Wallace Management Group, a strategy and sales consultancy, works with start-ups, small and mid-sized businesses. David Wallace often engages with client companies as a fractional or interim executive - CRO, CSO, CMO, COO, CEO. I work with companies to develop their sales and market strategies. We then put the processes and programs in place to execute the strategies successfully. Wallace Management Group also works on targeted projects such as leading development of annual operating plans, writing and modeling sales incentive plans, and delivering sales and management training. Recent and current engagements:* Third-party network equipment provider - Brought into this company by its private-equity investors as chief revenue officer. In six months, I have reorganized the sales team, introduced a sales compensation plan that ties sales rep commissions to corporate goals, recruited and hired a VP of sales for "hunter" territories, recruited senior VP of sales to lead overall strategic sales (national accounts, key accounts and new business development). Also in the process of realigning marketing to support sales efforts.* Google premier business partner/reseller - joined national Google partner to assess its sales team and increase sales growth. In seven months, I realigned the sales team to support targeted markets, implemented sales compensation plan to align sales efforts with corporate goals, advised president, CTO, COO and VP Sales on go-to-market strategies. This resulted in a refocus of sales efforts and increase in the rate of sales growth.

TechCXO provides C level management to emerging, growth-stage and established companies in financial services, FinTech, InsurTech, software, technology, life sciences, manufacturing and services industries. We enable businesses to focus on core competencies by providing flexible, customized professional services supporting our clients’ strategic objectives and accelerating revenue growth. TechCXO partners with existing management to provide appropriate marketing and operating resources, experience and foresight to help take companies to the next level.TechCXO is a 12 time honoree on the Inc 5,000 Honor roll.https://www.techcxo.com/team_members/david-wallace/

The Sales Management Group guides companies to execute their sales vision by providing them with the sales organization structure and tools they need to succeed. We:* Ensure the sales team is aligned with the company’s mission, goals and strategy. * Define roles and responsibilities within the sales organization and develop clear lines of communications between sales management and the rest of the company. * Put programs and processes in place to support sales including compensation plans, territory definition, sales pipelines, territory management, forecasting and information systems. * Work with new sales leaders (vice president and director), creating 180-day on-boarding plans to ensure successful transitions into their new roles. * Work with sales leaders and producers to drive accountability. The Sales Management Group builds foundations for long-term sales growth.

The president of Talaris, Inc. recruited me to lead the company's Coin business unit. The Coin unit makes high-speed, high-volume coin counters and sorters for banks, credit unions, retailers and other cash-intensive businesses around the world. When I arrived, the Coin business had been in a slump for three years with revenue and EBITDA trending downward. I brought executive focus to Coin, initially in North America, our largest market, and later to Europe, the Middle East and South America. Talaris had always had a strong Coin team in Australia. In my first year leading Coin, we increased revenue by 26% and EBITDA by 43%. Over the next two years, we improved our visibility in and sales to Europe and South America.As managing director of the Coin business, I led the team as we outsourced production to Flextronics in Mexico. This enabled Coin to reduce fixed cost overhead by $1.5 million annually. I also directed the engineering team to focus on developing product innovations that drove a 12% decrease in COGS while introducing new features demanded by a changing market. We drove unprecedented demand for our flagship product in Europe and North America by insisting on the highest levels of quality and performance.Glory Group (Japan) acquired Talaris in 2012. Over nine months following the acquisition, I worked closely with the Glory team to integrate the Coin business successfully into the new Glory organization.

TGM, a private-equity owned company, brought me in to professionalize its sales team, build a sales and marketing infrastructure for growth, and drive revenue.Over the course of fifteen months, I hired eight new sales representatives, all experienced in selling turbine maintenance services to private and public power plants, upgraded sales collateral and marketing tools, and standardized TGM's contracts and associated terms and conditions.The results were that TGM expanded its market from the Southeast United States to providing maintenance services across the USA, Caribbean and into South America. TGM also recovered over 30 lost customers and grew to $30 million of annual revenues.

I founded MarketLINK to provide corporate clients with tools to communicate quickly and efficiently with their sales teams and customers. We offered three main services. (1) Communications and distribution of product announcements and sales tools from corporate headquarters to direct and channel sales teams. (2) Surveys of customers, channel partners and direct sales teams to identify market interests and trends. (3) Development of custom sales enablement tools. Among the custom tools we developed were channel incentive/award programs, best practices programs, sales tracking databases and sales lead management systems.As technology and the internet developed, we led our clients from physical distribution of information to digital media. We pioneered this move for many of our customers, including IBM. By implementing digital media, we saved our clients up to $1 million annually. Our clients included IBM, GE, FedEx, MeadWestvaco, Philip Morris International and Deloitte & Touche.