In this new episode of Alliances, I welcome Thomas Dussarat, founder of VivaGTM, a multilingual consulting firm specializing in international go-to-market strategies. Thomas has over 20 years of experience supporting French and international companies in their European expansion. He notably led the development of all Southern Europe at Dataiku, a leader in Data Science and Machine Learning. Speaking French, English, Spanish, and Italian fluently, Thomas masters the cultural and linguistic subtleties essential for success in EMEA. Thanks to his unique expertise in international strategic partnerships and his deep understanding of European markets, I wanted to understand how to transform partnerships into a true growth lever to succeed in EMEA expansion. In this episode focused on international strategy and partnerships, Thomas shares: His method for defining the right ICP (Ideal Customer Profile) and analyzing European markets The importance of the "Target Account" approach vs macro market analysis - How to identify and prioritize the right countries based on G2K account distribution His strategy for moving from a direct sales model to a strategic partnerships-focused model The 28 "moments of truth" in the B2B buying journey and why 24 of them involve partners How to "influence the influencers": his technique for identifying and activating the right partners (GSI, hyperscalers, consultants) The art of storytelling and transforming every team member into a "salesperson to the power of 10" Cultural mistakes to avoid and the importance of emotional intelligence How to structure an international team and recruit the right "champions" International marketing pitfalls and the importance of localization A strategic episode that reveals the keys to transforming partnerships into an international growth engine and succeeding in EMEA expansion without burning millions of dollars. Did you enjoy this episode? 👉 Like, comment and subscribe so you don't miss anything 👉 Share it with your network to help them with their international expansion 👉 Rate the podcast 5 stars to support us 🎧 Watch us on Youtube: https://youtu.be/INn8NsRWXLk ▬▬▬▬▬▬▬▬▬▬ Where to find Thomas: https://www.linkedin.com/in/thomas-dussarat Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships To discover VivaGTM: https://www.viva-gtm.com ▬▬▬▬▬▬▬▬▬▬ Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships. ▬▬▬▬▬▬▬▬▬▬ I am Maxime Imbert, Fractional Head of Partnerships, I help B2B SaaS and Fintech build and apply their strategy around partnerships to succeed in their Go-to-Market and generate substantial revenue in the medium term. Building your ecosystem is a tremendous lever to increase your revenue exponentially. I therefore make it my profession to help as many Fintech and B2B SaaS as possible. Evaluate your strategy: https://calendly.com/maxime_imbert/30min Hosted by Ausha. See ausha.co/privacy-policy for more information.

In this new season of Alliances, I have the honor to welcome Kevin Bessat, Head of Channel & Partnerships at Onestock. Onestock is an OMS (Order Management System) that revolutionizes inventory management. This profitable and international company, with a strong presence in Europe and the United States, has just raised USD 72 million . Recognized brands like Intersport, Petit Bateau, Bash, and Alain Figaret trust Onestock to optimize their inventory management and facilitate their omnichannel development. Thanks to Kevin's expertise in strategic partnerships in e-commerce and his vision on the impact of these alliances, I wanted to understand how Onestock structured its growth around partnerships. In this episode focused on e-commerce and strategic partnerships, Kevin shares: Onestock's strategy change: from the direct implementation model to delegation to System Integrators (SI) His method for working effectively with tech partners The structuring of the partnerships team: from 1 to 4 Partnership Managers in just 2 years The impact of the USD 72 million funding round on the partnerships strategy The specificities of B2B partnerships in the e-commerce and OMS universe How to succeed a GTM in the USA His advice for succeeding in alliances His vision on the future of partnerships in retail and omnichannel A rich episode that explores the behind-the-scenes of a French success story in international e-commerce and reveals winning strategies for developing partnerships in this sector. Did you enjoy this episode? 👉 Like, comment and subscribe so you don't miss anything 👉 Share it with your network to help them with their partnerships 👉 Rate the podcast 5 stars to support me 🎧 To watch the episode on Youtube: https://youtu.be/M4L_FRj_fEo ▬▬▬▬▬▬▬▬▬▬ Where to find Kevin: https://www.linkedin.com/in/kevin-bessat/ Where to find Maxime: https://www.linkedin.com/in/maximeimbert-partnerships To become an Onestock partner: https://www.onestock-retail.com/fr/devenir-partenaire/ ▬▬▬▬▬▬▬▬▬▬ Find a new episode of Alliances every month to get the best techniques for developing your alliances and partnerships. #partnerships #alliances #ecommerce #retail #revenue #business #GTM ▬▬▬▬▬▬▬▬▬▬ I am Maxime Imbert, Fractional Head of Partnerships, I help B2B SaaS and Fintech build and apply their strategy around partnerships to succeed in their Go-to-Market and generate substantial revenue in the medium term. Building your ecosystem is a tremendous lever to increase your revenue exponentially. I therefore make it my profession to help as many Fintech and B2B SaaS as possible. Evaluate your strategy: https://calendly.com/maxime_imbert/30min Hosted by Ausha. See ausha.co/privacy-policy for more information.