IP Video and Power Transmission Vendor (Hardware & Software)Acquired by PhybridgeLed all sales, channel management and business development initiatives in North America, Latin America and Asia Pacific including sales process development and workflow management via Salesforce.com. Implemented sales and marketing strategies to target key customer segments including: end users, architects, engineers, consultants, system integrators and channels of distribution.• Grew sales from $8M to $25M with minimal new product development• Opened the data communication channel adding >$1M in incremental business within 2 years• Developed, launched and managed channel partner programs resulting in a direct/channel migration from 60/40 to 40/60 over 5 years• Created new product certification programs• While growing sales, reduced the number of direct accounts by 1/3, via movement to channels, dramatically reducing the impact on Finance• Launched the Project Registration process, to Integrators and Distributors, resulting in >$2M in new pipeline visibility within 1 year• Doubled the global sales force, yet maintained <23% cost of sales• Developed a Manufacturers Representative scorecard that resulted in the termination and replacement of half of all NVT Reps and boosted sales results by >15%• Developed 3 OEM relationships generating >$5M over 8 years• Launched the Sales Interoperability Lab to test product compatibility, before project proposal efforts, saving countless hours of technical support and equipment exchanges on the back end• Closed the largest international (China) and domestic transactions (Ross Stores) in NVT history totaling $3.3M over the past 3 years• Dropped international representatives, in favor of a direct model, resulting in a 10% cost of sales reduction and >20% increase in revenues• Pioneered the Indian market which eventually led to a no-go market entry decision due to minimal ROI forecasts

SaaS-Model Advisory Services FirmAcquired by Decision Matrix Group.Hired as Western Region VP to turn around the underperforming Silicon Valley office. Managed a team of 6 sales people supporting Fortune 50 technology vendors.• Restructured Western Region sales team and increased quota attainment from 70% to over 100% in the final 5 months of 2003.• Promoted to SVP of Strategic Accounts, in 2004, and offered Decision Matrix Group ownership participation.

SaaS-Model Strategic Consulting and Advisory Services FirmAcquired by Ovum.Built a global sales and client services organization, from the ground up, and developed strategies for each client segment including telecom hardware, software, service provider and the investment community. Active involvement in new product development with the executive management team.• Hired 9 factory and 5 agents to increase RHK sales from $3M to $23M in 3 years.• Developed 2 new products, for Financial Institutions and Corporate Development, that added an incremental $3M in 1999 and 2000• Increased renewal rates from 65% in 1998 to 82% in 2000 via proactive client services support model

SaaS-Model Consumer Market Research FirmAcquired by WPP.Transitioned Zona Research sales organization to IntelliQuest post-acquisition. Managed a team of 3 inside and 6 outside salespeople to achieve $7.5M of sales growth in 1998.• Drove over $1M in individual new business during Q4 of 1997 while aggressively hiring and training new team members

Software Integration VendorAcquired by Taos.Employee #5. Developed all sales infrastructure and processes for this Web software integration start up. Immediately began pursuit of end users IT organizations, with Internet technology initiatives, and software vendor partnerships to leverage the company’s integration capabilities.• Closed $300K in new business and established 9 vendor partnerships in 6 months

SaaS-Model B-to-B Database and Advisory Services VendorLed a team of senior vendor account managers, managing the top 50 accounts, and held the individual responsibility for 15 major accounts in the telecom industry. Tasked by Gartner Management to develop the entire sales force integration plan post–acquisition.• Trained the entire Gartner Sales organization on Dataquest products and value propositions• Offered a position as Gartner National Training Manager• Dataquest Rookie of the Year in 1998. President’s Club in 1998, 1990, 1993 (#1 WW), 1994 – 1996 (#1 US).• Achieved compensation “ceiling” in 1993 – 1995. Set numerous sales records.

Document Management VendorExcelled at every sales position held including: Senior National Account Manager, Account Manager, Account Representative, Marketing Representative, Marketing Trainee. Achieved President’s Club in 1982, 1983 and 1984 (#1 West), and 1987. Made Par Club in 1981 and 1985.