Innovative monitoring solutions for electric utilities:• Remote acquisition of disturbance records from heterogeneous sources (COMTRADE, PQDIF, SOE logs)• AFA - Automatic fault analysis• PQM - Power quality monitoring• WAM - Wide-area monitoringWe serve global customers since 2002 with our software platform, IVPower, through IT engineering and support contracts.

Asset monitoring and optimisation systems for power networks. Development, manufacturing and delivery of solutions for best-in-class dynamic line rating (DLR) and partial discharge (PD) detection.Mission: Start expansion outside of Europe. Move from pilot projects to “business as usual”• Pre-sales and Sales (from spec-in to tendering to contract negotiations)• Product introduction (from market analysis to qualification)• Development of network of representatives (recruitment, training, support), partnership initiatives• (contribution to) Product development (from « voice of customer » to datasheet)• Technical papers and articles (authoring and presentation speeches)Achievements: Half-way of revenue growth target from 1 to 12 Meur. First deals closing with US, Canadian, Indian, Spanish, Brazilian customers. First frame-agreement for DLR with RTE (France). Inception in Vietnam, Denmark. Inception to closure in Serbia, Romania, Italy, Colombia, France. Introduction and qualification of partial discharge detection product line to Enedis (France) for MV cable monitoring.

Substation Automation and Network Automation(https://www.se.com/fr/fr/work/solutions/for-business/electric-utilities/Mission: Profitably increase market share. Collect competitive and “voice-of-customer” information.• Pre-sales and sales to utility and industrial customers (prescription, qualification, bid, negotiation)• Product launches, support to and training of Schneider Electric sales force in front offices• Collection and analysis of market data• Creation and follow up of country marketing planAchievements:In France, Position recovery in South region and “DOM-TOM”. From negligible to a few million (2005-2010).In MEA, Business development from scratch after takeover of AREVA T&D by Schneider Electric. First SE-branded Automation sales to Qatar, Kuwait, UAE, Oman, Pakistan and Bangladesh (2010-2015).

Energy Management Solutions(https://www.ge.com/digital/applications/transmission-grid)Mission: Win profitable contracts in electric utility business• Opportunity detection and qualification, capture team creation• Bid management, risk analysis, technical and commercial set-up• Contract negotiation and transfer to OperationsAchievements: Serbia national control centre, won on “Siemens territory” with SECO (Swiss) financing.Large telecoms contract with Romanian TSO (21 MEUR, EBRD financing). Alstom T&D’s “Comeback” toSonelgaz (Algeria) with 2 large contracts (21 MUSD and 8 MEUR).

Energy network protection(https://www.icelec.com/en)Mission: Business continuity in spite of aging ranges, until takeover by competitor.• Sales and business development in electric utilities and industries• Follow up and development of sales representative networkAchievements: Significant orders for industries in Iran, Saudi, Guinea.

Primary and secondary HV and MV equipment(https://new.abb.com/id/about/our-businesses/power-grids)Mission: Creation of export activity for French branch. Focus on French-speaking Africa and “DOM-TOM”• Product introduction to customers and front offices (protection relays, surge arresters, CB’s, test sets)• Sales – electric utilities and industries• Key account management (end- customers and contractors)Achievements: In Mali, First AfDB-financed project for ABB Group. Large substation automation project in New Caledonia on “Schneider Electric territory”.