Doug Mackay Email & Phone Number

Alpharetta, Georgia, Us

Since 1987, Automated Systems Design, Inc. (ASD®) a five-time Inc. 5000® company, has been the solution for design, engineering and project management for Division 27 and Division 28 of the Construction Specifications Institute (CSI). Our mission is to help our clients create, manage and support technology-enabled spaces. We believe these spaces should encourage collaboration, improve workflow, and generate returns for the enterprise.As consultants, our work is to challenge the status quo in each organization we work with. ASD® designers work tirelessly through the programming process in order to recommend the right combination of systems for each client's unique environment. Whether hired directly by the end user or by an architect, we emphasize communication with the architectural team ensuring necessary coordination takes place in our specifications and drawings.As an integrator, ASD® bridges the gap that often exists between facilities, IT, and the construction team. We perform audio visual, low voltage, and security projects in thousands of zip codes every year. Our project managers and engineers work across industries and environments to implement D27 and D28 technologies for large single site construction projects and multi-site rollouts. Beyond the initial implementation, ASD® is around for the long haul, supporting systems through the maintenance and product life cycle.Types of spaces we design, manage and support:Collaborative Space:Audio Visual: Board Rooms, Conference Rooms, Training Rooms, Huddle Spaces & Enterprise Video ConferencingSecure Space:Security: Video Management Systems, IP Surveillance, & IP Access ControlPrivacy & Notification across Space:Sound Masking, Paging, & Mass NotificationInfrastructure:Structured Cabling: Copper, Fiber, GPON, & Outside Plant

As CompuCom continues to struggle with finding a solid financial footing, they made the difficult but correct decision to reduce the workforce in May of 2019. My team was a part of that reduction. It was difficult to see the team we created face this new and unexpected challenge. Given the strength of the team and the incredible talents of each individual, everyone landed on their feet and eagerly pursued their next chapter.For the summer of 2019, I was fortunate to take some time off to spend with the family. With three great boys, an incredible daughter-in-law and a best wife of 30 years that anyone could hope for, it felt like a 4-month vacation. It was a rare gift to have everyone together for such an extended time.

Fort Mill, Sc, Us

• Principal Executive leading ground-up initiative to pursue North American SMB and Mid-Market business at scale; a first for CompuCom in their 25-year history.• Developed complete sales strategy, team structure, compensation plans, financial modeling, on-boarding, CRM design (Salesforce), demand generation plans, product development, product management and pricing• 2018: Built a team of 22 Sales Reps in three sales districts with 10 Systems Engineers• 2018: Achieved a competitive win rate of 82% for the full team• 2018: Closed and average of new $50K MRR/month with some months at$100K MRR• Expanded new market growth with expected revenue to be $17 million in 2019 to $42 in 2020• Led staff development and recruiting. Structured three high-performance national sales regions supporting North American market.• Led cross functional team to with delivery, operations, finance and marketing• Managed and analyzed the financial results of local market operations, distribution channels, sales operations, marketing and customer service

Fort Mill, Sc, Us

• Key player on the Executive Leadership Team for CompuCom’s largest Business Unit (80% of revenue, 8K employees)• Managed 12 elite technical sales experts to pursue complex business across multiple products for 17 product offerings in four key service groups• Developed and incubated new offerings that can be folded into a standardized portfolio with $550M in Annuity Services Business Revenue Objective and $325M in New Services Orders Target• Led the development and sales teams for Device-as-a-Service (DaaS) at scale.• Partnered directly with the Board of Directors and Private Equity owners to identify market opportunities and define sales strategies

Mt. Pleasant, Sc, Us

• Analyzed the current state of sales operations, management, and service offerings for potential future expansion from traditional SMB accounts to the large Enterprise Market • Consulted and recommended introduction go-to-market strategies for very narrow market opportunities• Provided conception ideas of future products, services, and organizational development needed to support Enterprise Accounts

Charlotte, North Carolina, Us

• Managed P&L for Southeast region overseeing Sales, Service, and Facilities• Achieved CAGR of 39% during tenure for Southeast region• Proven track record with consecutive revenue growth each year with a customer retention rate of 99%

For just over 4 years, I took some time off to pursue a lifelong passion and founded Iron River Building Group.I started with absolutely no experience in construction or Real Estate. But by following my dad’s credo of “How hard can it be? Look at the people that do it” within a few months I had a NC Commercial Contractors license, NC Real Estate License, NC Real Estate Broker’s License and a NC Real Estate Firm license. Armed with nothing other than a solid foundation of good business sense and a host of new licenses, a partner and I started a series of small projects.Over the succeeding years we completed projects ranging from $200K to over $1.5M. Having a long and successful career in IT sales gave us a unique perspective and allowed us to find a great and profitable niche in the market. We became known as the “thinking builders”. My experience in founding and operating Iron River Building has been invaluable and offered an entirely new perspective on how I conduct my selling and management activities. I was fortunate to have a great partner that shared my passion for quality and service. Ultimately, I missed the more familiar world of commercial sales and I returned to IT sales. Iron River Building Group continues to thrive under my partner’s leadership and has numerous awards and delighted Customers. If you are in the Charlotte NC market and need a new home or a remodeling project, Iron River Building Group would be a great choice.

Us

Paaridian was a small IBM reseller of xSeries, pSeries and Storage. It was a great company based in Atlanta with outstanding Executive and Sales leadership. During my tenure with Paaridian, we dramatically expanded the presence in the Carolinas and opened 8 new accounts for IBM.Success in this market required prospecting discipline and a key focus on the balanced sales approach to opportunity management. Thanks to great Customers that valued strict attention to technical as well as administrative detail, I was able to produce about half of the total profit for the entire company.

Us

During the internet bubble, start-ups were everywhere. Like many companies in that era, Artesia had plenty of investor cash and expanded rapidly. I was recruited by a former Hitachi Executive to join Artesia and help to create a sustainable revenue stream. Ultimately it was an effort that failed. What Artesia had to offer was more of a concept than a product. As a few prospective Customers bought into the vision, it became clear that creating a sustainable and repeatable model was difficult at best and somewhat unlikely. After a year of effort help bring a product to market, I left in pursuit of more mature markets. Atresia had a great vision that was bolstered by a significant degree of investor cash. I always felt that the company was over-funded and the realistic market prospects misunderstood. Less cash would have blunted the confidence and created a company more responsive to the needs of the market. It was a very talented group of people, but seemed to be a case study for the irrational exuberance of the early internet days. The company experienced significant downsizing and was ultimately sold to Open Text.

Round Rock, Texas, Us

The late 1990’s was a great time for EMC. They had a marketing and product dominance that was able to crush competitors. So effective was the marketing message that several Customers told me that they simply did not even look at competitive alternatives. Hook, line and sinker.As we learned in basic business class; Profits create competition and excessive profits create ruinous competition. In the case of EMC, the incredible success they enjoyed created a sales culture that was difficult to sustain. While I was quite successful in terms of both quota attainment and earnings, I ultimately concluded the culture was not to my liking. Having a helped to structure a smooth transition, I left the company to enjoy a bit of time off before starting my next adventure.

Santa Clara, California, Us

Hitachi moved me and my small family to Charlotte to add stability to the market. We had only 2 accounts that did trivial amounts of revenue. Thanks to a great mix of products and a tenacious prospecting effort, I became the #1 salesman worldwide. We opened several new accounts and dramatically expanded the revenue base in the 2 existing accounts. In January of 1999, I was recruited by the former Hitachi RVP to join EMC as a sales rep.

Santa Clara, California, Us

As a sales rep for Hitachi, I sold mainframe processors and storage. I enjoyed quite a bit of success and closed the largest professional services deal the company had ever done.