About the Book

In the 2-minute video below, Peter Raulerson gives an overview of the book, Building Routes to Customers: Proven Strategies for Profitable Growth, which explains the powerful Routes-to-Market (RTM) approach for driving profitable growth.

See more videos and information about Routes-to-Market (RTM).

About the Authors 

Peter Raulerson 

Peter RaulersonPeter Raulerson is a Partner with The Paramarketing Group, a management consulting firm. He was on the IBM team that developed the Routes-to-Market methodology and implemented it across all of IBM’s divisions worldwide. He subsequently helped executives at Adobe, Canon, Cisco, F5 Networks, HaloSource, Hewlett-Packard, Microsoft, and other companies adopt Routes-to-Market and other best practices that drive profitable growth. He has more than 30 years experience optimizing business operations, bringing new products and services to market, building new value chains and distribution channels, and transforming product management, marketing, sales and distribution. Prior to Paramarketing, Peter previously held senior management, engineering, sales and marketing positions with 4 pioneering network and computer companies, InterConnections, 3Com, Telenet and Digital Equipment. Before receiving his BA in math from Harvard in 1972, he was a research associate in managerial economics and decision analysis at Harvard Business School. He has been a member of the board of directors of the Washington Technology Industry Association. He lives in the Seattle area.

Jean-Claude Malraison 

Jean-Claude MalraisonJean-Claude Malraison is Vice-Chairman of the Supervisory Board of Solucom Group, a leading IT consulting firm in France, a member of the board of Critical Eye, an executive leadership community headquartered in the United Kingdom, and Associate Director of BOPartner, a business optimization and IT outsourcing company with operations in Benelux and France. Prior to these roles, he was Managing Director of Plantronics EMEA (Europe, Middle East, Africa) from 1999 to 2003, where he drove the highly successful launch of Plantronics’ products into consumer electronics channels across Europe. From 1971 to 1999, Jean-Claude served in several leadership positions with IBM, most recently as a member of the Executive Committee of IBM EMEA. Jean-Claude initiated many advances that transformed IBM’s marketing, sales and distribution. As the head of the IBM PC Division in France in 1989, he launched IBM’s first retail PC channel, which increased IBM’s market share after a severe drop. As General Manager of the newly-created UNIX Division of IBM EMEA in 1993, he took IBM from zero to 19% market share in two years by tapping new distribution channels. He initiated the development and worldwide roll-out of the Routes-to-Market methodology which restored IBM to profitable growth. After becoming Vice President of Distribution and General Business for IBM EMEA in 1996, he launched IBM’s European call center organization and significantly expanded IBM’s business with small and mid-sized enterprises. Jean-Claude is a graduate of the Institut Supérieur d’ Electronique du Nord and received a Masters degree in Business Management at the Université Paris-Dauphine. Jean-Claude lives in Brussels, Belgium.

Antoine Leboyer 

Antoine LeboyerAntoine Leboyer is the President and CEO of GSX Groupware Solutions, the worldwide leader in monitoring solutions for Communication Servers. Antoine has more than 20 years of experience in IT organizations in various international positions. He started his professional career with IBM. He held positions in sales and marketing with IBM France, and then ran the distribution strategy for all of IBM Europe except PCs, where he led initiatives that achieved significant growth for IBM by leveraging European IT distributors. Antoine also ran the development and implementation of the Routes-to-Market program for IBM Europe. After 12 years with IBM, he joined Candle Corporation where he started and ran the European indirect business. He was then General Manager for Hyperchannel France, a B2B marketplace for European IT distribution funded by General Electric Capital and Goldman Sachs. Subsequently, he was Senior Vice-President for Upaid Systems, a provider of software for real-time billing and mobile payment services, and Senior Vice-President for Baracoda, the leading producer of Bluetooth industrial devices, which he helped achieve record growth. Antoine holds a diploma of engineer from Ecole Superieure d’ Electricité in France and an MBA from Harvard Business School. He served on the board of directors of Akoura Biometrics, an emerging company in information security. Antoine lives in Geneva, Switzerland.