Developed multi-tiered European sales channel strategy for major computer software developer. Assignment began with complete profiling of sales channel costs by country by industry focus identifying major market opportunities for refocusing. Customer and products were restructured under three-tiered channel strategy providing improved margins and Customer delivery.
Developed worldwide catalog operations for technical software developer. Assignment began with benchmarking of “best practice” catalog operations both in and out of the technical software marketplace. “Swat team” assimilated benchmarking results to design new order processing center in Amsterdam.
Developed and facilitated sales training for engineering consultants for an advanced generative engineering software developer. In response to increasing marketplace pressure for “consultative selling”, complete consulting training program was developed and delivered.
Managed sales team to conduct “big deal” sales diagnostic capabilities for one of the largest industrial firms in Italy. Client was transitioning from single software sale opportunities to integrated large-scale solution selling. Engineering cost/benefit analysis was developed that could be conducted at the Customer site within a week. Organization is now actively using these diagnostic techniques to increase their “big deal” winning percentage.
Developed and managed new engineering consulting sales team for technical software startup. Client was moving into new automotive marketplace and required new business development, channel development, and engineering consulting “solution selling” development. Organization doubled company revenue within two years of marketplace entry.
Managed development and design of new distribution strategy for one of the largest domestic computer mail order companies. Effort involved managing large Client team to analyze current operations and develop alternative distribution and configuration strategies. Final design reflected new product segmentation based on both product configuration complexity and Customer timing requirements. This strategy has now been implemented and is providing 25%+ productivity improvement over the former system.