Martin De Laval

Specialist in B2B / open source SaaS software, I have been supporting publishers, IT consulting firms, and tech startups for over 10 years in structuring business models, creating realistic growth plans, and implementing effective partner strategies.

Currently Key Account & Channel Manager at Combodo, publisher of iTop (AGPL open source ITSM/CMDB solution), I operate at the intersection of product, go-to-market, and business development.

I also work within the ecosystem of open source IPAM/DDI solutions (e.g., TeemIP) to help build sovereign, viable SaaS models aligned with market expectations.

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What I have already accomplished

Participation in the creation of the iTop SaaS offering.

Development of the international channel, with strategic partners (e.g., Econocom, OBS, Teamwork, Eoris,…).

Structuring of technological partnerships, particularly around the open source ecosystem, ITSM, and IT Automation.

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What I offer on Malt

Specialized Business plans for software publishers

Positioning & strategy: open source vs SaaS, freemium, usage-based, hybrid models.

Pricing architecture: packaging, service levels, ARR strategy.

Market analysis: segmentation, ICPs, customer journey, growth levers.

GTM & partner strategy

Implementation or optimization of a partner program (margins, SLAs, processes, incentives).

Financial models (ARR, churn, ramp-up, growth scenarios..).

Assistance in setting up a professional offering around an open source project.

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Triple vision: publisher + integrator + IT consulting firm → a rare asset for structuring a complete software strategy.

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Why work together?

Real field expertise: I master the entire chain, from product to sales.

Specialist in open source & digital sovereignty

Clear & value-oriented communication: perfect adaptation to interlocutors (investors, CTOs, CEOs, partners…).