Thomas Coustenoble

Lead IBM France 2015 Strategic Development Plan for the Country General Manager

• Manage team of consultants to build external/internal analysis
• Build revenue/profit growth scenarios around strategic initiatives
• Project design/plan, workshops facilitation, change management
• Team with HR (talents/skills), Operations (resources), Finance

Oversee and manage the Market Intelligence function.
Member of IBM France Marketing & Communications board.

• Develop market Analytics for Hardware, Software & Services segments
• Manage team of analysts, people development, recruitment
• Business and Market assessments to address gaps/opportunities
• Develop Industry Insights (i.e: Public, Energy/Utilities)
• Manage relationship with key vendors (Gartner, IDC, PAC, Xerfi, etc.)

Lead 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

Oversee 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.

• 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 positioned 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.

• 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