Cristian Coccia

Examiner
DISC Type : cs

Board Member at IAB Europe

Milan, Lombardy, Italy

Overview

Cristian Coccia is the VP of SEMEA & Enterprise Sales, EMEA at PubMatic, leveraging over twenty years of experience in digital advertising. As a board member at IAB Europe, he drives enterprise strategy across Europe and the Middle East. He holds a Bachelors degree from Università degli Studi di Milano.

Colleagues describe Cristian as a brilliant, creative, and talented professional with a supportive and warm personality. He is recognized for his focus on team success and his ability to build strategic partnerships within the interactive industry, consistently helping his team achieve their goals.

He opened PubMatics Italian office in 2015 and has been instrumental in its growth into a strategic hub for Southern Europe and the Middle East.

Personality Overview

Tough To Convince

Late Adopter

Overcautious

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

AI in Advertising
He recently highlighted the integration of NVIDIA's AI technology into PubMatic's platform, focusing on enhancing efficiency, transparency, and value for media buyers.
Programmatic Evolution
He is a frequent speaker on the future of programmatic, discussing the impact of sell-side decisioning, precision, curation, and new screens.
EMEA Adtech Market
His executive role involves overseeing strategy and growth in key markets including France, Spain, Italy, and MENA, giving him deep regional expertise.

Media Appearances

Cristian has no verified media appearances

Work History

9-2025
Board Member at IAB Europe
10-2024
VP SEMEA & Enterprise Sales, EMEA at PubMatic
3-2020 - 10-2024
Regional VP, Southern Europe & MENA at PubMatic
4-2016 - 2-2020
Regional Director Southern Europe at PubMatic
5-2014 - 12-2014
Head of Mobile at GroupM

Education

1992 - 2011
Bachelor's degree from Università degli Studi di Milano
1987 - 1992
Comunicazioni Visive from I.T.S.O.S.

More Information

Social Presence :

Prographics :

Exp : 14 Location : Milan, Lombardy, Italy Job Level : Senior Designation : Board Member at IAB Europe
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Insights For Selling To Cristian

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Cristian is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Cristian

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Cristian move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Cristian take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Cristian

Personality Compatibility


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