David SERVAIS

Artifical Intelligence & Digital Transformation services : I help SME (Small & Middle Enterprises) in their transformational changes in their day-to-day processes.

Sales, Strategy Marketing & Go-to-market services

Co-lead the PSAN registration and approval by AMF mid 2023 & the 1st Go-To-Market strategy and execution. Went through all phases (Legal qualification, entity setup, was appointed first compliance officer -RCP or responsable conformité des prestations-, Internal Controls, clients onboarding, incident handling, documents filling: KYC/AML Procedures, Governance, IT Security, Business Model, Tracfin Enrollment) https://www.amf-france.org/fr/espace-epargnants/proteger-son-epargne/listes-blanches/psan/rufiji-capital-sas

Within XRPL ecosystem and blockchain world I was focusing on fostering growth, business development of blockchain managed services and adoption of this open-source, decentralized, and public blockchain platform through 3 pillars: 1. **Corporate and Institutional Onboarding** through educational presentations, workshops and discussions, enabling them to harness the benefits of blockchain technology for their specific needs. 2. **Startup incubator mixing Innovators and Developers** 3. ** Use Case Development** My primary missions in this role included: 1. Prospection & Lead Generation : +200 Identified target segments (corporates, institutions, startups) aligned with XRPL use cases. Engaged leads through ecosystem events, webinars, and tailored outreach campaigns. Defined Ideal Customer Profiles (ICP) and buyer personas to qualify relevant contacts. 2. Discovery & Needs Qualification Led discovery workshops to assess pain points and blockchain fit. Framed value propositions based on sector (finance, supply chain, sustainability, electric vehicle, etc.). Segmented leads by readiness level and aligned them to onboarding journeys. 3. Solutioning & Use Case Structuring Prioritized opportunities based on feasibility, impact, and alignment with XRPL capabilities. 4. CRM Definition & Deployment Designed CRM workflows to support sales lifecycle (lead, opportunity, partner, stage). Deployed a custom CRM instance to monitor deal status, partner maturity, and engagement levels. Defined pipeline KPIs and tracked opportunity health and conversion velocity. 5. Sales Pipeline Management Managed a live pipeline dashboard with forecasting, stage tracking, and partner prioritization. Identified and resolved deal blockers and ensured balanced lead coverage across verticals. Maintained clean CRM hygiene 6. Deal Closing & Partnership Formalization Negotiated MOUs, co-development terms, and project pilots with C-level stakeholders. 7. Customer Success & Community Activation

Founder and president of the professional association Blockchain@HEC which is dedicated to educate, share knowledge about blockchain / crypto economy and connect ecosystems. Grew from Zero to +6000 members, Engaged with +300 Crypto & Blockchain renowned companies, C-Levels, Key actors, Organized Summits, Executive workshops with +40 speakers, +400 participants, Organized +100 Webinars, +150 speakers, +3000participants Thanks to this fascinating domain, our group is also eager to strengthen the bridge between ALUMNI and STUDENTS from HEC Paris community and beyond with 4 Hubs : Paris, London, Dubaï and Hong-Kong. Our organisation is focused on 3 Main activities : (i) events & conferences, (ii) analysis & reports, (iii) lab & projects experimentations

Marketing strategy, go-to-market planning, business development, fund raising, customer service

Evangelisation of Docotlib services with prime focus on French South-West area, customer service

- Sales and Business development targeting 1st, 2nd and 3rd rank suppliers and OEMs. - Implemented middle market strategy with innovative services to focus on Airbus and Airbus tier 1, tier 2 and tier- n suppliers contributing to aerospace manufacturing ecosystem robustness and innovation through best practices sharing and knowledge capitalization with key stakeholders in Supply Chain, Technology & Processes, Manufacturing, Quality, Engineering and ICT - 5M€ revenues portfolio management in IT services & consulting

Within the Global Aerospace Team, looking for expanding NDT (Non-Destructive-Testing) services - created Toulouse office with a portfolio of harmonized French and international aerospace services - identify new business opportunities and build key relationship with all aerospace clients - create action plans for effective search of new clients to expand global customer base - define services, create proposals for global accounts, close sales and support implementation - assist affiliates in preparation of local proposals and presentations - support affiliates in operational implementation (recruitment and team structuring) Certification & Quality services : -Developed the global strategy for Aerospace division, identify new -Business opportunities (client, partnership, M&A) -4M€ revenues, negotiated contracts with major suppliers with aerospace clients on the whole value chain and on international scale -Defined, structured and coordinated international sales campaigns