Laurent De Grauwe

Co-Founder and CEO @ Justifai | Product, Growth, AI Governance | ex-Microsoft

Driving Innovation and Growth in Tech: From Startups to Global Enterprises

Global Sales & Marketing Leader: With over 20 years of experience, I've driven transformative growth across Cloud Computing, IoT, Data and AI, and Enterprise Software.

Strategic Thinker: From Microsoft to startups, I've consistently scaled businesses of all sizes. Key achievements include:
- Achieving first $1M ARR in startups
- Growing incubation workloads to +$100M
- Transforming products into multi-billion dollar businesses

Go-To-Market Specialist: Expert in crafting and executing global GTM strategies that deliver exponential growth. I've led teams to success in small and highly matrixed organizations.

Business Developer at heart: I thrive where routes to market are yet to be defined. I am a quick learner and able to pivot based on market context.

Authentic Leader: Empowering people to accelerate business growth. Passionate coach, focusing on individual strengths and adapting leadership style for maximum effectiveness.

Sr. Director Global Field GTM & Programs 

Microsoft

Working across our finance, offerings, sales and delivery teams to align resources to customer value and outcomes while achieving productivity and efficiency across all our customer needs

Resource Strategy Lead

Driving business excellence through data! Coaching team to produce high impact insights for senior leaders in the field and corp. We provide early signals regarding customer satisfaction, delivery behaviors and capacity troubles.

Business & Operational Excellence Leader

As a business manager and analyst working for our VP, I am evaluating business practices and providing recommendation to measure, and course correct bad situations.
I am using and transforming data into information to create insights for data-based decisions that drive business impact. Support the headquarter leadership and field by providing analytic approaches to key strategic initiatives. 

•	I created the Premier Governance Dashboard generating 80.000 reports for 3.300 unique users monthly
•	Monthly and quarterly business reviews between headquarter and field leadership

The analytics team is at the core of enabling data-driven decision making across the Premier and Unified Support business.
(Power BI, SQL, SQL Reporting Services, SQL Server Integration Services)

Enterprise Services Business Manager and Data Analyst

As the Delivery Excellence Lead, I coordinated and landed the offerings portfolio produced by Enterprise Services headquarters. 
I influenced relevant enterprise sales and marketing initiatives and lead specific marketing initiatives for go to markets; addressed necessary customer escalations and delivered offering and sales and marketing feedback.
He owns all delivery aspects within the Premier business, makes process changes to enable change, and controls quality of delivery.

•	Support and land worldwide offerings portfolio by onboarding 5 new offerings
•	Follow up on scorecard, heat map and other metrics; where appropriate develop correction of error plan
•	Support Premier leader in strategic decisions
•	Follow up on customer escalations
•	Projects: Service Delivery Planning design and reporting, Unicorn worldwide adoption program management, Western Europe reporting with heat map

Enterprise Services Delivery Excellence Lead

As a Delivery Manager I owned part of the support delivery business and its dedicated resources within the Enterprise Services practice in Belgium. 

I lead a team of 11 great Technical Account Managers and was part of the Services leadership. I developed and maintained a high performing team that delivers quality services in a profitable way. 
In this role I was the front line; customer facing support manager position within the Services organization owning for the overall quality and satisfaction of customers’ managed support relationship.

•	Drive assessment, readiness and remediation services with team
•	Improve team delivery and operation excellence
•	Ensure high service planning quality to support customer project and goals
•	Follow up on team contract renewals and customer satisfaction escalations
•	Achieve and overachieve P&L, scorecard, heat map and other metrics
•	Projects: MSSolve Europe, Middle East and Africa release management, Western Europe reporting with heat map and Vienna view

Delivery & People Manager

The Business Operations and Excellence Lead role is a pivotal role in the Microsoft Services organization. Its support will facilitate the Services management team to manage the business by providing decision support, operational compliance, and strategic review processes.

•	Pass external financial audit and drove compliance
•	Accountable for monthly and quarterly business review process and input
•	Establish Services sales forecasting and budget process
•	Drive analysis and improvement suggestions into Services management team to drive for predictable and profitable growth
•	Project: local Microsoft Consulting Services revenue reporting

Business Operations and Excellence Lead

I provided support delivery management and services designed to improve customer IT operational health.

•	My customers considered me their trusted adviser to help improve the alignment between business and IT
•	Helps increase performance and availability of mission-critical systems
•	Helps minimize the cost of downtime
•	Offers direct relationship with Microsoft
•	Helps maximize productivity of IT staff
•	Helps optimize and improve IT operations

The value the TAM brings to the customer is first-rate operation, and hence realization of value, of Microsoft products. I accomplished an increased customer satisfaction (8 and 9s – very satisfied), reduced support costs, and increased awareness needed around product improvements.

Achievements:
•	Develop the Technical Account Manager Meeting Report generator: it is a flexible, user-friendly and real-time tool to generate meeting documents increasing TAM productivity
•	Develop the local Premier marketing material
•	Setup of back office TAM team to support smaller contracts
•	Improve customer satisfaction by reducing critical situations impact and delivering preventive services like workshops and health checks
•	Coaching new hires
•	Establish Premier Essential support process and guidelines
•	Project: local Premier reporting
(.NET, VB.NET, C#, Internet Information Services, Webservices, Team Foundation Services, Application Server)

Technical Account Manager and Customer Advocate

LogicaCMG

Application development, architecture, release management, ...

Application Development Consultant

AG Insurance

As the application architect, I co-developed the corporate application framework and trained the developers to work with the corporate framework.
•	Define and developed corporate application framework architecture
•	Ensure version control, release management and process improvements
(JavaScript, Visual Basic 6.0, Active Server Pages, HTML, CSS)

Application Development Consultant/Architect

I have over 20 years of experience working in Enterprise Support at Microsoft, a $4B business. I have a passion for customers, people, products and services and I have learned a lot about how to bring those closer together.

We all need data to understand the business we are in, and to take data-driven decisions. Data will tell us how a system, person or a whole ecosystem is behaving. The power is understanding that and building your strategy around it.

I love understanding business practices and behaviors as it helps developing models to steer the business in a growth direction. In recent work I identified and resolved $40M of leakage. 

Competencies: business and data analysis, problem solving, business management, rhythm of the business.

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Laurent De Grauwe

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