Beatrice PIQUER-DURAND

En résumé

Entreprises

• DOCAPOST - VICE PRESIDENT DEVELOPMENT & CMO

  Ivry-sur-Seine 2015 - maintenant 450M EUR of business revenues, 4500 people. By combining SaaS business platforms, professional services, digital and industrial expertise, Docapost is a trusted business partner in digital and mobile transformation for organizations.
  Team Management: 70 people including Sales, Product Marketing and Marketing-Communication.
  Yearly budget: $3M+
  
  Key Achievements: Excom member, supporting the key challenge of the company to accelerate growth and recover profitability. Definition of a new strategy taking into account the strong decrease of BPO and printing markets due to digital explosion. Moving the company from one client/one project to a SaaS platform business model and culture. Driving the sales team to improve their customer centric spirit and sales performance. Developing sales organization with the selling skills and tools necessary to win in a highly competitive marketplace. Putting in place sales KPIs, reporting and processes to maximize forecasting and sales success. Driving the marketing team to enforce a market driven culture, build and market products/solutions people want to buy.
  
  Thanks to these sales and marketing initiatives, Docapost grew by 5% from 2015 to 2016 and expectations for 2017 are close to 10%.

• IPANEMA TECHNOLOGIES - VICE PRESIDENT MARKETING

  Fontenay aux Roses 2001 - 2015 IPANEMA TECHNOLOGIES (Infovista): Ipanema Technologies develops solutions allowing enterprises to guarantee their application performance over the WAN (Wide Area Network) what ever their IT complexity.
  Management of the corporate marketing strategy and field marketing activities for Western Europe, North America and APAC.
  
  Team Management: 10 people including Product Marketing, Marketing-Communication, Web Marketing and Market Analytics.
  Yearly budget: $1.5M+
  
  Key achievements: Excom member, moving Ipanema from start-up to a $40M+ company with expansion over Western Europe, USA and APAC from 1999 to 2013. Strategy definition, organization & processes with strong go-to-market, customer segmentation, sales force & operational rhythm. Selected by main MNCs across all industry sectors. Positioned during five consecutive years in the ``Visionaries'' quadrant of the Gartner's ``Magic Quadrant for WAN Optimization''.
  
  Strategic Marketing
  * Definition of the company's 5 years strategy, vision and business model
  * Development of the company positioning against competition (Blue Ocean approach), RAD customer segmentation and 5 Ps
  * Close work with telco partners to help them market profitable Ipanema based services
  * Creation of Appswork a WAN Optimization solution as a service (SaaS)
  
  Product Marketing:
  * Move the company from techno to customer centric and develop disruptive innovations (SaaS based model, BI, TCO model for telcos, etc.)
  * Analyst management: Positioned during five consecutive years in the ``Visionaries'' quadrant of the Gartner's ``Magic Quadrant for WAN Optimization'' ;
  * Creation and animation of the ``Product Life Cycle'' process to align sales, marketing and R&D
  
  Operational Marketing & Communication
  * Global corporate Marketing-Communication management including Field Marketing, Digital Marketing, PR and community management: increase Ipanema's worldwide visibility and make sure the company is perceived as the market challenger just behind the leader
  * Field Marketing: Generate leads to create yearly 30% pipeline and improve customer penetration up to 30%
  
  Sales Operations
  * Development and animation of the Customer Centric Selling approach and tools kit
  * Creation of the sales process and alignment with CRM (SalesForce)
  * Definition and implementation of the sales KPIs and reporting to be followed by the sales leaders and Excom
  * Sales support with customers value proposition and negotiation ;

• CATALLIANCES - MARKETING DIRECTOR

  2001 - 2001 Software solutions allowing retailers to develop a multicanal strategy.
  Worldwide marketing and communication plans definition and development.
  

• INTERFACE DATA - MARKETING COMMUNICATION DIRECTOR AND WEB AGENCY DIRECTOR

  1999 - 2001 INTERFACE DATA (Prodware): First French integrator for Sage and Navision, accounting and ERP software solutions.
  Creation and management of a web Department Agency. Definition of the Marketing-communication strategy and plans.

• HOPITAL ECHOS - PRODUCT MARKETING MANAGER

  1998 - 1999 Launch of a new free medical newspaper. Editorial management, newspaper promotion, follow-up and commercial analysis.

• THOMSON multimédia marketing France - RESPONSABLE MARKETING GRANDE DISTRIBUTION

  1994 - 1998 Référencement de produits audio et téléphonie auprès d'enseignes de grande distribution, implantation et commercialisation.

• THOMSON MULTIMEDIA - SALES AND MARKETING MANAGER

  1994 - 1998 Marketing and communication activities for the Audio and telephony products range.

Formations

• Babson College (Boston)

  Boston 2012 - 2012 MBA
  
  EMBA, Innovative Management and Entrepreneurial Leadership

• HEC

  Paris 2011 - 2013 Master of Business Administration

• Ecole Supérieure De Vente Et Marketing De Paris

  Paris 1996 - 1998 Sales-Marketing-Communication diploma (Level II)

• CCI Centre Roger Potin (Saint Germain En Laye

  Saint Germain En Laye (8) 1994 - 1996 Action Commerciale
  
  Vente

Réseau

• Florian BONNET

• J-F PLAS

• Jonathan JOSSO

• Laurent TEDESCHI

• Louis HUGUES

• Pierre PHILIS

• Pierre SANGOUARD

• Seb BODENNEC

• Sebastien DA ROCHA

• Thierry MAS