Pierre BRUNO

Develop Professional Services activities across DIGITAL HOME business unit. Worldwide position.

Grass Valley is a 50-year leader in the broadcast, video & network industry, providing products and professional services to worldwide television, satellite, cable and telecom companies.
Revenues: 550 M€ - 2.500 p

Professional Services - Business Development Director EMEA & APAC

- Develop a worldwide profitable Service business unit to support mission critical infrastructure.
- Market & structure a global Service offer based on concrete business opportunities.
- International business negotiation with Television, Network, Broadcasters, Satellite and Telco companies. Negotiate and close Service Level Agreement (SLA) contracts in France, Southern Europe, Middle East, Eastern Europe, and CIS.
- Manage a worldwide business developer team in EMEA and APAC. Develop sales network & customer relationships to build and close 3y to 20 years service contract deals from 0.1M€ to 15.0 M€.

Results: In 2009, we have closed more than 36.6 M€ of Services contract in EMEA & APAC which generate 23.5 M€ revenues with a multi-year backlog worth 40.0 M€. Professional Service is now a profitable Business Unit with 400 engineers worldwide supporting more than 2.000 Customers.

- Supervised the process of externalization of the activity from MATRA DATAVISION. Developed the company during 4 years, then restructured and set up successive reorganizations to reach profitability.
- Proposed and managed development strategy.
- Managed French and Russian project managers and software developers
- Participated as the representative of the company to more than 20 road shows to raise capital from Venture Capitalists or industrial companies

Results: Activity externalized in 2000, more than 4 M€ orders signed in 2002 generating a backlog reaching 80% of 2003 turnover. Company downsized, negotiated with the unions returned to profit in less than 2 years of activity.

- Managed several multi cultural teams from 15 to 50 people: recruitment, contracts, objectives and follow up, job appraisal, wage negotiation, training

- Handled the development of professional video broadcast equipments for live TV sports & entertainment programs.
- Organized and managed successfully more than 300 broadcast operations in France, Europe, USA, Africa, Japan, Australia, New Zealand …
- Developed virtual adds and virtual entertainment concepts on worldwide TV channel: TF1, CANAL+, BBC, EUROSPORT, CANAL+ SPAIN, TV3, TELEVISA, TELEPIU, ARD, TV3

SECTEL 1991 – 1993: Subsidiary company of HACHETTE group created, with major advertisers and media, a subscriber’s loyalty club (100.000 consumers), based on interactive smart card with TV programs. Technical Director

- Designed, produced and created cash flow thanks to added value on line Minitel and Audiotel services. Negotiated deals with entertainments producers, set up partnerships contents, and shared revenues.
- Development of logistical process with partners: 3SUISSES, TOTAL, QUICK, TELE7JOURS, HACHETTE PRESS
- Settled and installed interactive video technology on LA5, & FRANCE TELEVISION.


VIDEOTRON Group 1989 – 1990: Canadian leader of cable distribution & television, develop and market various projects of interactive television in the world. Product Manager

- Selected, qualified and followed smart cards mass production by south Asian industrial manufacturers (Hong Kong, Taiwan, Japan).
- Assumed conception and manufacturing; Managed supply process, and followed quality management of deliveries.