Fabrice LOCK

- Develop markets (regions and business)
- Improve operations efficiency and Business Unit competitiveness
- Develop and deploy global offers and global process
- Improve customers and users satisfaction
- Strenghten ecosystem relationship

Function: Managing Director – Head of Marketing & Innovation

Missions: Several activities under my wide responsibilites:

Innovation Director : "Deliver business value to AXA companies through technology based business innovations"

- Having designed "Innovation as a service": Innovation team I created (20 people inc. subcontractors), acts as a consulting services partner for AXA business entities and AXA Group (57 companies)
- Helping them making innovation a business reality and as a strong company value and business differentiator.
- Sustaining/fostering AXA Companies joint business innovation development and Business solutions or Business best practices reuse
- Assessing innovative ideas, new technologies or business/market trends, thanks to:
- Strong partnership development with key vendors such as Orange, BT,
IBM, Cisco, Microsoft, HP, Alcatel, Apple, RIM and with business and
IT analysts, consultants, universities...
– Creation and animation of “Innovators Club” composed by top CAC 40 French companies
- Demonstrating business innovations and new technologies in two Innovation centres
- Providing added value deliverables (studies, prototype/pilot, business value and impact analysis, business case study), we help Executives to take more appropriate decision regarding business innovation.

As examples and not limited to:
“Branch of the Future” and its multi-access and related complementary
distribution models,
“Cloud your Business” Program,
“Smartbusiness on Smartphone”,
Customer mobility business opportunities, Living maps & analytics, Business
Sensor & Analytics, Healthcare, Prevention and Monitoring, several digital
business solutions as “Digital Collaborative place for tied agents and
their clients”, Contact Center instead of call center…
All of those examples enabling the "Digital Insurer" business concept.

Marketing Director:

Create and develop Brand and Product/Service marketing, Customer Satisfaction, Price strategy and Business Intelligence activities

Goals:
- Due to company structure (GIE) to be at breakeven,
- Customer satisfaction> 79% ,
- Achieve goals on “Go to market” for new AXA Tech services,
- Develop a “Service Based reports” for all AXA entities, enbaling AXA entities to better understand, then monitor their IT expenses and investments

Results:
- Revenues from consulting services and innovative solutions: Profitability++ with 23% growth last year
- Customer satisfaction: 82%
- “Go to market” for services: at least aligned with business plan
-“Service based report” designed and deployed

Missions:

- Develop Intel Solution Services organization and practices (HPC,Healthcare solutions, Tracking and tagging, Innovation consulting services)in Europe and for Key Accounts (Finance, Telco, Automotive, Aerospace, Energy), such as Orange, EADS, AXA, Renault, DMZ, Total, Areva, SG, HSBC

- Market Intel Services and Intel technologies and influence key accounts for a
faster and wider adoption of Intel offers through different channel from external/internal suppliers to distributors, to advisors, to end users

- Trans-national and transversal team management

- Develop strategic partnerships with customers: “Joint Innovation Business”

- Key contributor to European “Innovation value Institute”

- Team management (17 people in Europe)

Results:

- 100% winback deals: e.g. Biggest Intel multi-year deal won in Year 2008: Hundred thousands of systems for HPC
- From 83% to 97% market Share in key accounts business
- several M€ of Consulting services produced in 2008 (started at Zero in 2005)
- 3 Joint Innovation Business

Missions:

- Define and implement overall strategy for Southern Europe markets
- Design and develop organization – 20 people: Pre-sales, sales, marketing
- Define and develop vertical approach for end customers (TOP500) markets
- Develop and secure indirect sales channels (Value Added Resellers)
- Act on relationship development with execs of end users and resellers
stakeholders, as well as by closing key deals.
- Establish marketing programs sustaining sales strategies
- Manage organization as a profit center

Results:

- European structure launched and organized, indirect sales network built, Key accounts referenced, strategic alliances done
- 12M€ sales booked

Missions:
- Recover market leadership
- Define and deploy a global strategy to reach this goal:
* Sales policy (redefine distribution model and build new ecosystem),
Marketing, Customer Service
* “Evangelization” to increase the possible usages of proposed solutions
* Innovation (technology, product, solutions) as strategic business enabler
for company and with customers (Joint Design Center)
* Direct influence on end user markets (Telco, Finances, Governments,
Retail)
- Reorganize, motivate and manage dedicated team – 45 people (Sales, Business developer, Influencer, Marketing, Customer service et Technical Support)
- Be accountable for defined key actions and also for key deals and strategic business agreements

Results:
- Market leadership recovered (> 200M€)
- New business created, new big deals won, joint design center developed
- Ranked by clients as 1st customer service company

Missions:

- Initialize and/or develop sales activities by proposing the overall group’s offers
- Build proposals and negotiate contracts
- Create and develop relationships with key stakeholders (CxOs)
- Follow projects sold from sales and contractual point of view
- Manage Non-hierarchically all of Cap Gemini teams being in contact with accounts in the other countries (till 120 People)

Results:
- +100% of goals achievement every year
- First in term of ERP integration projects sold

1994-1996 : Business Development Manager – Storage Management & E-commerce
solutions
1992-1993 : Key Accounts Manager - Telco, Finance, Industry