Expertise
Sales Enablement Executive * New Business and Startup Expert * Sales Improvement Consultant * Healthcare Industry Expert * Sales Team Mentor, Leader & Motivator * Business Development Executive * Pragmatic Marketing and Six Sigma Certified Marketing Professional * Strategic Sales Process Disciplinarian * Market-driven Growth Expert * Alliance and Partnership Facilitator * Chief Market Research Analyst * Buyer Alignment Expert * Country, Region and Territory Manager
Accomplishments
- CEO & Founder of a market-based performance improvement company dedicated to buyer alignment and escalating sales / marketing performance. Authored Buyer Alignment Model services, workshop and advice for IT and Life Science firms (e.g., Siemens, Misys/Allscripts, GE, Sage Software.)
- Founded vertical services for syndicated research firm, Meta Group (acquired by Gartner Group). Expanded client base to become the exclusive advisory service for 10% of the healthcare provider market in the United States.
- Advised over 30 IT vendors (e.g., IBM, EDS, HBOC, Sprint, SMS, Cerner, Compaq, TRW, Lawson Software, Peoplesoft/Oracle, HSS, Compucare, Seebeyond, Data General, SAP) on successful sales, product, and prospect positioning strategies.
- Successfully facilitated company alliances including HBOC/ESI, IDX/Phamis, Allegiance/Cardinal Health, Compucare/QuadraMed, Travenol/Dynamic Control and IBM.
- First Motorola vertical marketing director to deploy Six Sigma quality standards.
- Developed sales strategy, pricing, target customer, process, prospecting, positioning, lead generation, channel strategy, tools, quotas, product naming, and forecasting tools for healthcare IT startup creating valuation of $35M.
- Co-Founder and VP of Business Development of an ongoing $10M SaaS-based eProcurement/Supply Chain Company.
- Market-based research project enhanced acquisition price of software provider client by $10 million.
- Accomplished “Rainmaker”. Examples include:
- Generated annual new industry growth of 30% for previously absent hardware communications vendor (Motorola), growing business to 7.5% of company revenue
- Consistently earned TOP GUN sales status for IBM-based, HIS vendors while mentoring direct reports to “100% club” achievement
- Founded and generated $1 million in new revenue ($17K annual ASP per client) for a syndicated research company previously non-existent in health care
- Facilitated $10 million original investment for ASP-based supply chain application vendor focused exclusively on hospitals.
- Closed 2nd largest health system in nation 3 months after product launch garnering $10M run rate.
- Generated initial $1.8M business to validate new staffing model
Skills
- Excellent motivator, mentor and leader
- Exceptional presentation skills
- Extraordinary competitive positioning, marketing, branding and go-to-market expertise
- Expert research and analytical skills
- Unique evaluation skills can translate concept to reality
- Proficient at cross-organizational sales, marketing and product management disciplines and alignment
- Generate new sales opportunities using "Outside-In" validation methodologies
- Warm interpersonal persona
- Skilled writer and communicator
- Trained in Six Sigma/Lean process improvement and defect elimination
- Familiar with Agile project management and ITIL service management processes
- Proficient at all New Age technologies (e.g., Microsoft Office, contact/email management, Camtasia 5.0, FileZilla, MP3 recordings, PhotoShop, Adobe Acrobat 9.0, GoToMeeting/Webex, Dreamweaver, some HTML, autoresponders)
- Sales Xceleration Sales Enablement Advisor