Alistair Roe Email & Phone Number

Marlow, England, United Kingdom

United Kingdom

Pegasystems revolutionizes how leading organizations optimize customer experience and automate operations. Pegasystems is the recognized leader in business process management and is also ranked as a leader in customer relationship management. Pega Consulting provides advice and guidance to clients and partners software adoption and benefit realization. The Pega sales process quantifies the business value of the software to the customer during every sales cycle. I am responsible for a portfolio of blue chip accounts, where I work with clients to drive successful business outcomes for their Pega projects and programs.

Leading and growing the EMEA consulting organization (100 consultants) providng business and technical consulting on Adobe's on-premise and SaaS enterprise software portfolio - "Adobe Marketing Cloud." Successfully integrated acquired consulting teams from Omniture (Digital Marketing) and Day (Web Content Management). Re-structured combined Adobe team to focus on new portfolio. Re-balanced and expanded consulting teams across EMEA to provide geographic coverage to support software/subscription sales. Created and implemented partner service offering to support strategic SI partners. Turned around several failing projects inherited and put in place roles and process to prevent re-occurrence. Grown consulting revenues on SaaS based digital marketing products from $6m to $10m over 2 years 2011/2012 and revenues for on-premise Web Content Management from $5.5m to $11m in same time period.

Led professional services organization of 250 consultants focused around content management (Documentum) and business process management. I was brought in to continue the growth of the Professional Services business, with specific goals to bring close alignment to sales and partners. Grew consulting revenues by 10% to $75m in 2008, and maintained them at this level during 2009 downturn. Very successful working partnership with Alliances organisation and strategic SIs, notably Capgemini, resulting in very significant business for all parties. Created re-usable software accelerators for specific industries (energy, engineering) which led to many new business wins together with sales. Expanded into territories that had been previously under-served to support sales and achieve services numbers. Re-built Information Governance (email-archiving) practice into a high performing team. Drove a host of operational improvements such as regional P&Ls. Salesforce deployment, and bid review process. Invited into the EMC high performers management programme run by the IMD (Institute of Management Development) in Lausanne Switzerland.

VP Professional Services for HP Software EMEA. My major task was to integrate the Mercury and HP Professional Services organisations while continuing revenue growth. Successfully integrated consulting organisations. Designed and implemented organisational structure with regions, practices and operations to accommodate planned future acquisitions. Continued growth through period of integration. Grew consultants from 107 to 137 and revenues from $33m to $40m.

Led and rapidly grew the Consulting organization across Europe Middle East and Africa. Mercury Services EMEA consisted of 85 Professional Services consultants in 13 countries (direct line reports), 65 Customer Services and 12 SaaS consultants (dotted line). I was hired at Mercury to transform PSO from a tactical tools organisation to a strategic solutions enablement and delivery organisation. Turned around delivery in Project and Portfolio Management, which was struggling badly, by a program aggressive recruitment. Doubled size of PS organisation from 47 to 85 in less than 1 year, and re-purposed organisation to enable large solution sales. Aligned PS with sales regional model. Hired world-class services management team. Improved process and systems, forecasting and dashboards, including roll-out of PS automation software, Quickarrow and in-house software for education management.Acquired by HP

Amdocs delivers complete billing and CRM solutions to the telecoms sector. My remit was to lead the Amdocs CRM Practice, and use consultants to help win and deliver large CRM projects. Key wins were BT, Vodafone UK and SFR. Managed Clarify CRM consulting through acquisition change process. Measured against EMEA CRM project revenues delivered by Amdocs - achieved rapid growth from $10m in 2002 to $60m in 2005. Drove cross-practice activities to create complete solutions for prospects and customers. Worked to create cross-practice knowledge and common methodology across CRM, Billing and Order Management. Invited into “High Performer” program, run by the Technion Institute of Management.

Nortel acquired Clarify in 2000 to form an “eBusiness Division” along with 2 other acquisitions, Periphonics (IVR), Architel (provisioning) plus the existing Symposium business (PBX, ACDs). My goal was to combine the consulting organisations to form a single eBusiness PS of 200 staff.Put business plans in place to enable the different go to market models. Combined Nortel and Periphonics PS organisations, reducing costs by 20%, while improving effectiveness. Fixed scalability of services for Architel and Periphonics. Recognised as “Top Talent” by Nortel. Moved with Clarify organization divested to Amdocs

Reading, United Kingdom

EMEA start-up for a fast growing Silicon Valley CRM Software start-up. Employee #3 in EMEA. Built (from zero) and lead Consulting, Education and Customer Service for Clarify in Europe. Each team was created from nothing and matured into a world-class EMEA organization serving the biggest blue chip companies in EMEA. Consulting team of 75 and revenues of $18m, Multi-lingual support team of 30, and Training Centres across EMEA with revenues of $5m.Note. Logo attached by LinkedIn is not for the same Clarify company. Clarify, the CRM vendor was a company was acquired by Nortel in 2000 for $2bn, and then sold to Amdocs for $200m in late 2001, where is remains today as the backbone of their CES customer experience system.

Cimage specialised in selling document management systems into engineering environments. I was brought in to turn around a failing programme for Cimage’s largest customer, Scottish Nuclear. Turned around Scottish Nuclear programme and relationship. SNL became Cimage’s best reference. Worked with sales to win and deliver major new business to Powergen, GEC and BNFL