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Blending finance, sales, and marketing: a conversation with Tanguy Le Roux
In a recent episode of on the road, Rick Currier sat down with Tanguy Le Roux, global head of partner marketing at HCL software, to explore his unique journey from banking in France to partner marketing in the tech industry. Tanguy’s career, which spans finance, sales, and marketing, has given him a distinctive perspective on how to build successful partnerships and strategies in a fast-evolving market.
From finance to tech: a unique journey
Tanguy’s career didn’t follow a traditional path into marketing. His background in finance, where he worked as a project manager and financial analyst at large banks in France, laid the foundation for the way he approaches marketing today. “In banking, I learned a lot about data, structure, and processes,” Tanguy shared. These skills have proven invaluable in his transition to tech marketing.
Before diving into the world of marketing, Tanguy moved from finance to sales, a pivot that helped him bridge the gap between numbers-driven decision-making and customer relationship management. “If I had moved straight from finance to marketing, I would have been lost,” he admitted. This time in sales gave him a deeper understanding of the tech world and the challenges marketers face in communicating the value of their products.
Banking’s influence on marketing
One of the key lessons Tanguy brought from his banking days is the importance of attention to detail and the value of process. “In banking, the form is often more important than what you say. The way you present something can be more critical than the content itself,” he explained. This meticulous attention to detail, ingrained in him through countless PowerPoint revisions and compliance checks, now informs his marketing work.
Tanguy also highlighted how banking trained him to look at data in a very specific way. He trusts his data implicitly—because it’s his data. “I prefer getting raw data and doing my own calculations to ensure accuracy,” Tanguy said. He has seen how easy it is for errors to slip in when numbers aren’t properly vetted, and this mindset helps him make informed decisions in his marketing campaigns.
Risk and innovation: finding a balance
Tanguy’s background in finance also gave him a deep understanding of risk, something he applies in his marketing role. “In marketing, I take risks. But I also calculate them,” he said. Drawing on his analytical mindset, Tanguy considers both the potential return on investment (ROI) and the probability of success before committing to a marketing initiative. This approach balances the boldness needed for innovation with the caution required to avoid significant losses.
One of the key differences Tanguy has noticed between the French and US business environments is their approach to risk. “In France, we tend to be risk averse. In the US, I’ve noticed that people in business are more willing to take risks, but they are more process-driven to protect themselves in case something goes wrong,” he observed. This balance between bold decision-making and structured processes is something Tanguy has learned to navigate in his global marketing role.
Partner marketing: focusing on revenue and relationships
As the head of partner marketing, Tanguy manages relationships with hyperscale’s, resellers, and global systems integrators. His main priority is driving revenue. “I prioritize based on ROI—what will bring the biggest return on the smallest investment?” He explained. This pragmatic approach ensures that marketing activities are always tied to measurable outcomes.
Tanguy also emphasizes the importance of understanding what customers really want. “Companies don’t buy features, they buy results,” he said, explaining how he tailors his marketing strategies to focus on outcomes rather than technical specifications. By putting himself in the shoes of a customer, he designs campaigns that resonate more effectively, ensuring his efforts align with the needs of his audience.
The value of authenticity
One of the more personal aspects of the conversation was Tanguy’s success on TikTok, where he has amassed over 50,000 followers. His content focuses on career advice—how to negotiate salaries, prepare for interviews, and grow professionally. His secret? Authenticity.
“People resonate with genuine content. Everyone needs advice on finding a job or growing their career, and I try to present it in an authentic way”
Tanguy’s authenticity extends to his professional life as well. He believes that being genuine is key to building strong business relationships and engaging with audiences, whether through partner marketing or social media.
Fake it till you make it
When asked for his parting advice, Tanguy gave a piece of wisdom that has guided his own career: “fake it till you make it.” He explained that while he didn’t have a traditional marketing background, he took on the role and learned on the job. “I didn’t know everything, but I learned along the way. Sometimes, you just must take the opportunity and figure things out as you go.”
Tanguy’s journey from finance to partner marketing is a testament to the power of transferable skills, a willingness to take risks, and the importance of authenticity. His ability to blend the analytical rigor of finance with the creative demands of marketing has positioned him as a standout leader in the industry.
For marketers and professionals looking to grow, Tanguy’s advice is simple yet profound: take risks, trust your data, and always be open to learning.
Tanguy Le Roux is the Global Head of Partner Marketing at HCL Software
About HCL Software:
HCLSoftware, a division of HCLTech, develops, markets, sells, and supports software for AI and Automation, Data, Analytics and Insights, Digital Transformation, and Enterprise Security. HCLSoftware is the cloud-native solution factory for enterprise software and powers millions of apps at more than 20,000 organizations, including more than half of the Fortune 1000 and Global 2000 companies. HCLSoftware’s mission is to drive ultimate customer success through relentless product innovation. Learn more at https://www.hcl-software.com/.
