Marco Ferrandi

• Lead the full go-to-market strategy across EMEA, owning both marketing and sales initiatives to drive regional revenue growth and brand awareness • Oversee direct retail customers and channel partners (system integrators, service partners) to scale presence regionally • Deliver consultative sales of IT and cloud / SaaS solutions tailored to retail customers’ digital transformation and store infrastructure needs, engaging across technical and business stakeholders • Ensure operational excellence and delive

o For the region (14 countries), define and implement GTM strategy towards channels o Define and implement affiliation programs for dealers and enrich the value proposition with differentiated marketing levers, from partners to franchisee o Build and execute marketing campaigns in line with company strategies and objectives, including engagements events o Analyze sales and marketing data to understand and adapt tactics and strategies o Work closely with other functions to support the digital transformation

o Focusing on the retail channel, define and implement marketing strategy towards customer o Define affiliation programs for dealers and enrich with differentiated marketing levers, from partners to franchisee o Build and execute marketing campaigns in line with company strategies and objectives o Arrange events for end user and dealer engagement o Analyze sales and marketing data to understand and adapt tactics and strategies o Work closely with other functions to support the digital transformation through

o Work closely with customers to become a trusted business partner, growing the business according to the sales target o Create new business opportunities through strong consultative selling , through analysis and in depth understanding of value chains o Establish and operate business plan, developing and sharing market knowledge o Provide meaningful and precise inputs to Demand Planning, including financial forecasts o Provide insight into customer requirements into the business unit, providing input into

- Product analysis, roadmaps, life management, pre-sales and post-sales operations - Sales development, including marketing activities, advertising and communication - Internal consulting about marketing strategy, communication and customer relationship management - Dealings and commercial agreements with strategic suppliers and customers - Agreements with worldwide content providers for content integration on multimedia devices inside of product portfolio - Leader of a team of three people

- Product Manager of consumer electronics products; concept studying, drawing up of technical specifications, development control, interface with R&D, product launching, control of sale and post-sale conditions - Technical Product Manager of professional telecommunication systems, such as IP telephony products and IP-PBXs - Business evaluation and product scouting for new technology products - Technical/commercial training manager for sales department

- Responsible for technical relationships with suppliers - Testing and development of private telephone systems and consumer devices - Orator of technical trainings for support and installation personnel

Orator for training courses: - computer science - networks - Internet