Adrian Mills Email and Phone Number

Developing Partner Success programs and coaching and mentoring Partners to implement them, to drive down the cost sales and renewal and increase the renewal rate. Achieved by delivering Value to end customers and driving efficiencies in the Partner Organisation. I've done many times, so learn from my mistakes rather than your own!

As Partner Transformation Director, I enable GLU Partners to maximize value from their investment in Cisco and other platforms by delivering targeted programs with Partners that accelerate time to value throughout the customer's adoption journey, really helping Partners to Scale with Customer Success.A track record of engaging the whole team of OEM/Partner/Customer with a high impact/hands on approach covering the whole spectrum of sales, implementation and coaching the team to succeed with Customer Success methods.Able to orchestrate the partner organization for maximum benefit to win and deliver the client engagement, identifying significant client profit growth solutions and ability to understand how solutions can be monetized and succeed.EXPERTISE • Value Creation specialist• Articulate the Strategic vision at all levels, Operations to C-suite• Strong commercial skills, contracts, SOW, change control, scope• Analyze business benefits• Influencing key stakeholders, making the bridge between the business and technical stakeholders.• Delivery excellence• Excellent meeting/workshop facilitator • Coach & develop individuals / teams.• Pro-actively developing client/supplier/3rd party relationships.• Customer Care/Service focusAh, and a big advocate of Business in the community.

Customer Success Executive developing Partner adoption of a Customer Success Model to ensure customer adoption and implementation of solutions in a variety of industries at an executive level. Ensuring that clients get the full value from Cisco products and services ensuring that they realise the value not just now but as part of the client's overall business strategy and solution implementation. Working with Cisco partners to develop their Customer Success practice (CX Specialisation) and how to ensure that it is effective in the partner's company, with a successful renewal's business for what is becoming a rapidly software defined business.Leading clients in their strategic value roadmap working with Cisco partners, to successfully implement products that return value not just functionality.Activities Include:- Rolling out the Cisco Customer Experience programme, to the mass market of Cisco customers, working closely with Partners and Distribution.- Putting together and in place the Marketing Programmes- Internal Systems and Stakeholder management- Managing key focus customers- Managing key focus Products/Services/Software- Developing the Cisco/Partner Strategic playScaling out Cisco's new Customer Experience (CX) business, including the Customer Care and Customer Success.

Running Pre-sales customer opportunities within the services organisation and coaching the sales/technical team in using Value Creation techniques for an operational and executive level. Engagements include: Thick MVNO (Core telecoms network) Capex and as a Service, IoT/Connected Vehicle Cloud, LTE-Multiband (4G) system expansion, Telecoms infrastructure programmes.As well as undertaking the Program/Project management responsibilities, developing Ericsson’s sales and operation success using Value Creation, including: Review of the Top European client engagements including utilising offshore resources effectively. Part of the Agile initiative team and leading the UK corporate social responsibility initiatives.

Responsible for the Business Partner Channel Channel Growth for IBM/ Lenovo System x brand (x86 servers) in the UK.Providing Business Partners with a sound and compelling business justification to sell the System x brand products. This covers both Distribution and the Business Partner Community, the primary focus is for VAR's.Developing Value Creation plays with VARs.Developing a working relationship with potential business partners and able to articulate the IBM/ Lenovo message to all levels of the organisation and the benefits it brings to them.

Selling the IBM's Converged /Hyper converged Technology (PureSystems) to end users, with significant success with CSI, Central Government. Top Seller team 2013. Able to deal with the product launch issue and see through technical challenges in order to complete a POC or close an order, covering the full range of challenges with launching new technology and concepts.

Part of the executive SWAT team to grow the business and run sales campaigns. Engaged on troubled projects or establishing new initiatives/Technologies including several years working in the IBM Value Creation team, working with the "C Suite" of blue chip companies. Part of the EMEA team, programme managed & coached IBM’s consulting teams to sell to Corporation’s CEO/C Suite using Value Creation methods, providing a compelling business case for an IBM business solution. Transforming many multinational corporations. This focused on customer values and benefits to provide a unique business proposition that often transformed the client’s business. Established the team disciplines/governance: financials, opportunity updates, reporting, intellectual capital sharing and advising clients and consultants. Running client workshops, identifying what value can be created in constructing the solution and how to work across different company lines of businessWide Experience of Commercial and Project roles, typically dealing with "Problem Department/Team or Project" and turning it around. Covering Service teams, Implementations.Undertaking a range of different project, including Y2K, International and EMEA projects, typically taking on failing or flagging sales campaigns or projects. Responsible for the Integration of Sequent Services into IBM whilst maintaining service levels. ISO9000 Quality Assurance including all relevant exams.IBM Community Projects: Working with the IBM UK General Manager on a range of school initiatives. e.g. BIG Interview to interview all Year 11 students (16 years) in a day, typically about 200+ students including the second interview experience, complete with CV preparation and follow up. For this I was awarded the WW EMEA award for IBM's community work in 2006. I have continued with this work today and developed a wide portfolio of schools initiatives mainly focusing on skills and careers.

Responsible for identifying/running and implementing Service contracts mainly in the City of London in financial institutions.

Client Service Manager for the largest installation of ATM's in Europe and completing many "firsts" e.g. First ATM in an underground station, in a shopping mall. Experience of dealing with critical Service Level contracts and reporting. Working with the team and achieving twice the Top achievers club. Sales of Open systems and applications to Local Government in the North of England

Sales of CA System software, including the first sales of non-IBM mainframe systems products (Digital).Successful completion of the CA sales school.