- HoatzinFounderENVIRONMENTALFebruary 2021 - Today (4 years and 5 months)hoazin helps companies achieve their transition towards an ethical and ecologically responsible economy by transforming how sales organisations operate, engaging customers and collaborators to do business in a setup that makes sense while ensuring a future in a fair and ecologically stable world.
- castLabsSales Enablement ManagerDIGITAL & ITApril 2019 - June 2020 (1 year and 2 months)Berlin, GermanyAs a Sales Enablement Manager, I have designed and deployed the following:
#Content- Data-driven Material (from Discovery calls to closing)- Training and Onboarding Material Design (SDR, Sales Managers)- Sales Enablement Playbook- Weekly E-learning program- Sales Knowledge Management Automation
#Processes- Existing Pipeline Reassessment (New Business)- New Pipeline setup (Renewals/CSM)- New Customer Onboarding process- Conversion Criteria (New Business & Renewals)- QBR Cycle (Existing customers)- Customer Success Team structure (Sales, PS, Engineering)- Payment cycle's update & automation (Yearly, Quarterly, Monthly)- Payment methods' update (PayPal, CB)
#Strategy- Hybrid Sales Methodology (Account-based, Customer-focused + Solution Selling)- Insights Committee (involving Sales, Product and Marketing)- Framework for CSM (defined cycle)- New Market Strategy (Land & Expand)- Starter Plan (new package for SMB customers)- Enterprise Plan (new package for Enterprise customers)- Partnerships framework & automation (Video Tech Stack)- Perpetual Market Research- Holistic Revenue-growth initiative (involving - Strategy, Sales, Marketing, Product and PS)
#Measurement- Customer Usage Growth monitoring & reporting (Business Reviews)- New Business Advanced reporting (HubSpot)- Account Management Advanced reporting (HubSpot)- Pipeline Stages' conversion rate monitoring & Optimization- Internal quarterly usage study (Sales tools)- Internal & external CSAT- Cost-per-product for forecasting- Change management & Communication program
#Tactics- Sales Hacks & Best Practices sharing- Objection Handling (monthly meetings)- New hires ramp-up (weekly meetings)- Top-performers' exchanges recording & analysis- Top-performance practices sharing (workshops)- Insights Committee insights sharing (bi-monthly meetings)- Demos' enhancement- Problem-solving instant calls- Case-by-case decision-making support (every pipeline stage)
#Technology- Tech Stack Design (best-in-class tools)- Integration & Sync of all tools (duplicate work reduction, seamless operations)- Holistic processes optimization (from prospecting tools to CRM to collaboration platform)- Quarterly Platforms' usage auditing (gaps & loophole reduction)- Perpetual Market monitoring- How-to Documentation & Trainings- LMS and KM systems selection & configuration- Collaboration & Asset management tools reassessment
#Market- Marketing assets deployment (New releases Champion)- Messaging & Micro-messaging (Insights Committee)- Synchronization of Marketing effort with Sales & Product- Market localization support (MENA, LATAM etc.)- Buyer Persona & Customer behavior analysis- Buying stories (aimed to SDRs)- Social Selling initiatives (from Social Media to closing)- MQL to SQL seamless transitioning support- Actionable recommendations from existing accounts- Reassessment of Marketing efforts to adapt to the Digital Buyer - castLabsInternational Sales ManagerDIGITAL & ITMay 2018 - April 2019 (10 months)Berlin, GermanyInternational Sales Manager with focus on France & French-speaking markets, MENA and the US.Notable achievements :- Setup of a Customer Success Management structure (CST organization, Business Reviews cycle implementation, new strategy for up-sell)- Setup of a new pricing model (flat price with a unified metric)- Pipeline management and follow up + closing (complete sales cycle)- Renewal management- Review of Professional Services offer (hour-based packages)- Total accounts revenue: over $1,4 Mio.castLabs pioneers software and cloud services for digital video markets worldwide. We provide solutions to easily enable the secure distribution of premium movie, TV, and audio assets for high-quality video experiences.We have been operating since 2007 and have offices in Berlin and Los Angeles.
Antoine Torland and 7 other people have recommended Anouar
I have had the occasion to see his recommendations to clients and partners executed and considerable lifts on sales followed immediately after their implementation. If you are looking for a BS-free, data-backed approach with concrete results, Anouar is your man!
- Master Digital StrategyCELSA Sorbonne University2013CELSA is the school of reference in the information and communication sciences. More info: http://www.celsa.fr/abstract.php