Lionel Hackspill

• Responsible for designing, orchestrating and delivering Learning Solutions for Academic Institutions with a focus on the EMEA Markets
• Full ownership of Revenue Opportunities working along with Microsoft Public Sector teams locally
• Direct relationship with Microsoft Corp. Programs Team to create, launch and develop a new Academic Partner Program

• In charge of a multi-million USD Business and managed a team of Area Sales Managers and Marketing Managers
• Defined and managed Microsoft Press Sales Strategy thru 57 Book Distributors over 31 Countries in EMEA
• Managed the IP licensing business with top Book Publishers in EMEA and LATAM
• Defined Channel and Audience Marketing Strategy

• In charge of launching and developing the New Generation of Microsoft Learning Solutions (eLearning, Skills Assessment Tools, etc.) across Microsoft Corporate Customers
• Managed the Enterprise Segment within the French Subsidiary thanks to a Channel of 50 Learning Solutions Partners
• Defined and delivered a new Development Strategy on Microsoft Certification Business in the French Market

• Managed Microsoft Press Publishers and Distributors in France, Middle-East and North-Africa.
• Negotiated and managed Publishing Agreements in the following languages: French, Arabic, Hebrew and Urdu.
• Defined Sales and Editorial Strategies with our Distributors and Publishers and managed their relationship within the Microsoft Subsidiaries.

Results: successful launch Office 2003 and Windows Server 2003 Press portfolio in French, Hebrew and Arabic Languages.
Successfully reinforced the Microsoft Press Business around selected key Partners (5 Publishing Houses and 7 Distributors) in the Middle-East.

• In charge of Microsoft Press business model evolution in France: moved from a Microsoft internal model to an external third party ‘Publisher’ model.
• Defined constituents of the future business model and selected potential Publishing Houses as partners.
• Created, negotiated and signed the new Publishing Agreement.
• Managed the start of Microsoft Press publishing and distribution with Dunod Editions.

Results: successful transfer of Editorial and Sales skills.
Maintained Microsoft Press market share and our key Sales Agreements with Retail Chains.

• In charge of Sales and Marketing Management of Microsoft Press – Microsoft Publishing House.
• Managed the Sales and Marketing team (16 peoples) in France and in French speaking Countries (Belgium, Switzerland, Quebec and North-Africa).
• Signed and managed distribution agreements for all our existing channels including: Distributors, Resellers, E-tailers, Bookshops and Export.

Results: successful launch of Microsoft Press in key Retail Chains.
Microsoft Press became the 2nd largest Computer Publishing House in France and the Number One on Microsoft related topics. 26% of Revenue growth (FY01 vs. FY00)

• Managed Fax and Digital Phone sales within our major French Retail Chains: Carrefour, Auchan, Opera, Leclerc, La Redoute, Gitem, Metro, Bruneau and EPG.
• Managed Sales and Marketing Campaigns (product launch, retail promotions).
• Negotiated and managed Retailer Agreements.

Results: launch of the first portfolio of Sagem Digital Phones. Sagem became #1 in the Fax Market and #2 on the Digital Phone Segment.

• Managed Fax Resellers in two areas of France (50 resellers per area).
• In charge of Channel Management and of Sales Development.

Results: reinforcement of key Resellers agreements on a long term basis.
First signature of Sales Agreements with five Reseller Chains.