John Durham Email & Phone Number

Atlanta, Ga, Us

Atlanta, Georgia, United States

Consultancy focused on Pricing, Monetization, and Go-to-market Strategy• Piloted packaging transition from widget-based sales (electrical controls) to a recurring SaaS subscription(energy management platform) and a projected $22M increase in private equity valuation• Designed future-state software architecture for daily optimization of energy costs across 3000 client locations• Prescribed targeted pricing strategy to pass through rising commodity costs achieving a 9.7% margin increase

Atlanta, Georgia, United States

• Led enterprise sales engagements ($400K – $1.1M ASV) from initial discovery through negotiation and close• Delegated outreach among prospecting team to target $1.5M sales quota• Initiated and nurtured executive stakeholder relationships across multiple large enterprises (>$2B/yr)

Atlanta, Georgia

• Retained 97% of subscription value (vs. 85% company average) over 4-year tenure (12 accounts; $4.5M ASV)• Industrialized elasticity-informed demand forecasting to allow >120 annual strategic price updates to be deployed across large enterprises (>$1.5B/yr.) in multiple industries• Achieved >$30M in annual revenue lift (1200% volume lift) via the cross-functional design and deployment of AI-generated promotional sales campaigns• Consistently achieved 95%+ adoption across multiple large selling organizations (500+ headcount) through best-in-class change management leadership

Greater Atlanta Area

• Increased customer retention by 9% through the design and implementation of “Onboarding Routes”.• Prescribed an optimal route investment plan to target route additions in crucial sub-geographies (~100 routes = $10M capital expenditure)• Increased customer satisfaction score by 24% by diagnosing and alleviating sales patterns that overwhelmed delivery capacity o Automatically generated complex schedules via custom optimization program. o Optimally balanced capacities of the operations, sales, and partner stakeholders (3600 events, ~400 locations, ~80 branches, ~20 sales groups)

Atlanta, Georgia

• Industrialized project delivery methodology for Netsuite Implementations. Presented a training session on the methodology in Mumbai, India• Lead NetSuite financials testing. Demonstrated functionality to obtain sign-off from client CFO• Lead Visio process workshops with client stakeholders• Forecasted internal costs, project completion dates, and made pricing recommendations for RFPresponses through ‘bottom-up’ analysis• Created sales literature presenting suitability of NetSuite to market directions• Managed the provisioning of NetSuite development environments, and transported configurationsbetween sandbox and production environments.

Greater Atlanta Area

Improved plant sanitation process• Determined task precedence relationships and critical path using PERT analysis and MixedInteger Programming• Interviewed employees using the DELPHI method in order to approximate statistical timedistributions for tasks within the sanitation process.• Calculated minimum headcount for which sanitation was feasible within the time frame dictatedby the Kellogg’s corporate office. This informed subsequent staff reduction decisions• Analyzed different perturbation scenarios and their effects on the duration of the sanitationprocess.• Delivered PERT network flow diagram and SOP for production start-up after sanitation wascompleted

Hannover Area, Germany

• Mediated EDI communication of key metrics (stock levels, lead times, etc.) between supplier and buyer ERP systems for all raw materials purchasing globally.• Implemented Ocean Freight Track and Trace and Process KBI's• Wrote system user manual for the ordering of Natural Rubber (80% of corporate purchases)