Pierre Nowacki

Latitude builds Zephyr: a high cadence micro-launcher designed for dedicated flights giving our customers full flexibility over their launch. Your Payload, anytime, anywhere!

Sphere, by holo-one, is a US company providing an immersive collaboration platform based on Mixed Reality. Through use-cases such as augmented meetings, design reviews and remote trainings among others, Sphere is the most versatile solution in the market.
At Sphere, I have the following responsibilities:

• Recruited and leads a highly versatile team of 2 BDMs, 1 Sales Engineer and 2 Customer Success Specialists in Europe
• Introduced a CRM (salesforce) and best sales practice to structure a clear pipeline/forecast process measured against sales quarterly and yearly KPIs/Goals
• Created key accounts plans for our top 10 customers to be reviewed and discussed throughout the company every month.
• Led internal and external sales meetings, product demonstrations at exhibitions and customer trainings by
becoming a subject matter expert on holo-one Sphere’s solution
• Structure a brand-new offering with a new pricing tailored to specific use-cases and verticals for FY2023

Key achievements:
** Closed some of the largest deployments of Sphere at Airbus Helicopters and Airbus Aircraft, linked with a remote assistance tool, worth 500K+ in year 1 already.
** Led our EMEA sales team to secure 90 % of our WW Sales two years in a row
** Established Sphere as a new pharma solution vendor by winning contracts at Eli Lilly and Pfizer

Lenovo is the world’s largest PC vendor with 55,000 employees serving customers in over 160 countries. Amont our portfolio (workstations, servers, storage solutions, IT management software), we also develop AR/VR innovative solutions such as the ThinkReality platform. It provides a complete and scalable solution from proof of concept to productivity for enterprise AR/VR applications.

As an APAC ARVR Technical Business Development Manager, I have the following responsibilities:
- Led Lenovo Global Accounts from POCs/Ideation to scalability based on our ThinkReality Solutions
- Created and led a 12 month project adoption plan for customers to benefit from quick ROIs and expand the usage globally from a field service & IT perspective
- Supported Cross-cultural Sales and Account teams by becoming a subject matter expert on ThinkReality ARVR solutions for Lenovo AP & EMEA
- Assisted in the recruitment and the on-boarding of new ARVR colleagues in all Geos
- Scoped out cross-selling opportunities with other Lenovo solutions and departments
- Drove Lenovo xR services revenue linked with solutions integrations and infrastructure scalability


Key achievements:
** Closed the largest AR deployment WW for Lenovo, securing 250K USD in revenue for FY20-21. Contract worth 2M+ over multiple years.
** Finished Top ARVR WW Business Developer in FY20-21 and FY21-22
** Received the Customer Experience Award for Q1 FY21-22 by SG Country Lead
** Received the Solution Seller Award for Q2 FY21-22 by Head of WW Solutions BU

DAQRI, as the world's leading enterprise augmented reality company, empowered workers with the use of DAQRI Smart Glasses powered by its AR productivity suite "Worksense", to increase the efficiency of their daily work. From training to inspection to remote expert collaboration, our solution provides contextually relevant information such as IoT data or work orders (like IBM Maximo or SAP) using AR.

As an EMEA Solution Sales Specialist, I had the following responsibilities:
- Managed key client relationships and ensured their growth (moving from POCs to bigger deployments based on their first use-case) with continuous support and visits.
- Met with key development partners and system integrators in Europe to deliver new "out-of-the-box" solutions: we packaged our "Wearable Service Line" with Fabio Perini to improve their customer service worldwide using our platform (HW & SW).
- Gathered feedback and requests for our product team to implement our roadmap. I am comfortable jumping from Hardware (Glasses) to SaaS (Worksense) discussions and questions to facilitate their implementation.

Key achievements:
** Closed the second biggest WW subscriptions deal, in December 2017, with over 150000€ in revenue.
** Finished FY18 with the most subscriptions sold in EMEA and exceeded my annual target.
** Launched and supported a common offering, "Wearable Service Line", for Fabio Perini's customer. and securing over 380000€ in revenue for FY19.

DAQRI is the world's leading enterprise augmented reality company, headquartered in Los Angeles. The mission of the company is to empower workers, with the use of the DAQRI Smart Glasses, by reducing errors and increasing the efficiency of their daily work.

As an EMEA Corporate Sales Specialist, I have the following missions:
- Driving my sales pipeline with a 90 Day vision to hit our targets. From answering leads to launching AR POCs in collaboration with our technical sales and product management departments. The account portfolio includes companies with less than 10K employees.

- Managing key client relationships and ensuring their growth (moving from POCs to bigger deployments based on their first use-case) with continuous support and visits. Leveraging the right resources internally to fulfill my key accounts' needs is my priority.

- Meeting key development partners and system integrators in Europe to deliver new "out-of-the-box" solutions. Empowering our best partners to sell our solution on a technical and business point of view.

- Advising my key accounts, by providing consulting services, for them to obtain the best return on investment thanks to an efficient implementation.

- Gathering the feedback and requests from key customers for our product team to build the products roadmap. Jumping from Hardware (Glasses) to Software (Worksense) discussions and questions to facilitate their implementation.

As an EMEA South Territory Manager, I had the following responsibilities:
- Prospected potential customers and key partners using sales navigator and direct inmails in France, Italy, Spain, Portugal and Belgium to grow our market share there. Following our quarterly targets, my goal was to filter accounts by markets where we were able to prove the best ROI possible.
- Demonstrated our DAQRI Smart Glasses and our content creation process with my technical sales colleague. Despite the novelty of our solution, I convinced customers to follow a path from proof-of-concept to deployment in a defined timeline with the right stakeholders.
- Managed the groundwork for our solution to become the AR tool for training centers in France which led to the second biggest order of the company up to now (32 devices) in Dec 2017.

Key achievements:
** Closed the biggest Smart Helmet opportunity at a Fortune 10 diamond company with over 80000€ in revenue.
** Onboard two key channel partners in France that brought us over 180000€ in revenue in FY17.

As an Inside Sales Specialist, I had the following responsibilities:
- Looked after the sales operations process and salesforce: leads characterisation, first conference call or meeting and handing over real sales opportunities to territory managers.
- Created leads metrics on a daily, weekly and monthly basis to improve our processes and understand our market better.
- Attended several industrial shows to promote the DAQRI Smart Helmet: GITEX 2016 (Dubai), European Utilities Week (Barcelona), Mines and Technology (London), LAVAL Virtual (LAVAL), BIM World (Paris), Hannover Messe (Hannover), European Utilities Week (Amsterdam).
- From technical demonstrations to commercial discussions, I also pitched our solution to bigger audiences.
- Supported territory managers by traveling mainly in Western Europe to convert first calls into quick sales with success.

Research problem: How to link technological innovation and value proposition?

DAQRI only works on disruptive technologies and I answered by working on a case study of the company.

On the business side, I worked on the following things:
• Classified each DAQRI products and understood the technology behind
• Built a market analysis regarding the Head-Up Displays listing all the stakeholders and their activities
• Studied the differences between AR and VR regarding the contents and the form factor

On the strategy side:
• Wrote a literature review about strategic tools and their impacts inside innovative companies
• Ran an interview series through several company's departments to compare employees' defintions of the value proposition but also their understanding of the DAQRI strategy
• Created innovative short and long-term strategies for Head-Up Displays thanks to CANVAS business models

Venture analysis and B2B marketing:
• Targeted start-ups on crowdfunding websites and networking events
• Led selection criteria (previous investment, value proposition, revenues, staff, market trends, cash flow)
• Led the first contacts
• Created tracking sheet for interesting projects

• Studied of Smart Glasses and Head Mounted Display optical architectures
• Performed optimization on the ORA-1 product: Augmented Reality Smart Glasses
• Created optical design on Zemax
• Characterised optical products to improve the optical performances of the ORA-1

• Designed and wrote engineering test documents in optics for satellite subsystems.
• Achieved to create a precise procedure to detect the contamination, coming from a Thermal-Vacuum chamber, which disturbed the satellite instruments performance.
• Improved the procurement procedure by creating documents to ensure suppliers’ quality, such as "the preferred suppliers list" or "the suppliers evaluation board", and eliminating unnecessary steps, which saved time and money to the company.
• Created key performance indicators to measure the efficiency of a business unit: for example the number of interruptions during the tests to assess the testing department’s efficiency.
• Presented the activities of the company and described the separation system of the rocket Ariane 5 built by RUAG Space to an audience of aerospace professionals in the PAYERNE AIR SHOW 14.