Trina Ward Email & Phone Number

Los Altos, Ca, Us

Los Altos, Ca

Trina Ward Consulting provides advisory, strategy and sales enablement services to large and mid-size companies.Much of our work today in is IoT, both Enterprise and SMB solutions, with new market development and/or new routes to market being the focus. Our clients engagement include exploring new revenue opportunities and the partners/channels needed to establish or maintain market viability.Client engagements are primarily focused on sales strategy, market/channel expansion plans and new product introductions, as well participation or evaluation of messaging, solution value proposition, and sales approach/methodology. Engagements may also include execution of the proposed strategy/plans, which may take the form of staff augmentation in the areas of operations, program management and/or new business development. Key services include, but are not limited to:• Development of comprehensive sales strategies and operational plans that are aligned with core business objectives and sales drivers• Development, launch and roll-out of customer programs, industry programs and go-to-markets plans• Creation of cohesive direct and indirect sales execution plans, incorporating best practices for successful customer and channel partner acquisition, management and retention• Executive Sales leadership and BD management - management of people, processes and key accounts, as well as recommendations for build out with a constant focus on cost of sales• Contract negotiation and deal closure - software licenses, revenue share and complex deal structure and associated business terms

Santa Clara, Ca

IoT Strategy & Integrated Products – March 2015 to present Managing Director, IoT Market Development• Own product definition and go-to-market strategy for “Connect the Unconnected” and “Smart & Connected Things” • Team charter includes: Mkt/Biz Dev, Product Mgmt, Product MktgMarket Development• Leveraged work done and team built (ISD role) to deliver Industry insights and identify, engage, lead and drive market/industry specific IoT revenue opportunities• Identify & define specific IoT problems to be solved, products needed, and partner ecosystem (SI’s, OEM’s, ISV’s) required to drive scale and ensure market success• Working with industry associations and x-Intel, partner with ecosystem to gather use cases, e.g. target markets/customers, solution requirements, revenue opportunity and associated business modelsProduct Mgmt• Lead a Product Mgmt/Mktg team focused on solving IoT problems• Envision and architect IoT solutions, ones that leverage x-Intel assets, including partners needed to deliver solutions that serve the IoT needs in Energy, Healthcare, Industrial, Public Sector, Service Providers• Introduced Pragmatic Marketing; to allow for a more data driven approach to the development of market viable solutions, ones that deliver tangible benefits to OEMs, ISVs and their customersIntel Services Division (ISD) – November 2013 to February 2015 Senior Director, Industry Solutions• Recruited by the VP/GM of ISD to build and lead a team of industry solution (enterprise applications) domain experts who also had go-to-market skills needed to define, represent and package/productize industry specific E2E IOT solutions• Identified and validated customer needs and problems to be solved via the development of core value propositions, e.g. cost savings and/or new revenue sources for enterprise customers and their partner ecosystem• Engaged key go-to-market partners on new solution opportunities, with a focus on ISVs, OEMs, Service Providers

Los Altos, Ca

My practice focuses on both Enterprise and Local/SMB and the pursuit of new markets and new routes to market for next generation SaaS and mobile solutions. My work addresses new direct and indirect revenues and partners/channels engagements. I also assist clients in acquiring and closing large, complex opportunities that are part of a broader engagement that includes sales strategy, market/channel expansion plans and new product introductions. I also provide guidance pertaining to messaging, sales value proposition, and sales approaches needed to drive and deliver targeted customers and associated revenue opportunities.Key services include, but are not limited to:• Executive Sales leadership and BD management - management of people, processes and key accounts, as well as recommendations for build out with a constant focus on cost of sales• Contract negotiation and deal closure - software licenses, revenue share and complex deal structure and associated business terms• Development of comprehensive sales strategies and operational plans that are aligned with core business objectives and sales drivers• Creation of cohesive direct and indirect sales execution plans, incorporating best practices for successful customer and channel partner acquisition, management and retention• Formulation of sales targets, territory mapping, compensation plans, channel mapping and programs alignment; all focusing on sales productivity and revenue generation• Identification and roll out of enterprise and/or consumer target customer programs; industry specific programs and go-to-markets plansKey partner engagements (deal lead and closed on behalf of clients) included: Commerce/Retail: Amazon, eBay, Gilt Group, Walgreens, FSI - AMEX, Intuit, JPMorgan Chase, Citibank, Mastercard, Paychex; Mobile - BT, Motorola, Nokia, Rogers; Publishers - AOL, City Grid, Dex, Edo Interactive, Google, Mapquest, Sun-Times Media, Torstar, Yahoo!, YP US and Canada; Travel - AMEX, Orbitz

Sunnyvale, Ca

Reporting to the SVP of WW Sales, was brought in to develop the programs, processes and sales and support teams needed to drive Palm sales across North America• Direct management and sales accountability for 12K+ locations, e.g. Carrier COR, Preferred Dealers, Big Box Retail• Developed and drove indirect Enterprise/B2B Sales via TeleSales, Direct Sales, VAR and System Integrators• Expanded market reach via Distribution via Independent Dealers, Regional Retailers, Online/eTailEstablished, managed and measured sales objectives for a 300 person team:• Closed FY09 at 120% of sales revenue plan• From 6/09 to 6/10, sold thru >1.4M Palm devices (~$560M)• Drove Palm accessory attach rate of >25% (>$10M additional)Rebuilt the sales foundation and established a new sales culture• Rifle focused on delivering results, restructured the organization and hired 50% new field leadership• Rebuilt the outsource partner program, including sourcing a new partner to meet revised needs• Implemented SFDC to increase sales visibility, reporting and accountability to ensure all field activities could be tracked and measured, to ensure best practices could be utilized in all areas, regions and across partners• Revamped sales training from product centric to value-based and solution sales• Developed and implemented Sales Rules of Engagement to ensure proper channel engagement in the field

Los Altos, Ca

Hired by C-level executives to develop and execute comprehensive Go-To-Market strategies• All client engagements required working with and becoming a part of the executive management team to ensure that all customer and partner facing activities were properly aligned with the Company Plan and that all functional groups were aligned and prepared to support and achieve project milestones• Client engagements mostly took the form of interim leadership roles - VP Sales, VP Business Development, VP Channel Sales or VP Operations• Developed channel strategies and rules of engagement focused on both direct and indirect revenue generation; indirect via System Integrators, Resellers and OEMsClient products/offerings included B2B SaaS applications, B2C/B2B2C applications, Mobile applications, and Enterprises solutions with software licensing, service agreements, and/or revenue share modelsClients included both public and privately held companies• Public Companies: Comscore, Home Director, Symantec, Peoplesoft, First Virtual Corporation, NetIQ• Privately Held Companies: Jigsaw (acquired by SFDC), Blinglet, Zvents (acquired by eBay), edgeio, Confabb, uiActive, JustJOGO, Habeas (acquired by Return Path), MarkMonitor, Podloco, Navio Systems, ASTRI, Intalio (acquired by Everteam), Corticon (acquired by Progress Software) and Webify (acquired by IBM)

Redwood City, Ca

As part of a new executive team, was recruited by and reported to the CEO to accelerate revenues and increase customer base by:• Building out and managing the WW Sales and Business Development teams• Expanding the sales focus beyond carrier sell-in to include carrier success (sell-thru) and third party partnerships (device manufacturers and content management solution providers) needed to ensure in market success• Within 6 months, developing a sales pipeline which resulted in ~$3M in new software license revenues for 2002• Establishing a new carrier pricing methodology and associated processes and programs based on sell-thru tied to carrier data subscriber acquisitions (gross adds)Carrier Sales included, but was not limited to: AT&T, Bell Mobility, BT (O2), KDDI, NTT Docomo, SingTel Group, and SprintBD focus was on complimentary partners including, but not limited to: Hewlett Packard, Palm (Handspring), and Stellent

Pleasanton, Ca

Recruited by and reporting directly to the SVP WW Sales, was a key leader and contributor to Commerce One’s growth to >$400M in annual enterprise software salesProvided the Sales leadership for all new and strategic global sales initiatives, focusing solely on net new business (both direct and indirect) for Commerce One, including the sales engagement and all revenue associated with SAP, Commerce One's largest and most strategic global relationship (representing >50% of global revenues).Built and managed a global team focused on new/strategic initiatives, complex deals and new products/lines of business, delivering the following results:• 2001 & 2002: Developed go-to-market plans for all new and emerging solutions, with a focus on vertical/branded marketplaces, private exchange solutions, managed application solutions; key deliverables included: solution messaging, solution value proposition, business modeling tools, commercial/deal terms for complex software license agreements and SI rules of engagement• 2000 & 2001: Established and closed $40M prepay from SAP and drove all sell-thru revenues generated through the SAP global relationship• 1999 & 2000: Sold new opportunities by developing customer business case(s) for marketplace or vertical exchanges for: AutoNation, AT&T, BT, Citibank, Compaq, Eastman Chemical, GM, Helix Healthcare, Marriott, NTT, Promus Hotels, Rogers, Siemens, and SingTel• 1998 & 1999 – Established a viable System Integrator channel, including rules of engagement and the sales pipeline/forecast to drive new opportunities and revenues, above and beyond CMRC direct sales capabilities

Mountain View, Ca

Recruited by and reporting directly to the VP WW Channels, developed, drove and successfully executed all aspects of the North American channel strategyBuilt the entire sales, account management, marketing and technical support teams needed to launch, grow and maintain the Netscape's North American Channels, which included: Distribution, National Resellers, Retail, SI’s and VAR’s• Delivered $12M in new channel revenue in the first six months of service (FY05)• Grew sales in 1997 to $90M achieving 158% of plan and growth of 188% over 1996 ($48M)• Established effective sales processes and programs that allowed the consistent tracking of program ROI, channel product inventory and all expenses incurred to support the channels

Milpitas, Ca

• Recruited by and reporting directly to the Director of North America Channel Sales, delivered 20% of Quantum’s North American product sales and achieved the fastest growing sales channel• Grew assigned channel partner sales by 10X, from $1M/month to $10M/month in less than 18 months; while also creating sales and marketing programs that allowed partners to increase their profitability and gross margins by >2x• Promoted to Distribution Sales Manager after first year of service, after being recognized as the #1 field salesperson and North America revenue leader, by increasing territory sales by 48%, during a prolonged period of product allocation

Torrance, Ca

• Achieved $40M annual sales and managed two regional offices, each housing sales, support and administrative staff• Recruited and developed alternate sales channels, allowing GTSI to bid on and win ‘set aside’ business• Established strategic hardware and software partnerships that delivered new and significant business to GTSI• Promoted from Account Manager to Branch Manager after the first year of service, upon closing the largest sole source procurement (direct sales to US Army, Fort Huachuca) in a region, outside of the DC HQ office.