FRANK CHEVALLIER

 

Mountain View, CA 94040 - 1-510-209-7830 (cell) - chevallierf@gmail.com - www.linkedin.com/in/frankchevallier/

 

EXECUTIVE SUMMARY

Passionate product management and product marketing leader with a repeat track record of software product innovations and ability to turn them into breakthrough product offerings.. 

Expert at leading product and engineering teams through all stages of product lifecycle to achieve exceptional results driving product alignment with strategic vision and business objectives.

Data-driven executive with deep ability to identify new areas of business, define product strategy and grow and manage P&L of $200M.

Proven Product Marketing experience orchestrating measurable go-to-market plans to launch new products and revive existing ones.

Bring multiple experiences at software startups as well as global corporations.

Proven Areas of Expertise

§ Market Driven Product Innovation	§ Go-To-Market plans definition and execution
§ Product Lifecycle Management	§ Strategic Planning, P&L Management, Price Modeling
§ Team Building and Coaching	§ Communicator, Public Speaking and Press
§ IP filing, Venture Capital	§ Strategic Alliances

Product & Skills Inventory

§ CRM, Sales Automation, Analytics, Collaboration, eDocument Delivery, eBilling, ePayment	§ Enterprise software, SaaS , B2B, E-Commerce
§ Agile, Scrum methodologies	§ UI Design

 

English, German, French (Native)

 

 

PROFESSIONAL EXPERIENCE

 

NEOPOST USA, Milford, CT.  2006-Present

Global leader($1.3 billion) in document management and mailing automation solutions

 

Sr. Director Product Marketing

2 years, Product Management Leader. Lead organization through an aggressive transition to address changing market conditions and respond to upcoming needs for flexible electronic delivery and payment of business documents by spearheading a significant entrepreneurial SaaS software innovation project.

Manage team of 13. Report to EVP of eSolutions.

·         Identified a $2.3B emerging market opportunity in the SMB space, elaborated a product vision to address it, presented ROI and profitability models obtaining funding to initiate the project in 90 days.

·         Led product management and development teams to match aggressive release schedule through intense Agile practitioning, and use of offshore resources resulting in a 2 year time to market.

·         Focused particular efforts on clean compelling UI design through continuous user-testing resulting in maximizing customer appeal and interest and fast adoption.

 

5 years leading all aspects of Product Marketing/Management for the document management software and systems solutions division growing revenue by double digit each year to $200M+.

·         Introduced use of Agile software. Rationalized and prioritized 3-year product requirement backlog to release 4 add-on document delivery web services in 1.5 year delivering recurring $2M EBIT per year.

·         Orchestrated (12) product introductions, redefined product team (15) launch process coordination increasing new product introduction effectiveness through all sales channels by 30%.

·         Increased field sales effectiveness by automating product promotion pricing in Salesforce CRM resulting in quote to order conversion increase of 35%.

·         As member of the executive team establishing the 3 year strategic plan, justified and delivered double digit gross strategies each year by partnering with Head of Sales on coordinated field action plan.

·         Secured incremental $10M, driving yearly vertical marketing campaigns through tailored lead generation, segmentation analytics, SEM/SEO and expert certification programs, opening 4 verticals.

 

 

Model N, Milpitas, CA – 2001-2006 (formerly Azerity, acquired in 2006)

A leading vendor of SaaS based enterprise CRM and Sales Force Automation application specializing in revenue management, quoting, dynamic pricing, and analytics.

 

Vice President, Products

Hired to revamp product strategy, expand product footprint and reach in the high-tech market. Led product management and marketing (team of 9). Our new product offering boosted market adoption and resulted in the company becoming the leader before Siebel in our CRM segment leading to the company's acquisition.

·         Led product and engineering teams through 5 major releases delivering on unique areas of expertise: dynamic pricing, Sales analytics, channel selling, opportunities and contracts and lead management. 

·         Drove strategic partnership with leading Business Intelligence vendor, SPSS to architect and release a strategic analytics dashboard product capturing market awareness and analysts’ recognition.

·         Led full user interface overhaul to boost user experience and productivity and resulting in a 230% increase in user license revenue.

·         Guided the release of a complete integration and configuration framework for client self-service, opening up opportunities in SMB market while eliminating the need for professional services.

·         Launched new cloud-based version of the application targeted it at the SMB market. Established dedicated web/telemarketing effort reducing SMB customer acquisition under 90 days. 

·         Led product marketing; secured leadership positions in major analyst reports, built up brand recognition with multiple awards and recognition and increased lead generation effectiveness 300%.

 

 

ATTIVO SOFTWARE – Mountain View, CA – (1999-2001)

Innovative startup developing Cloud Application Collaboration / Messaging infrastructure 

 

Director Product Management

Hired to define product strategy and lead product management (Product Mgrs, UI designer, test engineers) to rapidly design an innovative Web Services oriented application collaboration infrastructure leveraging patented web messaging research from Stanford PhDs.

·         Align priorities with engineering team to build unique real-time configurable web app to MS-Office application securing unique positioning and VC backing in crowded dot.com market.

·         Struck a partnership with Microsoft MS-Office team to provide Engineering team direct access to their API group shortening our development and testing effort by 25%.

·         Creatively accelerated release process resulting in first production release in under 12 months, shortening original plan by 30% by hiring an entire class of software QA testing undergraduates.

 

 

 

 

 

 

SCHLUMBERGER – Network Graphics (acquired by Océ-USA, Inc.)  – (1994-1999)

Global leader( $3.5 billion) in EDMS - electronic document management software - solutions

 

Business Development Manager, EDMS Software Solutions – (1998-1999) Chicago

·         Developed Latin America distributors. Structured co-promotion, product training, PR and marketing programs adding 20% incremental year over year revenue for the region.

·         Evangelized solutions to select F500 corporations obtaining national contracts with GM and Lockheed.

 

Group Product Manager, EDMS Software Solutions – (1995-1997) - Chicago

·         Built a team of product evangelist (7) team developing software demand in the field and capturing product requirements in new markets boosting our vertical marketing product strategy and releases.

·         Manage 4 product managers to define, design, develop and launch multiple releases of our document capture and security solutions to 4 new vertical markets growing software revenue by 40% (to $30M).

 

Sr Product Manager, EDMS Software Solutions – (1994) - Paris

·         Drove product requirement, development, test, beta and launch for 2 major product releases developing outreach by managing major ISV partner relations (Autodesk, Intergraph, SUN, IBM)

 

 

 

EDUCATION

Executive MBA Program - Entrepreneurial Leadership program - HEC, Paris

PhD, Computer Science - Ecole Superieure Electricite, Paris

MS, Electrical Engineering  - ENSAM ParisTech University, Paris

 

PUBLICATIONS - MISC

E-Commerce News magazine 2005 “In Pursuit of Dynamic Pricing”,

Product Design magazine 1999: “Pursuing direct routes toward Electronic Document Management”

 

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