplied by 2 between 2013 and 2015, +120% Sales budget average over 6 years, 15m€ Annual net contract value signed in 2015, +25% growth YoY. Relays of growth via new offers representing +60% of the sales (Hybrid Cloud, UC/Visio).

COLT Group

Pan-European Telecom & Hosting Services provider. Revenue=€1600m, Headcount=5000

Revenue=€90m, Headcount managed=73

• Context of Transformation & Acceleration: lack of major deal signatures, revenue growth below the budget.
• Actions: dedicated Team focussed on Major accounts to open, up/cross-sell the new "Service" offer, Transformation program implemented to move from a "product and services" to an "Added Value Offer", Global Account team set-up to sign new logo and to develop high cross-selling with major accounts.
• Results: Revenue/profit targets achieved each year and overachieved (+30%) in FY08 with focus on Managed Services.

Revenue=€60m, Headcount managed=20

• Context of Transformation & Acceleration: acceleration requested to leverage the TOP50 Accounts program.
• Actions: Creation of Global Account Managers and Regional Account Managers teams located in South Europe.
• Results: Multi-millions deals signed, revenue growth target overachieved with +20%.

Revenue=€22m, Headcount managed=13

• Context of Transformation & Acceleration: each Country has developed its own business but with no synergy to leverage international accounts in all countries.
• Actions: creation of a Team based in London (Senior Consultants, Bid Managers, Commercial team) and a Sales team in the US, action plan defined with all Sales directors to focus on Top20 accounts in Europe to leverage existing local business
• Results: Yearly revenue growth = +15%.

Revenue=€142m, Headcount managed=90

• Context of Hypergrowth: keep on growing revenue with Corporate and Wholesales and to open networks in new cities
• Actions & Results: 100% revenues objectives achieved in both Business Units, Member of the « President Club » in 2000, Start-up of the Cities of Lyon and Marseille and management of the 2 City Directors

Revenue from O till=€42m, Headcount managed=45

• Context of Hypergrowth: no existing revenue, 1 existing Sales, all to be done
• Actions: recruitment of the Teams (from 3 till 45) with 5 direct reports, all Sales process defined, commission plan, signature of the first contracts...
• Results: Start-up of the revenue from €0 to €42m.

(Pan-European network integrator, Olivetti subsidiary)

Revenue=€18m, Headcount managed=30 (6 agencies, 30 Sales)

(IBM Integrator Start-up, Service and Software Company)

Revenue=€5m, Headcount managed=5.

Member of the « TOP100 » every year, +150% Sales objectives year1.