Jean-Marc Abelous

As a seasoned Strategic Marketing Consultant and CMO specializing in the B2B SaaS industry, I cater to the unique needs of startups and scaleups aiming to carve their niche or expand their market presence. Offering comprehensive solutions that mirror the pivotal roles of a Chief Marketing Officer, my expertise orchestrates strategies that elevate brand positioning, ensure product/market fit, and foster seamless integration with sales, product development, and customer success teams for sustainable growth. My collaborative, data-driven approach emphasizes building strong synergies between marketing, sales, product, and customer success, crafting a unified strategy that propels businesses forward. Leveraging in-depth market insights, I assist SaaS and VC companies, from nascent startups to dynamic scaleups, in navigating the complexities of the B2B landscape. This strategic navigation turns challenges into opportunities for expansion and success. Whether aiming to refine your go-to-market strategy, optimize your marketing funnel, or enhance cross-functional collaboration, I provide the strategic oversight and actionable guidance needed to achieve your goals. Together, let’s transform your SaaS business into a market leader, steering startups and scaleups towards unparalleled growth. > Customer Success Stories B2B SaaS startups in Supply Chain, Logistics, and Transport to architect growth strategies and transformative approaches. Here's a highlight of my contributions: - Strategic Marketing Plan Development - Budgeting with Best Practices - Field Marketing Management - Branding and B2B Brand Strategy Expertise - Repositioning and Product Offerings - Product/Market Fit & Positioning - Go-To-Market (GTM) Strategy - Ideal Customer Profile (ICP) Definition - Funnel Construction and Optimization - CRM Optimization - Automated Campaigns and Content Strategy - Sales Enablement - MEDDIC Alignment - Strategic Roadmap and Partner Ecosystem Development

As Head of Marketing, I was at the forefront of shaping Kbrw's Marketing strategy, a leading Order Management System (OMS) & Warehouse Management System (WMS) SaaS company, working hand in hand with the CEO and the Chief of Staff. My mission was ; - Building the Marketing strategy of the company to enable Kbrw to reach its growth targets. - Creating the marketing plan to implement this strategy with your team. - Managing the members of the Marketing team, helping them achieve their objectives and grow their Marketing skills gathering: > Lead Generation: Inbound Marketing and Outbound Marketing, > Content Marketing, Social marketing and SEM, > Product Marketing and Branding > Events. > Recruitment: Lead Generation Manager, BDR. - Collaborating closely with the CEO, the Chief of Staff, the Sales and Product teams - Sales enablement - Scalable GTM frameworks leveraging MEDDIC principles to align cross-functional teams and optimize enterprise customer acquisition processes

Build a powerful B2B SaaS brand and actively participate in hypergrowth through an ambitious marketing strategy for an AI-driven analytics platform (series A startup), a benchmark in its segment, Sightness, the advanced #analytics platform for #transportation performance that cuts through complexity by detecting and resolving anomalies with normalized data and targeted recommendations. Mission: - Market analysis and monitoring (Analytics/IA/Supply Chain/Data/Greentech); audit, elaboration and formalization of the offer (positioning, segmentation, targeting) - Elaboration of strategic and operational marketing plans - Build and follow-up of the annual marketing budget - Development & implementation of the Go To Market (GTM) strategy - Development & implementation of the digital strategy (SEO/SEA, social media, web optimization...) - Development & implementation of the lead generation strategy (inbound/outbound marketing, ABM) - Implementation of performance indicators (KPIs) for monitoring and evaluation of actions taken (monthly/quarterly reporting) - Product design support (UX/UI) - Strategy and management of solutions and technology partnerships (channel marketing) - Recruiting and managing the marketing team and its suppliers - Creation of a new strong brand (2019), its platform and branding, differentiating and impactful (Sightness) - Implementation of the digital, press and event communication strategy (webinars, PR, content, community management, trade shows) - Press and public relations management - Implementation of a targeted ecosystem (labels/certifications/partnerships) (France Supply Chain, French Tech, Greentech Innovation, BPI, FEVAD, France Digitale...) > Awards: - Winner of the 20th Innovation Award (Technologies, IoT) at SITL 2020 for its AI product offering. - Winner of the Start Me Up FEVAD x KPMG award for the best ecommerce innovation. - Sightness Carbon referral in the 2022 mapping of impact startups by BPI France Le Hub & France Digitale.

Joined DIAGMA, one of the leading consultancy firms dedicated to Supply Chain Management & Logistics, to establish the brand awarness and to support sales development. • B2B Marketing Strategy & Operations: marketing surveys; marketing plan, marketing budget, CRM strategy, CRM tool implementation, lead generation, marketing campaign programs, SEO/SEA optimization, brand strategy & management, IT & digital projects management, channel marketing. • B2B project management: European perimeter, technological & industrial products, innovation oriented. • B2B Corporate & Product Communication: brand awareness, digital communication, digital ads, communication strategy, content editing (articles, videos, brochures, press releases, user cases), events & customer engagement (seminars, user club, exhibitions), suppliers management, PR & social media, community management. ► DIAGMA, ranked among the top consultancy companies in Supply Chain Management by the European poll Capital/Statista/Forbes in 2016. ► DIAGMA, ranked number 1 by Supply Chain Magazine. ► DIAGMA, awarded by the French Supply Chain Community in 2013. ► Tremendous results in terms of brand visibility. ► Lead flow process optimized and streamlined for DIAGMA & AZAP. ► Sales in FMCG industry and retail.

Joined AZAP, one of the leading SCM software companies dedicated to Supply Chain Planning & Demand Forecasting, to establish the brand awareness and to support sales development. • B2B Marketing Strategy & Operations: marketing surveys; marketing plan, marketing budget, CRM strategy, lead generation implementation, design of marketing campaigns/programs, SEO / SEM optimization, brand strategy & management, IT & digital projects management, channel marketing. • Software sales: presales recommendations & proposals for industries and retailers, RFIs, RFPs. • B2B Corporate & Product Communication: brand awareness, digital communication, digital & print ads, communication strategy, content editing (articles, press releases, brochures, videos, displays), events management (seminars, user club, exhibitions), supplier & procurement management (agencies, studios, freelancers, media), PR & social media, community management.

• Brand Management & Corporate Design consulting for insurance, banking & greentech industries.

• Strategic & creative recommendations in corporate advertising / merchandising brand identity / Marketing services. • Creation & implementation of marketing operations. ► Gains of significant budgets in chemical industry / telecom / beauty / BtoB – BtoC services: BAYER GROUP / HUAWEI / SIKA INDUSTRY / CONAIR GROUP …

• Strategic recommendations in brand positioning & marketing segmentation. • Brand Audit; brand platform; marketing surveys; benchmark... ► Project management in retail / banking / insurance / B2B – B2C services: GROUPE SFR / CRÉDIT AGRICOLE GROUP / EUROP ASSISTANCE / PHOTO SERVICE …

• Communication strategy. • Web project management. • Content editing.

• Implementation of CRM projects for major banking & energy companies (BPCE, EDF GROUP, RENAULT GROUP).