Stephane Berthier

Examiner
DISC Type : cs

Chief Financial Officer at Uniphore

Portola Valley, California, United States

Overview

Stephane Berthier is the CFO of Uniphore, leading its global finance, investor relations, and accounting functions. With over 30 years in high-tech, including two decades as a Partner at PwC, he specializes in SaaS models and global operations, having spent 23 years in Silicon Valley. He is a graduate of Université Jean Moulin (Lyon III).

He has extensive experience guiding rapidly growing technology companies such as VMware, Splunk, and ServiceNow through initial public offerings.

Personality Overview

Process Oriented

Late Adopter

Tough To Convince

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Conversational AI
As CFO of Uniphore, he is deeply involved in the growth and financial strategy of the conversational AI and automation industry.
High-Growth Tech
He has a long history of serving rapidly expanding tech companies in Silicon Valley, including notable names like VMware and Splunk.
SaaS Business Models
His background includes deep expertise in the financial and operational aspects of Software as a Service companies, a key part of his career.

Media Appearances

Stephane has no verified media appearances

Work History

1-2021
Chief Financial Officer at Uniphore
9-2002 - 12-2020
Partner at PwC

Education

Master's degree from Université Jean Moulin (Lyon III)
Bachelor's degree from Université Jean Moulin (Lyon III)

More Information

Social Presence :

Prographics :

Exp : 23 Location : Portola Valley, California, United States Job Level : Leadership Designation : Chief Financial Officer at Uniphore
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Insights For Selling To Stephane

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephane is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Stephane

  • 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 Stephane move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Stephane take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Stephane

Personality Compatibility


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