Thomas Coustenoble
Manager, Development & Strategy, IBM France
• 3 years in sales and business development (System Integrators and ISVs)
• 7 years in marketing and communication (2 years in USA, 2 years as a manager)
• IT/Software products background (co-author of a book on mobile solutions)
• Excellent understanding of IT trends: Cloud, BI, Collaboration, SOA
• Industry knowledge: Telcos, Public, Retail, Media/Entertainment
• Strong communication/interpersonal skills, positive attitude, work ethic
• Work in matrix, international and competitive environment with Executives
• Creative, self-starter, action-oriented with strategic thinking (MBA)
Senior and broad expertise in Marketing and Communication:
- Market Intelligence
- Market Management (incl. portfolio analysis/positioning)
- Go to Market strategy and planning
- Product Marketing (brochures, demos…)
- Program Planning and Execution
- Brand Strategy
- Advertising and Media Planning
- Interactive Marketing/Com’ (Web TV, Social Media)
- Press and Analyst spokesperson
email: thomas.coustenoble@gmail.com
69 contactsOversee and manage the Market Intelligence/Insights function:
• Market Analytics for Hardware, Software & Service segments
• Set overall team strategy, admin., budget, and people management
• Provide insights to business managers for strategy development
• Improve delivery of Industry insights (i.e: Public, Energy/Utilities)
• Development of market knowledge, research 2.0 techniques
• Support IBM France strategy plan, Marketing transformation
• Seat at Marketing board: advise on market, digital, talent, sourcing
• Manage relationship with key vendors (Gartner, IDC, PAC, Xerfi, etc.)
2007 - 2008Lead worldwide launch of IBM Lotus Notes and Domino 8 platform
(~1Bn$ revenue, 40% market shares, 150M seats)
• Build/execute Go to Market plan with regional marketing teams
• Coordinate launch plan with sales, marketing/communication, channel
• Optimize product marketing strategy
• Create a new 'end-users' audience, adapt content architecture
• Develop new routes to market with LinkedIn, RIM, Apple or Orange
• Work with WW product development, interlock on platform roadmaps
• Support platform diversification such as LotusLive (SaaS)
• Lead joint GTM with SAP on a new product: Alloy by IBM and SAP
• Build/defend business case for a multi-M$ WW interactive campaign
--> +12 quarters of consecutive business growth, web traffic x10 in 1 year, recognized as 'Worldwide Marketing of the Year' by IBM Marketing board
2003 - 2006Oversee all marketing and communication activities for Lotus brand:
• Evaluate email, portal and collaboration market segments
• Develop annual/quarterly marketing plans with business leader
• Monitor next quarter pipeline, influence Routes to Market strategy
• Manage multi-M€ marketing and advertising budget, plan execution
• Interlock with WW and EMEA marketing teams on product launches
• Team with marketing programs: agency briefings, collaterals, etc.
• Evangelize on IBM Lotus strategy and products
• Creation of IBM Software Web TV with an external agency (Brainsonic)
• Press, Analysts, customers and partners spokesperson
--> 'IBM Worldwide Innovation Award' for launch of Web TV, driving thousands of contacts each month to IBM Software website, business growth during 3 consecutive years.
2000 - 2003• Part of team creation (wireless/portals/e-commerce solutions)
• Focus on Banking/Telecommunication industries (+2M€ annual quota)
• Create presentations, proposals and sales contracts
• Implement sales activities (calls, events, study tours, workshops)
• Initiate business development with mobile operators, ISVs, Integrators
• Co-author of a book: ‘Solutions Mobiles'(Dunod, 2003)
--> Successfully position IBM WebSphere Portal as #1 web portal platform on French market by launching partnerships with major IT influencers such as Orange, Capgemini, Atos Origin or Unilog/Logica. Overachieved quota during 3 years.
1999 - 1999• Support new artists CD launches (work with product managers)
• Update business reports, sales operations
• Replace product manager in Warner Music London during summer
• Discover press relations, studio recording, festival management