Industry Experience:
- High Technology
- Consulting
- Newspaper Publishing
Functional Experience:
- Principal for a $500K consulting practice, 17 years
Key Business Transactional Experience:
- I was a partner at the sales consulting firm, OnTarget. In 1999, Siebel Systems acquired us. I was responsible for gaining traction within the larger footprint of the Siebel sales organization. The extreme culture differences between the two organizations got in the way of successful integration. Lesson learned, culture matters.
- Consulted with Xerox Corporation, after they acquired ACS . Xerox had a goal of significant revenue growth via the integration of ACS services and Xerox products. My mission was to align the respective sales organizations to create a single culture, consistent practices and customer collaboration.
What is the most important skill you bring to a corporate board?
- Over 20 years experience in raising the effectiveness of Fortune 500 sales organizations to accelerate revenue growth.
- Knowledge of the critical success factors to accurately forecast revenue
- Best practices around leveraging CRM tools for improved pipeline insight and analysis.
- 15 years experience as an entrepreneur
- Energy, enthusiasm and commitment
