Christopher "Duffy" Fron, Mba Email & Phone Number

Durham, North Carolina, Us

Member of the Board of Advisors

Lakewood Ranch, Florida, Us

Establish trusted relationships with executives, Board members, and partners to develop/re-develop internal customer-facing processes and new products and product lines. Lead development of business strategies and roadmaps.PRODUCT INNOVATION: Develop new software training and testing product lines; create written and video content.CUSTOMER ENGAGEMENT / CUSTOMER INTELLIGENCE: Cultivate trusted relationships with customer CIOs, CTOs, and stakeholders, partners, and critical suppliers. Train(ed) team in program to tailor sales approaches and pitches to individual decision-makers.STRATEGIC NEGOTIATIONS: As Lead, negotiate all strategic Multi-Million contracts with customers and partners.ALLIANCE PROGRAM: Created program expanding partner base from 3 to 20 partners, representing revenue increase of 250%.CONTRACT VALUE INCREASE: Increased average value of contract 200% in 2 years.CUSTOMER EXPERIENCE (CX): Coordinate with business areas to improve customer experience (CX).TEAM LEADERSHIP: Designed scalable Sales & Marketing org structure to support rapid growth and expanded Sales & Marketing team from 1 Inside Sales Rep to 5 team members including Marketing Analysts and Sales Reps. Currently direct daily operations.NICHE EXPANSION: Created environment to expand private and government niches successfully.

Port Hope, On, Ca

The Linux Professional Institute (LPI) is the global certification standard and career support organization for open source professionals. It's the world’s largest vendor-neutral Linux and open source certification body, and has certified professionals in over 180 countries, delivers exams in multiple languages, and has hundreds of training partners.• Compensation Committee member

Hunt Valley, Md, Us

Turned around 80-employee National Carrier sales organization.TIER 1 EXPANSION: Drove sales increase of 15% across Tier 1 accounts.TIER 2 NEW ACCOUNTS & GROWTH: Added 25 new Tier 2 accounts driving increase in Tier 2 revenues of 250%.TURNAROUND STRATEGY: Restructured sales processes, trained and coached teams, rejuvenated existing relationships, and created new opportunities. Executed strategy to enter new markets, launched competitive winback campaigns, and acquired new customers.

Boston, Ma, Us

Built and scaled channel sales organization domestically and internationally targeting commercial real estate, public venues, hospitality, retail, and mixed-use buildings for wireless and cellular network installations. INSIDE SALES TEAM / LEAD DEVELOPMENT: Established new inside sales team. Recruited/trained/coached team members to achieve outstanding success.

Armonk, New York, Ny, Us

Led and inspired 75 Channel Sales professionals, with combined annual quota of $237M, to deliver worldwide Business Partner Sales for IBM Social & Smarter Workforce Solutions. Researched challenges, assessed each country's market performance, and developed new growth strategies. Primary markets comprised North America, Asia Pacific, and EU. CRITICAL PARTNER ENGAGEMENT: Identified critical partners in each market, established trusted relationships with executives, and negotiated strategic alliance agreements.

Armonk, New York, Ny, Us

Created/executed strategy to drive N America Software Group ecosystem and revenue for all IBM brands. Led team of 35 channel marketing and operations professionals worldwide.BUSINESS DEVELOPMENT: Created $426M in validated lead revenue (VLR) and $107M of win revenue (WR).LEAD & PIPELINE TARGETS: Achieved 127% of lead target - 38% YTY growth; achieved 110% of pipeline target - 20% YTY growth.PARTNER ECOSYSTEM: Recruited and activated partners to develop partner pipeline and build robust and deep partner ecosystem. Grew total N American Business Partners from 350 to 500+. Collaborated with partners to create marketing and revenue plans.

Armonk, New York, Ny, Us

Led next generation developer marketing. Managed IBM DeveloperWorks marketing and social media, reaching 4M developers annually.IBM DEVELOPER COMMUNITY CREATION: Initiated concept, educated/trained 10K technical employees on social media tools, and launched Blue Galaxy, an IBM Community engaging millions of developers through social media.BUSINESS DEVELOPMENT: Funded/initiated training, sales assistance, and marketing campaigns to grow African developer ecosystem.

Armonk, New York, Ny, Us

Returned failing business unit to profitability, achieving 114% of quota while driving 26% YTY revenue growth and 11% YTY BP growth. Team went from last to first place in sales rankings. Implemented innovative individual/team development and motivational programs and improved morale and sales eminence. Turnover fell from 25% to 6% annually.

Armonk, New York, Ny, Us

Led team of 8 sellers with combined annual quota of over $54M. Designed and implemented business partner coverage model which was replicated across all brands. Achieved 105% of yearly quota. Ranked #1 out of 650 speakers at annual sales conference.

Armonk, New York, Ny, Us

Drove sales and profitability of Tivoli Business Partners. Addressed over 150 prospective business partners about Tivoli SW sales. Grew business partner sales revenue by average of 227%. Implemented partner recruiting model replicated across all software brands.

Armonk, New York, Ny, Us

Led IBM business partner network expansion strategy.• Recruited and enabled an additional 1K business partners and controlled $750K budget.• Created and implemented Relationship Marketing Framework, resulting in $700K savings and 1,700% increase in program benefit usage.• Developed innovative technologies, including correlation engines, internal dashboards, podcasts, and flash tutorials.

Armonk, New York, Ny, Us

Represented WebSphere Application Server and Application Development tools software to industry analysts, press, business partners, customers, and senior executives.• Collaborated with WW and BP sales with closings and pilot implementations.• Implemented the use of innovative new software technologies, resulting in $100K savings.• Addressed the UN about Open Source software at the WSIS Summit in Geneva.

Armonk, New York, Ny, Us

Recognized as first Linux Evangelist at IBM, responsible for WW Linux Developer, Academic and Pervasive strategy.• Led IBM Intelligent Vending Machine project which highlighted a WebSphere / Linux / Pervasive solution and was shown throughout the world at trade shows, customer events and the Annual IBM Stockholders meeting.• Designed, produced, and distributed over 1M copies of IBM Linux sample software CDs.• Follow on program led to creation of over 4K Linux applications using IBM software.• Controlled $450K annual marketing budget.• Created 8 Linux tutorials for developerWorks portal that were the most popular tutorials on the site.

Mim, International Management

Mba, Business Administration

Ba, Communications

Certificate Of Leader Development