Cedric TREGUIER

Managing Sales process (reviews, pipeline building and execution)
Defining Sales territories and accounts management
Monitoring Sales Activity (goals, targets, reviews, reporting)
Analysing Pipeline GAP and Demand Generation (marketing-partners)
Identifying white spaces, route to market/Route to success
Managing data and defining reporting
Working on sales deployment model (direct, indirect, VARs coverage)

Defining IBM ILOG value propositions and Go to Market for distribution, CPG and industrial markets at Worldwide level

Proposition of leads generation campaigns, development of materials such as collaterals, presentations, point of views, case studies

Defining security, sorage, performance services, asset management value proposition within Tivoli Brand including Maximo and Q1Labs offering

Managing Pipeline and sales activity
Monitoring activities, Gap Analysis and Go to Market

Defining IBM ILOG value propositions for distribution, CPG and industrial markets

Proposition of leads generation campaigns at European level, development of materials such as collaterals, presentations, point of views, case studies

Pipeline Management, Sales Enablement, Reporting

Launch of the new ILOG SCA business unit following an acquisition of an American company
Defining the marketing plan – development of the direct and indirect leads generation channels
Development of the leads generation campaigns - e-mailing, seminars, telemarketing, partners
Defining the communication plan, Enablement, lead development, follow-up marketing campaigns

Proposition and coordination of marketing & communication plans by product line (client/server)
Coordination and implementation of Customer, CIO and Partner programs - meetings, events
Development of leads generation activity and marketing tools for sales representatives (35 sales reps)
Management of the communication activities - press releases, Web, Intranet
Enablement, opportunities follow-up, business partners follow-up
Monthly reporting to the headquarter - budgets, leads, articles, market trends

Proposition for marketing & communication plan – budget follow-up
Proposition for marketing within the partner network (resellers, integrators, consulting companies)
Defining direct marketing actions – review telemarketing pipeline
Drafting the institutional communication - newsletter, web site, success story
Management the press & public relations - VIP events, press kit, press releases
Coordination with marketing Corporation