Kevin Barney Email & Phone Number

Boston, Ma, Us

Watertown, Ma, Us

Naperville, Illinois, Us

Accomplishments:# Developed, implemented proactive GTM plan targeting K-12 school districts with 10K+ students leading to creation of $15M new qualified pipeline since October 1 (average ARR increased to $42K v. $9K PY)# Introduced solution-based sales process to improved pipeline quality and close rates and to maximize value provided to potential clients# Recruited, trained, and managed high performing field sales organization consisting of 8 Sales Professionals and 4 Business Development Representative# Relaunched salesforce.com to support refined sales process and facilitate activity-based forecasting and decision supportResponsibilities:Overall management and execution of GTM plan as well as all sales related functions

Hicksville, Ny, Us

Accomplishments:# Restructured sales team and sales process to focus on ScholarChip’s school safety platform tocapitalize on its sustainable competitive advantage focusing on the top 125 K-12 school districts in theUS.# Pivoted marketing to “inbound” to position ScholarChip as a trusted advisor and build brand asthought leader# Added key target large school districts including NYC DOE (#1), Fort Bend ISD (#51), Atlanta PS(#91), contributing to revenue growth from $10.6M (2018) to $18.7M (2020P) and YoY growth rates of29% SY 2018, 11% SY 2019, 59% SY2020.Responsibilities:Strategic and operational leadership and management of Sales and Marketing centers of excellence todeliver sustainable and profitable revenue growth.

Westford, Ma, Us

Accomplishments:# Refocused sales and marketing efforts on higher ed membership organizations, collaboratives, andstate systems as opposed to individual institutions to leverage existing client relationships as well as theexpertise and skills of existing FolderWave staff# Secured multi-year contracts with Connecticut State College System, Massachusetts EducationalFinancing Authority (TCV $4 million)Responsibilities:Develop, implement, staff and execute comprehensive Sales and Marketing plan to accelerate revenuegrowth and maximize profitability.

Boston, Ma, Us

Accomplishments:# Grew revenue to $20.5 million from $5.7 million by successfully integrating CoursEval, Enrollment &Retention, Experience.com, and Epsilen acquisitions within budget while retaining key employees andclients and establishing a winning sales and service team.# Implemented targeting strategy to maximize revenue and profitability growth increasing averageaccount annual revenue for all product categories (i.e., CoursEval from $7,800 to $10,000).# Developed and implemented processes for A/R collection virtually eliminating A/R greater than 90days.# Formalized account management discipline improving client retention rate to 93% across business.# Successfully re-launched enhanced salesforce.com CRM to improve internal processes and customerdata.Responsibilities:# Recruit, develop, and lead high performing College & University and K12 Sales and Service team todrive sales and profitability# Establish, manage and direct sales and service plans to achieve aggressive sales targets tomeet company objectives. Manage, direct, implement, and execute business process and processimprovements in support of organizational strategy and objectives.

Us

Accomplishments:Grew revenue 269% from $12.6 million (2002) to $33.9 million (2006) and EBITDA 875% from$800,000 to $7.0 million during the same period. As a result of this success, Key Bank purchased TMSin October 2007 and integrated its Key Education Resources business into TMS.Responsibilities:# Recruited, developed, and led high performing College & University and K12 sales, service, andmarketing team to drive sales and profitabilityKevin Barney - page 2# Established, managed and directed school marketing plans to achieve aggressive sales targets andto meet company objectives. Managed, directed, implemented, and executed business process andprocess improvements in support of organizational strategy and objectives.

Dallas, Texas, Us

Accomplishments:# Successfully integrated sales organizations from Balfour and Taylor Publishing reducing costs andimproved EBITDA from $6 million to $20 million (2000-2002) on division sales of $180 million# Grew college sales from $5.5 million to $8.2 million as the College National Sales Manager during aperiod of declining purchase rates (1992-1997)# Developed policies, systems, and controls as the Sales Controller that leveraged the resources ofthe sales management team and instilled a sense of fair play in the field sales organization where littleexisted (1990-1992)Responsibilities:# Responsible for profitable sales growth of company’s largest division ($180 million in sales)# Recruited, developed and lead sales management team consisting of two Zone Vice Presidents,thirteen Regional Vice Presidents, and direct sales organization of 360 independent salesrepresentatives; worked closely and collaboratively with Senior Staff, Product Management, SalesController, Sales Training, Recruitment, and other functional areas to develop and support company’skey strategies and initiatives