Thomas Nicholas Email & Phone Number

Channel Choice Consulting LLC specializes in building indirect sales channels to power business growth. We focus on strategy, operations, outcomes, partner recruitment & enablement, partner delivered services, team building, and partner performance. Our sweet spot is helping companies in the software and technology verticals. See what a vibrant and healthy indirect sales channel can do for your business. Channel Choice Consulting LLC is headquartered in Orange County California.

Irvine, California, Us

Hired to create and scale Kantata's (formally Mavenlink) partnership program. Kantata provides enterprise-class Software as a Service (SaaS) that transforms the way services organizations work. With projects, financials, collaboration, resource management, and business intelligence in a single unified environment, teams using Kantata are able to connect, collaborate, execute, and thrive like never before.

Corona Del Mar, California, Us

Recruited to head up the partnership channel for Kareo. Prior to joining, Kareo had lost a large percentage of new business due to an underperforming partnership strategy. They needed to address this issue quickly, so I was brought in to put their partnership channel back on the right path. Today, the partnership channel represents approximately 40% of Kareo’s annual revenue. Under my leadership, I created a large number of successful partnerships and pivoted the channel to monetize and take advantage of Kareo’s scale.Notable Accomplishments:- Exceeded new booking targets in 2014 and 2015 by 126% and 146%, respectfully. In 2016, my performance was measured by MBO’s only - Grew the number of partners by over 300% - Negotiated and completed four new strategic agreements in August & September, 2016. These are some of Kareo’s most significant agreements in the company’s history- Strategically repositioned the partnership channel to take advantage of Kareo’s scope and product diversity- Structured, negotiated, and completed all partnership agreements and a large number of vendor agreements

Costa Mesa, Ca, Us

- Identify, develop, and manage new strategic alliance relationships.- Develop and manage a strong pipeline of new alliance opportunities.- Responsible for building business cases internally and support partner’s business cases to justify investment(s).- Responsible for contract management, solution implementation, and revenue optimization.

Irvine, Ca, Us

Advising on business operations and business development. Developed a complimentary technology channel strategy. Specific areas of focus include sales and marketing business functions. Evaluating inside sales verses direct sales approaches; including the effectiveness of the “freemium” marketing approach for Mavenlink’s business. Currently assessing how to adopt a service delivery model to an online service.

Bellevue, Washington, Us

Responsible for business development and channel sales for Western United States. Responsibilities include, channel distribution identification, product positioning, market development, business partner recruitment, and joint sales in key opportunities with channel partners.

Dublin 2, Ie

Promoted to drive product sales and services from software/hardware alliance partners throughout Accenture for half of the United States targeting the Consumer Goods, Automotive, Industrial Equipment, Retail, and Health & Life Science industries. Represented approximately 75 industry-leading vendors including IBM, HP, EMC, Dell, Oracle, Sun Microsystems, Computer Associates and SAP. Challenged to meet aggressive sales stretch goals by driving internal awareness of partner’s products, coordinating joint sales and marketing activities and personally evangelizing partner solutions to key accounts. Met with key customers to coordinate requirements analysis and preparation of proposals detailing TCO and ROI. Managed a team of 5 direct and multiple indirect Accenture personnel.Notable Accomplishments:- Regularly Top Ranked for performance for sales of over $300M with high profit margins.- Notably achieved 150% of resell clients goal delivering 27 new clients in 6 years against a goal of 18.- Increased profits 380% from $500K to $2.4M in 1st year.- Successfully drove account penetration strategies that resulted in additional $4.2M in profits from existing accounts.- Recognized for architecting new resell model that lowered costs for client and significantly increased margins for Accenture. Model was subsequently adopted globally.- Demonstrated superior negotiation skills with alliance partners and clients. Saved firm 233% or $8.4M in software costs at Caterpillar; saved 40% in data center servers and storage provisioning costs for multi-year outsourcing projects; and delivered $1.96M in additional margin for multi-year HP Managed Services deal with Interstate Brands (only deal of its kind in Accenture).

Dublin 2, Ie

Promoted to drive sales of Inquira’s knowledge management solutions globally. Worked closely with Inquira and Accenture management to drive strategy and align solutions with targeted accounts and industries. Traveled extensively to evangelize capabilities and competitive advantage to clients and Accenture personnel. Personally participated in client sales calls, facilitated Webinars and collaborated with engagement teams to integrate products into proposals.Notable Accomplishments:- Exceeded all performance goals including delivering $2.5M software and services contract with AT&T, recognized as largest deal at that time for this business partner. Personally developed SOW.- Closed agreements at such accounts as Arizona Department of Revenue and Verizon, Foremost Insurance Group, Choice Hotels International, Avis, 3M, and Nationwide Financial. - Noted as major contributor to BellSouth deal valued at $2.3M.

Dublin 2, Ie

Promoted to manage highly visible engagement with The Aerospace Corporation account, the nation’s premier system engineering and architecture services organization for military and national security space systems, launch systems, and launch and ground support infrastructures. Oversaw multiple simultaneous projects using standard methodologies to manage resources, timelines, budgets, change and risk. Accountable for overall success of each project from initial needs assessment and design through implementation, testing, support, training and customer satisfaction. Assisted in analyzing existing business processes and developing improved business workflows. Liaised effectively between executives, vendors, subcontractors and technical staff to define business needs, develop system specifications and overcome obstacles. Managed a team of ~45. Notable Accomplishments:- Exceeded goals and targets resulting in a high level of customer satisfaction and loyalty. Received Client Satisfaction Rating of 5 out of 5.- Successfully managed sales of approximately $3.0M annually.- Recognized for diplomatically driving consensus to halt major project with significant cost overruns and missed deadlines resulting in saving client ~$600K.- Managed ~40 personnel in major SAP 4.6B upgrade that included implementing new SAP GUI, retrofitting +300 programs, implementing 3.1, 4.0, 4.5, and 4.6 enhancements, upgrading and testing 250 plus business processes in Finance, Materials Management, HR Payroll, and converting all data. Notably delivered project at 10% under budget.- Collaborated with Change Management Team to revamp processes including creation of training materials, training delivery method, schedule, and measurement of results, notably resulting in little to no issues in Post Production. - Implemented new SAP Business Warehouse capabilities providing client with detailed, accurate, and timely reporting capabilities.

Dublin 2, Ie

Hand-picked for new offering called Solutions-in-a Box (SIAB) designed to penetrate small and medium-sized accounts by offering a fast, predictable and lower-cost enterprise-level ERP solution. Led team from Enterprise Business Solutions representing technology, change management, and process management to craft an end-to-end sub-industry solution that included application software, technical infrastructure, business processes, business readiness, maintenance and enhancements and program management. Charged to clarify goals, objectives, strategy, methodology, governance, communication plan, deliverables, and packaging. Managed approximately 30 personnel.Notable Accomplishment:- Delivered new solution that reduced implementation times by as much as 25% providing a competitive advantage for Accenture and cost savings for clients.

Dublin 2, Ie

Successfully managed SAP R/3 upgrade assessment project, including performing upgrade at Accenture’s Cincinnati Solution Center, analyzing Revlon's current SAP environment, assessing new SAP functionality from future releases, recommending and implementing upgrade approach. Key challenge was to identify and analyze numerous core software modifications made by client.Notable Accomplishment:- Delivered project at 20% less cost than budgeted.

Dublin 2, Ie

Managed team for order-to-cash process for the assessment and planning phase of ITT Cannon's North American SAP R/3 implementation including Financials (FI), Controlling (CO), Materials Management (MM), Production Planning (PP) and Sales Order Management (SD) modules.

Us

Starting as Area Sales Manager earned fast-track promotions to Regional Sales Manager and National Sales Manager based on consistently beating revenue targets. Notable Accomplishments:- Consistently ranked #1 as Area and Regional Manager- Averaged 120% of sales quotas every year for 8 years.- Managed as many as 15 Sales Managers and 75 Sales representatives.- Reorganized national sales force resulting in 20% savings.