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DM is a private Italian Software Group with around 900 employees, with a yearly revenues of around 90M€ and with an EBITA of 15%. I report directly to the President and I'm also a member of the Board of Directors. DM manage the relationship with more than 2.500 Italian customers and around 90 partners. DM provide integrated solutions to solve issues related to: Human Capital Management, Document Management, ERP, CRM, Billing and Classification of Goods. The most important market sectors where we operate are: Government (Central, Local and Cultural Institution), Finance (Bank and Insurance), Industry, Utilities and Services.

My Mission
I was hired to improve the image of the company on the Market and to speed up the profitability.
Major Responsibility
 Company Control ==> introducing a CRM (Sales Force) and ERP (Sage X3) to have a better control of the P&L in term of Budget preparation, Monthly reporting, Forecast simulation
 Company reorganization ==> re-organized the operations (close some offices, re-allocate resources, etc.), replace part of the sales, pre-sales and marketing people; set up all necessary internal processes to control and improve the pipeline generation.
 Business Control ==> introducing a sophisticated "management contracts" system to be able to measure the profitability of any single project and link this to an innovative compensation plan structure (based on a mix between revenues and profit of the business delivered).
 Sales Approach ==> introduced a new way (SaaS and Cloud Computing approach) to propose our solutions to the market.
Major Achievements
 Profitably Grown ==> the orders achieving an average of more than 30% yearly increase and at the same time increased the bottom line of our P&L of more than 15% yearly.
 Business Model ==> ensured that not only add-on sales to existing customers (recurred revenues) were made but many new name customers (new software sales) were also acquired. Some example: BNL Italian company of BNP Group (bank), INPS (government), Intesa San Paolo (bank), Carrefour (retail), Billing Solutions (utility), H3G (telco), Quirinale (cultural institution), etc.

CS is an important public French Software company listed at Euronext. I reported directly to the CEO and I was also a member of the Company Management Team. CS had more than 200 people that managed the relationship with more than 500 customers. The solution proposed help the IT organization to transform enterprise application development processes from an artistic, complex and obscure world to a world easier to understand driven by performance and operational excellence. With the CS software platform, IT executives have the visibility to measure and improve application technical quality and development team performance. The most important market sectors where we operate were: Industry, Government, Utilities (Energy, Telecom and Transportation) and Finance (Bank and Insurance).

My Mission
I was hired to increase the presence of the company in a new countries and to better perform the results to help the Board of Directors of the company to guarantee a stable level price of the shares.
Major Responsibility
 Company Control ==> I managed all aspects of CAST’s operations across Europe and Rest of the World (with the exclusion of North America) with full P&L control.
 Company Reorganization ==> I have re-organized the EMEA CAST’s operations (close some offices, re-allocate resources, replace the 80% of the sales, some pre-sales and marketing people), set up all necessary internal processes to control and improve the pipeline generation, etc.. The direct sales territories include France, UK, Germany, Italy, Spain and BeNeLux (in each territory there is a Country Manager that reported directly to me).
 HR Management ==> Introduced a very aggressive compensation plan structure (based of delivered results).
 Sales Approach ==> Using a POC (Proof of Concept) methodology we have sold to the new customers on the benefits of a seamless deployment across disparate software platforms (ROI demonstration).

Major Achievements
 Profitably grown the revenue achieving an average of 20% yearly increase.
 Always respect budget figures
 Ensured also that not only add-on sales to existing customers (recurred revenues) were made but many new name customers (more than 200 new software sales) were also acquired. Some example: Telefonica (Spain), Deutsche Telekom (Germany), Deutsche Bahn (German railways), CSC and ATOS Origin (UK System Integrator), Iberia (Spain Airways), Telecom Italia (Italy), BNP Paribas (French Bank), Vodafone (Germany), Cegetel (France), AGF (French Insurance), etc.
 Set up the indirect channels through specialized partners in Austria, Switzerland, Greece, Turkey, Brazil, Chile, Nordic Region, North Africa and Korea.

SC was an important public USA Software company listed at NYSE. I reported directly to the Senior Vice President EMEA and I was also member of the European Management Team. The organization in my region had more than 120 people that managed the relationship with more than 700 customers. We sold the following solutions composed on products and services in several technical architecture:
• E-Business Integration Solutions (from EAI to BPM)
• Supply Chain Management (from EDI to B2Bi)
• E-Community Management (Network Management)

The most important market sectors where we operate were: Industry, Governments, Telecom, Utilities and Finance.

My Mission
I was hired during the spin off from the mother company of one division with the objective to consolidate the creation of the new company and guarantee the achievements of the budgets.
Major Responsibility
 Company Control ==> I managed all aspects of SC operations in my region with full P&L control.
 Company Reorganization ==> I have re-organized the territory, set up all necessary internal processes to control and improve the pipeline generation, etc. The direct sales territories include Italy (Milan and Rome), Iberia (Spain and Portugal) and France and for the distributors in Greece, Turkey and Israel.
 Business Model ==> on top of direct organization I have found, motivated and managed relationship with important Telecom company (Albacom, Telecom Italia, Vodafone, Orange in Italy and France) to build their E-Business services (Portal, Web Edi, etc.) and to sell it on the market.
Major Achievements
 Increased regional New Software Sales achieving an average of 28% growing per year.
 Speeding profitability.
 Increased number of customers of more than 200 new names.

HS was an important public USA Software company listed at NASDAQ. I reported directly to the Vice President EMEA and I was also member of the European Management Team. We sold solutions that support the “C” level people into the customers organization to take decision on:
• Management Reporting
• Statutory Consolidation
• Budgeting & Forecasting
• Product Profitability

The most important market sectors (Top 2.000 companies) where we operate were: Industry, Governments, Telecom, Utilities and Finance.

My Mission
I was hired to create from scratch the operations in Italy, Spain and France (4 offices organization: Paris, Milan, Rome, and Madrid).

Major Responsibility
 Company Control ==> I managed all aspects of Hyperion operations in my region with full P&L control.
 Company Organization ==> Hired and managed 45 people from scratch. I have set up all necessary internal processes to control and improve the pipeline generation, etc. I have implemented Solution Selling training course for new recruits.
 Business Model ==> Developed the Direct Sales process and pipeline generation with the support of local field marketing activities (Customer Data Base creation and Leads Generation).
Major Achievements
 Increased yearly Revenues from $0 million to $9.5 million.
 Signed more than 150 new names.
 Signed 8 new partnership agreement with strategic consultant firm and top system integrator.

GSI (General de Service Informatique) was an important private French IT service company. I reported directly to the International Vice President Business Unit (Employer Services Resources). GSI offered a broad spectrum of technology-based outsourcing solutions through four largest businesses unit:
• Employer Services: Comprehensive HR, payroll and benefits administration solutions
• Brokerage Services: Securities processing and investor communication services
• Dealers Services: Computing solutions for auto/truck dealers and manufacturers
• Claims Services: Auto repair estimating and claims processing solutions

The most important market sectors where we operate were: Medium Industry (from $100 million to $700 million), Banks and Insurance.

My Mission
I was hired to introduce into the Italian Market the new HR solution created especially for the Top 500 European company and to improve the performance of the existing Italian organization.
Highlights
 Increase people from 18 to 50.
 Pay the debt toward to headquarter.
 Speeding profitability (more than 25% yearly).
 Signed more than 30 Top 500 new names.

AC is an important public USA Business Consulting company listed at NYSE. I was part of the Italian ERP and CPM competence centre.

Highlights
 Business Relationship approach
 Project Management methodology and Managed, for one of the major Italian industrial group, a complex ERP projects (unification on one platform of different homemade accounting systems) and integrate it with an innovative Reporting system.

HG is an important private USA Human Resource Consulting company. I was part of the Italian Leadership and Talent division.

Highlights
 Professional Training on Public speaking
 Learned and applied the Hay methodology
 Team work and Managed a project, for one of the most important industrial Italian Group, to make the Job description, Job evaluation, Compensation comparison of all the company Directors (more than 2.000 people).