Steve Wagstaff Email & Phone Number

Proudly leading the best Presales team on the planet, I’m humbled to be part of this amazingly diverse, incredibly tenacious, and highly motivated team of talented, creative geniuses. Together, we’re continuously innovating, reimagining, and refining Presales to ensure competitive advantage today and into the future.

Greater Detroit Area

With a global team of over 300 of the world’s best solution consultants, value engineers, strategic architects, and proposal managers, we are maximizing the value of key interactions with OpenText prospects and customers. Years of execution, field experience, and research provide a deep understanding of, and ability to articulate, the best practices that must be implemented to simplify, transform, and accelerate customer business processes in order to produce positive business outcomes. This results in increased loyalty, improved customer centricity, and increased CLV.Results:FY17 - Integrated 140 new team members from the Enterprise Content Division of Dell EMC acquisition; second consecutive year of decreased attritionFY16 - Median revenue influence per presales resource as a percentage of total license/MCV improved by 25% while attrition decreased

Dallas/Fort Worth Area

Responsible for a high performance team of sales professionals helping customers solve complex business problems through creative application of OpenText’s comprehensive portfolio of Enterprise Information Management (EIM) solutions across the TOLA region. Facilitating a shift in sales methodology towards a strategic named account model that places a premium on customer centricity and insight.Results:FY14: 178% quota attainment (prior to my tenure, quota attainment was 58% in FY13)FY14: #1 performing sales region in the company

Spearheaded the development of a comprehensive value engineering discipline and methodology for OpenText Corporation, a $1.2B enterprise software company. Designed and implemented a repeatable approach for business process inefficiency mapping to value creation, including field execution tools and customer deliverables. Assembled a team of high-performance value analysts to increase sales success by providing process centric domain expertise, business case justification (capital budgeting analysis including detailed cash flows, NPV, IRR, MIRR, Payback Period, 3-Month Cost of Delay, and ROI projections), account profiling, blueprinting, and roadmap assessment. The team creates, maintains, and delivers a fully integrated set of tools, services, and collateral to support each stage of the sales cycle, enabling an effective, repeatable sales process. Results include higher win rates, reduced discounting, increased deal sizes, shortened sales cycles, and competitive differentiation.Results (North America):In FY13, deals with VE involved were 548% larger than deals without VE involvementIn FY13, VE was involved in 16% of deals closed, yet influenced 50% of overall revenueIn FY12, win rates with VE involved were 52.38% versus 41.25%, an improvement of ~27%In FY12, deals with VE involved were 367% larger than deals without VE involvementIn FY12, VE was involved in 16% of deals closed, yet influenced 29% of overall revenueIn FY11, win rates with VE involved were 62.77% versus 38.71%, an improvement of ~62%In FY11, deals with VE involved were 398% larger than deals without VE involvementIn FY11, VE was involved in 10% of deals closed, yet influenced 30% of overall revenue

Pioneered the concept of a role that was part sales, and part consulting, still in use today. Called Client Strategy at the time, responsibilities included business process analysis, demonstration strategy and design, proof of concepts, conference room pilots, and other activities required to help close large, complex sales opportunities. Documented the delivery methodology and best practices for delivering successful POCs that could be leveraged across all solution consultants. Enjoyed a near 100% successful close percentage on deals utilizing this approach, regardless of the competitive landscape or business problem.

Created and implemented a repeatable methodology and packaged service offering (called Deployment Assurance) to provide for earlier realization of value for OpenText customers after identifying gaps in our standard implementation methodology that were impeding follow-on sales. Created the concept of PSOs (Packaged Service Offerings), and later led the Strategic Solutions Group within OpenText Global Services resulting in increased sales of professional services and significant incremental revenue each year for the company. In addition, co-authored eMethod, the OpenText methodology for delivery of all Professional Services engagements, still in use today.

Led group calendaring sales after OpenText's acquisition of Campbell Services, Inc. Directed the integration of the Campbell sales team with OpenText, helping to build out a centralized inside sales and new account development division headquartered in Livonia, MI.

Led a team of Account Executives responsible for 50% of the Americas license, maintenance and Professional Services revenue. In addition, was responsible for account-based marketing efforts and lead generation campaigns within the assigned territory. Campbell Services, the makers of the world's first cross-platform group-calendaring software was later acquired by OpenText Corporation.