Seebeyond : integration technology www.seebeyond.com
The Challenge : Build a sales and marketing organisation capable of generating $4M revenues per quarter in Southern Europe.
Develop and implement sales strategies designed to grow the business in Spain, Portugal, Italy and Greece as well as motivate and lead a sales and marketing team in France and Benelux
- Within 6 months increased license revenues from 1.8 M$ to 5 M$.
- Within 12 months, closed deals with 5 major European accounts.
- Within 10 months, generated $2.4M in Italy.
- Managed market planning sessions to identify the potential, differentiators, and competition per segment.
- Developed a lead generation force through direct marketing and alliances.
- Helped the sales team to identify prospects needs, focus on closable deals and close deals.
Peoplecube : optimising space utilisation solution www.peoplecube.com
The Challenge : Peoplecube core solution was almost exclusively sold directly.
- 1 global alliance contract
- 2 global alliances started
Identified several partners' profiles to speed up go-to-market:
- -VAR selling services using Peoplecube's product as a value-add to their core business
- -Service partners integrating Peoplecube products.
Helped partners win several contracts using Peoplecube's solution.