Boomeranged to one of my great work passions, Outsell, to lead the business development and revenue generating functions of this innovative market research firm in the information, data, analytics and technology spaces.

College for America (CfA), a unit of Southern New Hampshire University, is a unique education model that’s sold directly to businesses. CfA was created to disrupt current higher education models by radically reducing costs, and increase access for millions of hard working, modestly paid employees who never had a chance to obtain a college degree. CfA delivers low cost, high quality college degrees using a transformative, competency-based, self-paced approach that leverages technology, community support, social networking, employers, and community-based partners. I was a founding member on the leadership team of this groundbreaking education innovator. Our objective was to partner with employers nationwide to make competency based, accredited college degrees achievable to their front line non-degreed workers. My role was to build and lead the sales team while playing an important individual contributor role with key client partners and prospects. In less than six months we built a ten person, high performing, hybrid (hunters and farmers) sales channel. Three years ago we started with no revenue, a successful 200 student pilot, and grew to almost 5000 new students and almost $10 million in revenue in the last year. We also built the corporate clients/partnerships from 20 to 120 in that three-year time frame. The key to this success was creating an innovative insight and relationship consultative selling model targeted at HR and Ops VPs in key retail, healthcare, and financial services verticals. Our success hinged on identifying and providing solutions to important business challenges at the VP and C level in our target markets. The sales team, with marketing support, successfully communicated a differentiation strategy and selling approach that positioned CfA as a unique workforce development tool. The challenge, successfully met, was to create a sales team and market approach that worked in an unusual B to B to C selling environment. .

Spearheaded the development of a comprehensive change in the business strategy that focused on the creation of subscription based advisory services for this “Emerging Technology” market research firm. * Grew the traditional business base by 24% in 2012 while establishing the selling infrastructure for the subscription services. * Built the business elements and led the selling effort that resulted in a 52% growth of the custom revenue. * Instilled a new company culture that focused on addressing client’s business needs/challenges with IDTechEx services/solutions.

Led the business unit of this "small company" compliance information publisher into new, higher end markets and other technology/tools partnerships. * Business unit growth averaged 19% annually over two years. * Restructured and expanded the sales operation that led to the business unit’s revenue growth * Reengineered the account management and customer service support functions for the department. This effort improved renewal rates by 8%. * Developed new channels with content partners, learning management systems providers, and other technology/software providers to the compliance marketplace. * Established and led the BLR Pricing Strategy Team which increased the profitability of the web based products/services.

The leader in new market revenue for this market research, advisory, and consulting company that focuses on the entire information industry. Business development professional that’s been the leading new revenue generator for five years. Developed a comprehensive value proposition that jump started new revenue growth in two key markets. Specialized in the development of new markets with little or no previous business. One of which became the company’s second largest market within 2 years. Acquired and shared comprehensive information industry knowledge from “search disruption” to “print/digital advertising spending shift”. Used the knowledge to drive new business development successes. Developed expertise in the B to B advertising market and its shift from print to online.

Built the Sales, Marketing, and Customer Service operation of this startup, web based state regulatory and legislative information business from scratch included all pertinent infrastructure. Developed the strategic and tactical sales and marketing plans that drove revenue from $75K to $1.5 million in less than 18 months. Instituted a CRM solution, hired/led a team of relationship consultative sales representatives that consistently exceeded their sales plans.

Creator, Developer, and Leader of a series of innovative marketing/selling strategies that broadened the electronic distribution channels of this industry leading publisher of EHS regulatory information. Doubled the revenue base within 18 months.