Kelly Le Goff

M A V A N A supports the low-carbon transition strategies of companies and local authorities by optimizing their activities using connected solutions. Prioritizing eco-design, sobriety, and reuse of existing resources, we offer our expertise from hundreds of connected service integration and market launch projects in over 70 countries, as well as tools to evaluate the economic, environmental, and societal relevance of your connected solutions.

Responsible for developing the commercial strategy for retention and growth of the "IoT services" customer base in Southern and Eastern Europe (26 accounts generating 3M$ in recurring revenue). My mission was to enhance Sierra Wireless's presence within established key accounts and acquire new ones by creating a regional partner ecosystem (agents, resellers, integrators) and fostering synergies among them. I also possess specific expertise in IoT within the car-sharing, transactional, and metering sectors. Accomplishments: ✔>96% of annual revenue objectives ✔+26% annual growth ✔<1% customer churn rate I enjoyed being the primary contact for Invers (SharedMobility) for nearly 8 years and contributing to the company's success. This experience allowed me to develop my skills in crisis management related to operations. I appreciated working in project management mode with BEA and Eco Compteur on people counting projects, where we jointly overcame international deployments that were specific to each target country in terms of technological choices, regulations, network infrastructure quality, etc. In collaboration with my contacts at Artel (Arval Telematics, BNP Paribas Group), I improved my contract negotiation skills, considering GDPR and data security.

Responsible for developing the commercial strategy aimed at driving product and service adoption to ensure customer success, engagement, and loyalty for key accounts. My mission was to monitor service adoption and usage rates to increase ROI through education, coaching, and strong influencing skills to minimize churn. This involved managing contract renewal cycles to continuously accelerate time-to-value and improve customer experience. It also included identifying and leading upsell and cross-sell opportunities, and collaborating with marketing and public relations teams to enhance customer advocacy. Accomplishments: ✔ +30% annual recurring revenue growth ✔ <0.5% customer churn rate ✔ Implementation and monitoring of key technical and commercial performance indicators (CSAT, NPS) For example, I greatly enjoyed working with the payment terminal leader, Ingenico, on their success criteria for selecting their connectivity partner.