Scott Cain Email & Phone Number

Princeton, Tx, Us

Cranbury, Nj, Us

IHSE technology is deployed worldwide by public and private organizations such as broadcasting, post production, government and military, medical, financial and oil & petroleum industries. The company offers a complete line of DVI and HDMI video extenders over Cat-X or Fiber optic cables for “mission critical” server access. IHSE USA offers the only hybrid KVM matrix switch allowing both Cat-X and Fiber to be mixed between sources and target workstations.

Attending Networking events Researching Industry Leaders Tracking Industry Trends Participating in Industry Discussions

Creation and development of the USA dealer network “start up” encompassing complete responsibility for dealer recruiting, business plan, maintenance and sales growth of 35 dealers in a 16 state region. Achievements:Developed and executed dealer sales training, promotions and rental programs Created dealer sales metrics, strategies and go to market tools per segmentNegotiated and established purchasing programs with multiple national companies that purchase through dealersDeveloped marketing and sales content for the Avant USA Dealer PortalAvant USA achieved highest revenue growth out of 58 countries in 2014

Columbus, Ohio, Us

Recruited, trained and developed new and existing CAMs and resellers; coordinated with internal sales teams and directed the creation of sales and marketing programs for 22 ENP Rep. Offices and 110 resellers in a 15 state region. Products included Liebert data center power solutions including UPS battery backup and air handlers and chiller cooling solutions, TVSS and Avocent KVM hardware, structured cabling and cabinet solutions, Enterprise Data Center Infrastructure Management (DCIM) software and solution sales within channel and direct markets. Achievements:- Identified market opportunities and created a separate reseller channel for ENP product lines running parallel to Avocent reseller channel comprised of SIs’, DMRs’, VARs’, Broad Line Distributors for national and local markets - Increased reseller sales by 35% YOY by tailoring cross-selling training programs for Avocent and ENP products- Analyzed the top five resellers per region, including national and large regional resellers in 22 regions and initiated new strategies and metrics to allow CAMs to drive business, subsequently increasing revenue- Aided in the implementation of a best practice channel reseller program, receiving CRN Channel Chief Award for past three years running- Created market-share increasing strategies by developing a structured channel market presence and purpose-driven CAM sales team, leading to an increase in revenue by 20% YOY from $49,000,000 to $61,000,000

Huntsville, Al, Us

Created and delivered channel partner presentations and value propositions. Recruiting, training and development programs for Enterprise KVM appliances and security software to all resellers; analyzed performance metrics and customized sales programs to surpass sales goals. Achievements:- Increased the number of Channel Program B2B resellers by 38%- Identified top producing resellers in 19 states and streamlined processes to increase sales and revenue- Negotiated revenue commitments with top channel resellers and increased sales revenue by 26% MOM- Promoted bundled hardware and software packages and negotiated special pricing with vendors to increase business opportunities

Huntsville, Al, Us

Developed marketing and channel sales strategies for resellers and direct end user relationships to increase business opportunities for serial over IP, KVM and Pro AV independent product markets comprised of Ethernet, PoE, Fiber and Wireless technologies. Coordinated staff and directed programs to maximize each market sales potential. Achievements:- Initiated an account-mapping programs with reseller sales teams to increase serial and KVM product sales within Broadcasting, Post Production, HOW, Medical, and Oil Industry segments.- Created the value proposition, brokered deal with Avocent distribution partner and managed direct relationship with McDonald’s to collect all serial communications data in each store and put data on their IP network, generating $16.3M over three years- Positioned standardization of Avocent serial communication products within Kroger Foods, Sonic, 7-Eleven, Papa John’s Pizza and Blockbuster video enabling IP network data collection of all POS systems- Collaborated with GE Medical on identifying and avoiding a potentially fatal liability in GE fetal monitors. Designed and created a customized 2 port hub solution incorporating PoE, Serial over IP, and zero current optical connections to capture, record and convert infant vital-sign serial data to hospitals’ IP servers for patient records (model ESP-2 OPTO HUB)- Launched and developed the Avocent Pro AV product lines to expand remote connectivity and control throughout the Digital Signage and kiosk applications using PoE and wireless technologies. Increased annual revenue by 55% YOY- Received the President’s Club award from 2004 through 2007 for over-achieving sales and management goals