Meet Jean-Luc: Sales Director at Telness Tech

6th March, 2024

Our Sales Director, Jean-Luc Gerard, has years of experience in large scale digital transformation projects and customer experience. Having been in the telco industry since the inception of 2G networks, Jean-Luc has been on all sides of telco, always living by the standard that has become synonymous with Telness Tech and our solutions - customer first.

Born and raised in France, Jean-Luc currently resides in sunny Italy, managing our sales department and helping clients across all continents.

We sat down with Jean-Luc fresh after Mobile World Congress 2024 in Barcelona and asked him some questions, about himself, the event, the industry - and most importantly; how you can help your clients the most.

... Jean-Luc! Fresh off the plane from Mobile World Congress in Barcelona. What are your first reflections. We gather this is not your first time to MWC, what was this year like?

Yes, I started attending MWC when it was still in Nice! And it is amazing to see how the event has evolved to become the most important in our industry.

Every year brings its trends and buzz word. And let me tell you, this year buzz word are Open APIs and AI.
Lot of people were concerned about the quick adoption of AI and the impact it will have on the job market, which is understandable. But that does not mean that the solutions are there - or even applicable in a meaningful way for the clients and end-users.

Interestingly, there was very little communication around 5G or 6G - areas where advancements and several value-adding applications are available.

Going back to yourself, What sparked your interest in the telecommunications industry, and how has your journey led you to your role as Sales Director at Telness Tech?

I have always been fascinated by Telecommunications. I studied it at the university and started my career as an engineer at a time when 2G was the standard, and the internet was just emerging. I've taken on various roles, beginning with technical jobs, transitioning to presales, and then sales.

I am impressed by how rapidly the telecom market is innovating. Ultimately, I decided joining Telness Tech to continue being at the center of that innovation - not just talking about it but as a technical solution actually delivering that innovation.

Telness Tech built and developed a fully automated platform that DOES what the industry has talked about for so long. We put our money where our mouth is, and that makes sure that that we actually enable innovation - not just talk of it.

Can you share a memorable success story where your customer-focused approach made a significant impact on both the client and your team?

Listening to the customer is fundamental. One standout moment was being able to offer a major international company a solution that could perform provisioning in minutes, whereas it used to take weeks. This was made possible by actively listening to understand the customer's pain and providing tailored solutions specifically adapted to their business processes.

In the rapidly evolving tech landscape, how do you stay ahead of industry trends and ensure that your team is well-equipped to meet customer needs?

Continuous learning is key. I encourage my team to attend industry events, engage in online forums, discussed with partners and customers, and foster a culture of curiosity. This ensures we stay agile and provide innovative solutions to our clients.

We see a massive market pull for our ADT services globally right now. What role does customer feedback play in shaping your sales strategy, and can you share an instance where customer input led to a positive change in your approach?

As mentioned before, customer feedback serves as our guiding North Star. Recognizing the unique needs of each customer, their valuable suggestions play a pivotal role in shaping our products, refining our processes, and ultimately elevating not only their individual experiences but also the overall quality of our service. We consider customer input to be a continuous source of inspiration and improvement, driving us to adapt and evolve in alignment with their evolving expectations and preferences.

As a seasoned sales leader, what advice would you give to aspiring professionals looking to thrive in the competitive tech sales landscape?

Know your customers, know your market, build genuine relationships, prioritize understanding over pitching, keep learning and never stop refining your skills. Adaptability is the key in a dynamic industry like ours.

How do you foster a customer-centric culture within your sales team, and what impact has it had on customer satisfaction?

Empathy is at our core. We consistently share customer success stories, conduct feedback sessions, and emphasize to our team that their success is intricately linked with our clients' satisfaction. However, customer satisfaction is prioritized at every level of the organization, not solely within the sales team.

With our solutions being able to deploy in over 64 countries worldwide in under 3 months, how has Telness Tech adapted its sales strategies to meet the evolving needs of clients in different geographical locations?

The beauty of providing a cloud native solution lies in its quick deployment across various countries. The open architecture permits specific country localizations. Many of our customers aspire to establish a global presence while maintaining consistent solutions across different countries. Customers are no longer seeking just for a billing solution; instead, they are searching for a global ecosystem enabler.

What motivates you personally in your role, and how do you translate that motivation into driving your team toward success?

Witnessing the positive impact our solutions have on clients fuels my passion. I instill this enthusiasm in my team by celebrating victories, fostering a collaborative environment, and setting ambitious yet achievable goals.

In a rapidly changing market, how do you ensure that Telness Tech remains an industry leader, and what innovations are you most excited about in the near future?

Staying ahead means anticipating customer needs. We invest in research and development, collaborate with tech partners, and keep an eye on emerging technologies like AI/ML, 5G/6G and IoT that will redefine the industry landscape.

For those considering engaging with Telness Tech, what sets your team apart, and how can potential clients best leverage your expertise?

Our strength lies in understanding unique client challenges. We tailor solutions, offer unmatched support, and view every partnership as a long-term relationship. We aim to assist our customers in growing their businesses. Prospective clients can best leverage our expertise by initiating a conversation – we're here to listen and create value. And we can do so with confidence as we come from the same background and experiences, having started and developed a MVNO of our own.

To know more Telness Tech and our solutions, contact us on —>sales@telnesstech.com