Navigating the Sales Maze: Finding Clarity Amid Complexity:In the ever-evolving world of sales, CEOs, CROs, CFOs, private equity operating partners and board members are all chasing the same goal: to elevate their sales organizations to unprecedented heights.Yet, this pursuit often feels like navigating a maze without a map. With the flood of data and rapid technological advances, it's easy to feel lost and overwhelmed.Data overload has made execution more difficult and for most sales organizations has left them confused and in disarray. The resistance to embracing new, AI-driven strategies further compounds the challenge, anchoring organizations in the past. It's a common scenario: immense potential stifled by stagnation and entangled in inefficient processes. A staggering 77%* of seller's time is lost to non-selling activities, forcing leaders to stand by helplessly as golden opportunities vanish into thin air.The consequences of these roadblocks are profound. Sales teams flounder in a sea of ambiguity, leaders grapple with unpredictable revenue streams, and the gap between current performance and peak potential widen. The difference between poor to good is large. The difference from good to great can be even more substantial.*2024 study conducted by Salesforce.com

Serve as a senior go-to-market advisor for Genpact and a top three global strategy consulting firm. Focused on the SaaS and general technology verticals. Areas of impact include AI and technology-enabled sales play development, ICP, revenue enablement, channels/partnerships, sales talent management, inside sales outsourcing strategy, development, and execution.

Based in Yardley, Pennsylvania, Rice Cohen International (one of the top 30 executive search and training firms in the US) provides executive search, consulting, and training services to a premier list of global clients across multiple verticals. From highly confidential executive positions to project searches building global sales organizations, Rice Cohen International has the professional expertise to fill your most challenging human capital needs.

Consultants, advisors, and interim operating partners for Cloud Software, Cloud Consulting, and other technology-focused businesses. We leverage technology and AI to drive significant productivity improvements across the GTM function while lowering costs.• Our work at M4 centers around working with predominantly private equity and venture capital portfolio companies, designing and implementing modern selling models from inception.• We drive exceptional results, improving sales effectiveness, strategy, and execution. We also meet the interim sales, alliances/partnerships, and corporate development executive needs of our client organizations and serve as interim and on-demand operating partners for our PE partners.• Drive business plan development for new market identification and execution. Work with the respective company's leadership team to gain Board approval and institutional support.• Researched, wrote, and developed books on selling effectiveness for the Enterprise Cloud Software and Cloud Consulting industries in collaboration with a few of the most successful Chief Revenue Officers in the space.• General modern sales transformation consulting around SaaS Playbook development, ICP design, customer journey design and execution, trusted advisor relationships, trust-enabled selling, and cognitive and behavioral analysis to identify, hire, and develop top-sales performers.• Consultant/employee Vice President, PE/VC Go-To-Market and Corporate Partnerships/Alliances Leader for N3 Part of Accenture for a two-year contract.

OUR VISIONHelp healthcare providers and payers, insurance companies, and governments improve quality, serve more people, and lower costs for everyone.OUR MISSIONUSE THE POWER OF INTEGR8 AI TECHNOLOGY FOR GOOD by helping healthcare payers, health systems, governments and insurers deliver better services and care and reduce trillions of dollars in out-of-control costs by making actionable data accessible in real-time, automating inefficient processes and preventing fraudulent, wasteful and abusive payments that drive up costs.Integrate AIIntegr8 AI is our patented core technology that automates and aggregates real-time intelligence around agent, service provider and customer data, behaviors, patterns, relationships, trends, decisions, content and transactions to improve data, provider, decision and payment integrity.IntegrityOUR CUSTOMERS4L Data Intelligence works with customers in healthcare, insurance, and government who share common goals to improve integrity, elevate quality and reduce cost in ways that streamline delivery and improve access to service and care for more people.

• Redesigned and relaunched from scratch, a corporate-wide PE Sales Program which achieved first year results of over 200% of YoY target.• Directly involved in 37 closed PE deals during first 12 months of program execution. • Designed, developed and received executive/board approval on a new go-to-market strategy including full redesigns of approach, partnership agreements and deal execution model. • Worked closely with the 130+ Ultimate Software reps in the U.S. and Canada on deal execution, PE protocol and program approach, while working each deal through the PE Partner relationships to ensure deal closure and margin satisfaction for both the PE firms and our executive team.• Built and maintained exceptionally sustainable relationships within the PE, M&A Advisory and Professional Services Advisory communities that enabled smooth, reliable, fast and successful sales transactions throughout the entire Ultimate Software sales channel.

• One year contract basis - launched a new cloud consulting company from initial design, business planning and on the ground execution. • Led the brand development, including joint creation of all marketing collateral, white papers, and solution design. • Hand-selected the three cloud solution partners: Anaplan, Salesforce/Vlocity, and Qlik.• Coordinated the overall alliance partner evaluation process. Led everything from executive relationship management to promoting our partner credentials and potential impact to paperwork completion and final approvals• Directly worked with our alliance partners’ sales reps in the Northeast and Southeast Regions at all three vendors to close new deals and prime our longer-term sales model.• Constructed the delivery team and sales teams entirely from my network.

My focus on been Trusted Advisor Relationships, Trust-Based Selling, Corporate Strategy, Leadership, B2B Marketing, Entrepreneurship and Organizational Development. I have been involved in research on the impact of Trusted Advisor Relationships in Selling, Lead Generation Modeling, Characteristics of Successful Leaders, Behavioral Traits of High Performers and Workplace Motivators.I have also been deeply involved on the selling side on most of my engagements for Duke, Trusted Advisor Associate, The R Group. and Pivotal Leadership.

• P&L and go-to-market leadership for a $50M+ practice. • Devised and drove a very significant change of GTM approach from a legacy Oracle, Microsoft and SAP to a Big Bet salesforce.com practice build. • Continued exceptional success with my New Practice Creation methodology. • Achieved 103% of a very aggressive target revenue goal for 2014 calendar results. • Orchestrated and led a very challenging SFDC practice and vendor relationship turnaround. • Re-energized a severely shrinking SFDC practice with zero U.S. practice and sales capability into a vibrant Americas focused team growing at 45% annually. • Recruited and hired the U.S. base sales and delivery teams (including the Global SFDC Leader) all from personal relationships. Leveraged my New Practice Creation methodology and team to allow a rapid buildout, rapid sales success and strong culture development/team cohesiveness. • Built a Cloud Strategy for HCL including a full business plan for creation of a SPV (Special Purpose Vehicle) to allow for this fast growth practice to fit into a slower growth outsourcing provider.

• Delivered growth capital and operations team support with two other partners who spun-off from Andlinger & Company, a very prominent middle market Private Equity firm. • Built the best team in the SFDC and general Cloud ecosystems and helped launched multiple new Cloud Divisions within established consultancies.• Conducted the initial research, analysis, business planning and business case development for the launch of a National Cloud/Salesforce Practice for a $375M Nasdaq publicly traded consulting firm.• Helped establish the Emerging Application Practice as an incubation mechanism for new vendor practice development firm-wide.• Built momentum within the eighty-five-member Business Development team through precise messaging, well timed road-shows and strong follow up. • Worked with our M&A team to develop an acquisition short list and to consummate our acquisitions of Clear Task and CoreMatrix, two prominent and extremely well respected SFDC boutiques. • Within 12 months of hire, helped to grow the practice to over 100 SFDC consultants through acquisitions and organic growth.

Partner and Founder of a $27M boutique consulting firm specializing in Oracle Applications, SOA (Services Orientated Architecture) and Web Services based consulting. P&L responsibility for the Northeast Region. Chief Strategy and Marketing Officer Nationally. Industry focus on Life Sciences/Healthcare, Utlities, Business Services, State and Local, and Media & Entertainment. Acquired by Zensar Technologies, a $150M Mumbai Stock Exchange Listed Consultancy in February 2007.

Senior Practice Director (Regional Vice President), Business Development - Responsible for a team of seven Business Development Senior Directors in the Northeast Region.• Generated over $25M in bookings in calendar 2002 with five member team. Achieved 140% of quota. Second highest (bookings) producing region (eight total) in North America. Highest producing region in CRM sales. • Generated over $8 million of direct consulting revenue in calendar 2002.

Director/Senior Manager, eBusiness Development – Oracle Northeast (ONE) Practice business development lead for the Oracle and Ariba Practices in the Northeast region.• Managed team of four Senior Managers. Achieved 130% of team quota achievement in fiscal 2000.• Generated over $12 million of direct consulting revenue in fiscal 1999. • Highest producer in 1998 and 1999 for National Oracle practice.

Senior Manager, Business Development - Financial Solutions Practice Territory management including prospecting, new business development and account strategy.• Exceeded quota performance 1995; 1996. * Attained President’s Club distinction fiscal 1995; 1996; promoted to Senior Manager June 1996.• Number one financial sales producer in national sales group during 1995 and 1996.• Increased territory revenue by 33% in fiscal 1996; 86% increase in 1995.