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 

Hewlett Packard Enterprise

Recruited to HPE to define and execute the next generation partner and ecosystem strategy for HPE GreenLake, across the channel, SI, SP, ISV and public cloud partner ecosystem. Scope covers GTM Strategy and transformation, Partner solutions GTM development and core platform strategy and capability requirements for the end-to-end partner experience.

VP Partner Ecosystem, HPE GreenLake

Microsoft

•	Relocated from the UK to the US Azure Marketing corporate team, to lead the Azure Business Group field function (>300 people) with a HQ team to deliver Azure revenue growth and targets WW
•	Set overall field Azure Business Group (BG) strategy, function and blueprints and role success guides. Closely mentor & coach the A14 Azure BG teams to drive their delivery of above target business results. 
•	Lead annual Azure field planning including frameworks to map corporate Azure priorities to field consumable guidance, aligned with WW Commercial business and Global Sales and Marketing organizations 
•	Co-designed & landed the Azure subsidiary scorecard, the top-level Subsidiary performance management tool.

Senior Director, Azure

•	COO for the Azure and platform business in the UK, including Azure, Windows Server and SQL Server. Delivered consistent double digit billed growth.  Led the fastest business transformation to Azure across developed markets, including winning Azure subsidiary of the year.
•	Led the go-to-market - business planning and execution orchestration across sales, marketing and partner – monitor and re-mediate execution across the subsidiary to deliver fiscal objectives.

COO, Azure Business Group, Microsoft UK

•	Promoted to COO, Ireland. Responsible for subsidiary P&L, Scorecard and Customer satisfaction outcomes. Led development of local business plan, orchestrated execution and represented subsidiary in quarterly business reviews with EMEA HQ.
•	Delivered consistent over performance across a balanced scorecard and established Irish subsidiary as a thought leader, resulting in incremental inward investment.

COO, Microsoft Ireland

Developer and Platform Lead, Microsoft Ireland

The Carlyle Group

Senior Associate, Venture Capital, London

IONA Technologies

•	Responsible for the Orbix Application Platform, led strategy and execution across engineering, sales and marketing organisations. Delivered strategic product roadmap, cross functional operational plan, supported successful release and launch of Orbix ASP on time.

Group Product Director

• Promoted to CEO's Senior Management Team and relocated to US HQ in Boston, to run the enterprise product business & lead key projects including IBM and Gartner relationships. Delivered significant enterprise software licensing deals, involving custom licenses, pricing and feature development.

Product Director, Boston, Ma.

•	Built the Orbix/Enterprise product to let IBM mainframes operate as a peer in a CORBA distributed system.  Hired engineering team, worked collaboratively with BellSouth on initial CICS systems requirements. Led an Early Adopter Program to win initial customers and revenue for launch including participants including Nike, Credit Suisse, First Data Corporation, Boeing & 2 US federal agencies.
•	Designed and implemented OMG standard for mapping IDL for COBOL http://www.omg.org/spec/COBOL/1.0/

Director, Engineering, Enterprise Products

Baydon Technologies, a software startup

•	Designed and architected Assistware – an Integrated Performance Support System (IPSS). I led the engineering and product teams, with strong customer engagement, winning early UK and Canadian reference customers.

CTO & Co-founder

Senior Technology leader experienced in B2B product strategy, GTM, marketing and partner execution, with a focus on cloud and SaaS.  Develops pragmatic strategies for systematic execution and scalable growth. Focuses on simplified last mile execution to secure business plan outcomes. Strong relationship builder at all levels. Track record of delivering sustainable business results and creating strong teams.

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Laurent De Grauwe

Maurice Martin

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