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Gartner Expert
Igor Marchal
VP Analyst
Igor Marchal is a Vice President Analyst in the Tech CEO practice, delivering actionable insights on go-to-market execution and international growth. Mr. Marchal helps technology vendors on positioning and messaging, AI-driven sales enablement, organizational design, and route-to-market strategies across channel and partner ecosystems. A recognized specialist in geographic expansion, he also helps leadership teams successfully scale operations while navigating cross-border business cultures. In addition to his vendor focus, Mr. Marchal covers travel technology for end-user organizations.
Mr. Marchal's advice is based on 30 years of highly international experience with service and software companies, ranging from startups to multinational enterprises. With responsibilities at global or regional level, he has a strong track record in building and growing diverse teams from the ground up.
Previous experience
Prior to joining Gartner, Mr. Marchal held C-level positions at European technology companies, including Digitrips, Dohop, and Talent.io. He led global sales, business development, revenue operations, M&A due diligence, workforce management, and international expansion.
Prior to these roles, Mr. Marchal spent 12 years in senior leadership across leisure and corporate travel leaders Expedia Group and CWT (now part of American Express Global Business Travel). At Expedia, he served as a lead enterprise tech buyer, directing global procurement strategies for a $4B partner portfolio, co-developing AI-driven commercial tools, and executing complex post-merger integrations.
Professional background
Expedia Group, Director, Global Procurement and Partnerships, 7 years
CWT, Director, Supplier Management and Product Marketing, 6 years
Talent.io, Chief Operating Officer, 1 years
Areas of coverage
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Partner and Ecosystem Strategy
Education
Executive MBA, IAE (Aix-Marseille University)
Bachelor in International Business, IEMC
Top Issues That I Help Clients Address
Channel, Partnering and Alliance Strategies
Travel Technology
International Expansion, localization strategies
Staffing Plans and Organizational design
Geographic Expansion, New Market Entry