Greg Mackinnon Email & Phone Number

Boston, Ma, Us

Portsmouth, Nh, Us

Loftware is the global leader ​in Enterprise Labeling and Artwork Management Solutions​ supporting customers across multiple industries driving efficiency, transparency and compliance across the end-to-end customer supply chain/value chain. Loftware redefines how enterprises create, manage and print complex labeling and packaging artwork and scale across a global landscape.

BrightDrop's mission is to decarbonize the last mile through smarter, safer, and more efficient ways of delivering goods and services. We're challenging the status quo of how fleets move, how parcels get to customers, and customers get their orders (BOPIS/BOPAC) so companies can do more with less and improve their customer’s experiences and commitment.Our charter is to help organizations gain tremendous competitive advantage, working with our team of experts at brightdrop, to help reimagine your customer delivery, service and engagement processes. The Value discipline was created to provide customers with a clear and articulated economic impact understanding to enable their BEV transformation journey plans, maximize profitability and cash flow, and support their business strategy, sustainability, and innovation goals.Notable contributions:* Reshaped Brightdrop GTM Sales deck storyboard; collaborated on content refinement* Drove material refinement of commercial sales process, infusing value elements throughout, and clarifying stage gate requirements to enable more effective opportunity qualification and investment* Developed highly interactive Value Selling Economic Strategy Models (decision acceleration engines) using gamification techniques, visual storyboard and informatics: ICE to BEV comparative TCO model; Trace Grocery Interactive Economic and Enterprise Planning Model (value of BOPAC)* Created Value Selling training content and methodologies; delivered multiple on-site and remote full-day and half-day workshop training sessions for Brightdrop and GM/Envolve colleagues* Architected business case supporting vertical integration investment; incrementally acquire portable charging assets for profitable lease-back to more rapidly enable customers' BEV savings journey by addressing and closing the gap to permanent infrastructure* Authored POVs on Value of Brightdrop Zevo (incorporating TCO savings NPV Cash Flow potential & Local / Federal Incentives)

Bentonville, Arkansas, Us

Insite AI helps large consumer brands make optimized Category Management and Revenue Growth Management decisions with our game-changing AI-based solutions. The company was formed to take major consumer goods manufacturers to the next level with usable, trusted, explainable, and granular decision-making and optimization using AI. Our Mission is to empower CPGs and consumer brands to lead and influence their retail channels.In a fast-paced technology start-up environment, in addition to engaging and selling InsiteAI consulting and SaaS services to new prospects, created Value Selling Methodologies and a tailored ROI model aligned to the unique InsiteAI value proposition. In collaboration with our Product, Marketing and Business Development teams, shaped and refined our Go-To-Market selling content.Authored Industry POVs and a created a library of Intellectual Property idea frames for systematic research and publication. Researched, developed and authored highly-tailored customer specific POVs dovetailing Industry dynamics, company strategy, benchmark performance, and strategic & technology risks to inform compelling business transformation options.Authored and hosted monthly Value Selling / Value Engineering training sessions with Business Development colleagues to support increasing value-centric sales motions.

Scottsdale, Arizona, Us

Blue Yonder, the world's only end-to-end AI/ML Supply Chain Platform company, helps organizations seamlessly connect their supply chain to drive incremental profit in an omni-channel world.Responsible for helping Retailers define, shape and execute long-term Business Transformation programs aligned to their Business and IT strategies by orchestrating and bringing the full resources of Blue Yonder to bear to help Retailers drive profitable growth and innovation; focused in the Grocery, Wholesale and C-Store segments.Notable contributions:* Created tailored value-centric technology enablement and digital innovation programs to help organizations rationalize complex application environments, prioritize phases to unlock business value and create self-funding future roadmaps through the lens of the end customer value-chain expectations and experience requirements* Consistently over-delivered on revenue expectations closing significant transformational SaaS programs anchored in business problem solving, strategy enablement, and value identification/realization (vs. traditional solution selling)* Developed value measurement tools aligned to economic value cases to help customers better enable and manage their value realization journey, fund future transformation phases, and invest in co-innovation opportunities* Mentored colleagues around business problem identification, value identification, and value selling

Alpharetta, Us

Aptos Retail (formerly Epicor Retail) was recently spun-off from Epicor Software to establish an independent company dedicated to Retail and focused on helping retailers "engage their customers differently” by delivering a singular commerce platform for seamless customer experiences.Aptos Value Engineering helps organizations with their IT-enabled business transformations through close collaboration with customers to align their business and IT strategy, help develop strategic roadmaps, enterprise architecture design, financial business cases to define the value creation opportunity, and underlying KPIs to support long-term value realization from investments.Notable contributions:* Designed, developed, and rolled out Value-selling frameworks, tools and methodologies to sales organization and post-sales Account Manager organization* Thought Capital authorship: Whitepapers, Strategic customer POVs, and Industry presentations centric to long-term value identification and value realization institutionalizing KPIs for value-based business management* Developed robust portfolio of automated and highly facilitative economic business impact evaluation tools: Automated Move the Needle model (patent pending), Enterprise ROI evaluation model, Omni channel Benchmarking tool, Comparative TCO tool, accelerated 1-day Strategic Roadmap facilitated workshop* Designed a Value University construct and course structure (80% Value Engineering course content, including select courses from Ted Ed, and Khan Academy) to support more robust value-based selling across the organization

Walldorf, Bw, De

Business Transformation Services (BTS) is the Management Consulting arm of SAP chartered with helping customers align and connect business strategy to implementation by combining industry thought leadership with a strong knowledge of SAP solutions to help customers achieve value by addressing the four interconnected pillars necessary to ensure successful strategy execution and business outcomes: People, Process, Solutions and Information.Led a North America team of 100 consultants providing differentiated business consulting services to bridge strategy consulting and functional consulting by translating business strategies, capabilities and requirements into optimized processes enabled by SAP-centric application architectures, and IT solutions that support long-term value realization.Notable contributions:* Streamlined professional services portfolio focused on Optimization, Innovation and Value Realization services* Up skilled & certified all consultants in Design Thinking methodologies; created incremental $150M+ services pipeline* Aligned services portfolio with other SAP organizations to support enhanced go-to-market strategy* Realigned reporting lines from Services Delivery to the office of the COO and redesigned performance metrics to support scaling impact beyond billable consultant hours to influence license and other services revenue* Grew revenue per consultant by 12% and profit per consultant by 15+%; delivered >50% operating margins* Expanded forecast horizon from 2 months to 5 months; Improved long-term forecast accuracy by 20%

Walldorf, Bw, De

The Value Engineering organization helps customers develop business cases for IT-enabled business transformations to support driving benefit realization throughout and post implementations to maximize return on IT investments.Recruited to contribute to the growth of the Value Engineering (VE) practice in North America from 50 to more than 80 professionals; hired to establish the first dedicated VE Industry vertical practice in Retail. Built and led a team of 10 professionals responsible for supporting $250 million in annual software license revenue across SAP Strategic Industries.Notable contributions:* Implemented an incremental investment go-to-market support model that was replicated across VE NA; reduced unproductive pursuits by >75%; helped grow $50M annual Retail software business to $125M within 2 years* Developed tools and content replicated across 24 SAP industries and reduced client deliverable creation time by 60%* Selected to lead NA team creating a co-innovation solutions portfolio; ideas expected to drive $850M+ in revenue* Awarded SAP Winner’s Circle, which recognizes the top 10% of performers, 4 times in 6 years* Selected to the SAP Top Talent Program, recognized the top 3% of performers at SAP

Siebel Systems, a global Customer Relationship Management (CRM) software company generating annual revenue of $1.7 billion, finalized their acquisition by Oracle Corporation for $5.8 billion in January 2006 (following the September 2005 announcement).Recruited to Siebel Systems to serve in a field based consulting role within a newly created 'value engineering' organization. Managed and led a team of 8 professionals in the CPG, Retail and Travel/Transportation industries and drove $100 million in annual software license revenue by utilizing value-based consulting techniques with customers.Worked with customers to optimize their sales and CRM service capabilities; defined and directed programs, managed cross-functional teams creating value-driven justifications aligned to process change and value realization requirements.Notable contributions:* Increased deal size by 25% at 60+ accounts by designing specific value-based deliverables for each customer* Redesigned qualification criteria for pipeline evaluation; improved high quality pipeline multiple from 1.4x to 3.2x* Spearheaded development and global rollout of CRM OnDemand business evaluation tool for inside sales team* Authored and facilitated full-day training workshops in Advanced Modeling and Financial Justification Techniques for the top 20% of Global Siebel Solutions Consultants in the U.S., Europe, and Asia Pacific regions

New York, Ny, Us

Mercer Management Consulting is now Oliver WymanMercer is a Global strategy consulting firm focused on customer-driven growth strategies and business designs from Fortune 500’s to Internet start-ups. Developed growth strategies across a wide range of industries; segmented customers, assessed markets and competitive dynamics, identified high-value growth opportunities and articulated go-to-market strategies.Recruited to the consulting organization. Multiple promotions from Analyst, Consultant, Associate, Senior Associate; selected for Partner track affiliated with Business Design Innovation Practice * Developed/delivered creative growth solutions for Fortune 100 senior executive/board level clients* Led and managed programs and client teams, oversaw the work of multiple MBA and undergraduate personnel* Developed intellectual property for Mercer practices* Taught quarterly courses in advanced economic modeling techniques to consulting staff for 5 years