Marc Lalo

COO @Iqspot

Paris, FR

Main Challenge: scale from 12 people and 1.2M€ Annual Recurring Revenue (ARR), target an acquisition- Coaching to the CTO and CEO: regain board confidence enabling a financial bridgeround; turn the product release cadence to a fixed schedule; introduce a middlemanagement layer and HR practices to support headcount growth from 12 to 34- Operational efficiency: lead the implementation of Salesforce to sustain a 70% YoYrevenue increase; integrate with our finance app and our SaaS/APIproduct; improved alignment between sales and IoT field operations teams- Steering and internal reporting: establish an internal steering committee to transitionfrom founder-led to team-based governance; develop a culture of “one-click KPIs” andwritten internal communications, enriching existing oral practices.

HEC Paris

HEC challenge plus - independant participant