John Kasper Email & Phone Number

Raleigh-Durham-Chapel Hill Area

Adtran acquired ADVA August 2021, which had purchased Overture January 2016. Unique role that supports Global Sales and Business Operations, with direct management of select customer accounts. Develop and implement business planning practices and pricing strategy, including inbound resale partnerships, the end to end quote to cash sales cycle, commercial management and bid governance. The most recent focus has been on driving a new recurring revenue model.• Developed indirect route… Show more Adtran acquired ADVA August 2021, which had purchased Overture January 2016. Unique role that supports Global Sales and Business Operations, with direct management of select customer accounts. Develop and implement business planning practices and pricing strategy, including inbound resale partnerships, the end to end quote to cash sales cycle, commercial management and bid governance. The most recent focus has been on driving a new recurring revenue model.• Developed indirect route to market. Negotiated reseller agreement with key partners establishing a partner led route to market complementing the existing direct sales business model. We grew indirect sales to 25% of revenue. • Won largest Enterprise deal in our software team’s history. Competing against one of the strongest software companies in the world, partnered with Dell to prove-in and test the solution. Crafted a deal that was a win / win for both companies. • 3rd party resell strategy. Determined target partnerships to drive sales. Defined business case and negotiated contracts with commercial terms that easily integrated into our sales model and commercial processes. • Pricing strategy focused on growing and preserving recurring revenue. Set strategic direction for converting perpetual business to a subscription first sales model. Introduced commercial governance from quote development through bid approval for our software business.• Sales Operations leader. Directed order processing team to manage $60M in global orders and partnered with Product Teams on business case development and pricing strategy rollout. Implemented pricing governance model and developed full financial statement outlooks. • Selected and negotiated the “best fit” ERP system. Collaborated with a cross functional team from Finance, operations, sales, engineering to satisfy requirements. Guided implementation of the system that dramatically improved financial reporting and demand planning capabilities. Show less

Partnered with the CTO and CMO to drive improvements in the Product development cycle. Focus on delivering on KPI's: per spec, on time, on budget, with quality. Focus on improvement: rigor, accuracy and transparency in the business case process.

New corporate business initiative, focus on developing core strategies with supporting processes and procedures for a $120M business. Team results were increased services sales from 17% to 24% of total sales. Growth areas included: managed services, maintenance annuity services, and OSS service assurance solutions.

Implement and monitor financial reporting requirements for Lean Six Sigma program rollout. The team managed projects providing $200M+ of annualized benefits to the corporation.

Finance prime supporting setup of processes and procedures for IBM Strategic Alliance.