Olivier Béjar
Architecture and structuring of commercial models for the transition of industrial software towards scalable SaaS platforms.
CPQ, ERP and digital ecosystems in the Window & Door industry.
Europe as a core market, global reach.
Role
Commercial & Business Development Director
Strategic focus on industrial software commercialization models.
Scope — Within Perimeter
COMMERCIAL MODEL ARCHITECTURE
- Definition of the global commercialization structure.
- Separation of layers: standard product / enterprise, direct sales / ecosystem channels.
- Pricing frameworks, licensing logic and monetization models.
ECOSYSTEMS & PARTNERSHIPS
- Design of partnership models with system houses and industrial players.
- Structuring scalable and replicable distribution channels.
- Alignment of interests between software, partners and industrial clients.
SAAS TRANSITION
- Strategic support in the evolution from on-premise solutions towards SaaS or hybrid models.
- Consistency between product, go-to-market and organizational adoption.
- Market reading and segmentation prioritization.
LEGACY CLIENT TRANSITION & VALUE MODEL EVOLUTION
- Structuring the transition of historical on-premise client bases towards SaaS or hybrid models.
- Redefinition of licensing, pricing and perceived value when historical pricing grids no longer reflect real software value or evolution costs.
- Framing processes and internal discourse to enable adoption of the new model.
- Supporting sales, consulting and support teams in executing the transition coherently.
ORGANIZATIONAL ALIGNMENT
- Supporting commercial teams in adopting the model.
- Clarifying roles, boundaries and responsibilities.
- Ensuring consistency in positioning, pricing and commercial discourse.
Out of Scope
- Day-to-day sales execution or tactical deal closing.
- Operational team management.
- Project delivery or implementation consulting.
- Opportunistic advisory without a structural framework.
Over 20 years of experience in industrial B2B software, with a continuous focus on sales, production and digital ecosystems for the Window & Door industry.
Extensive exposure to historical on-premise environments and their structural limits when facing technological and market evolution.
Active involvement in structured transitions towards SaaS models, including licensing evolution, pricing repositioning and coexistence of on-premise, hybrid and SaaS solutions.
Pan-European professional scope with international extensions (LATAM, USA, Turkey, North Africa).
Ability to operate at the intersection of product reality, economic logic and internal organizational dynamics, where long-term model coherence is critical.
Commercial Architecture for Industrial Software
Structuring commercial models adapted to complex industrial software environments.
SaaS Transition & Licensing Models
Designing SaaS, hybrid and evolutionary licensing models for historical software vendors.
CPQ & ERP Go-to-Market
Aligning CPQ and ERP solutions with industrial go-to-market strategies.
Partner & Ecosystem Structuring
Designing scalable partnership and system house ecosystems.
Value Repositioning & Pricing Strategy
Repositioning software value through pricing and licensing coherence.
Organizational Adoption of Change
Supporting internal adoption of new commercial models and reducing resistance.
I operate where the commercial model becomes a structuring factor for industrial software: when value must be clarified, when growth must be made possible, and when the system must remain coherent as it scales.
My approach aligns economics, organization and technology so that the model can evolve, deploy and endure over time.
For thoughtful exchanges or targeted introductions.