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Expert Profile NFSIM007

Key Skills & Experience

Core Skills

  • Realising client needs in Application Software, Cloud Computing Apps
  • Route to market planning and implementation, Channel development and programmes
  • Building, leading and empowering sales and marketing functions and teams

Client Experience

  • Mostly hi-tech including much experience with Web CMS, Cloud Computing, Software Applications and business solutions. Several start-ups
  • Successfully worked at all levels with many companies including; Flex-e-Vouchers, Wall Street Systems, Sigmex, Dell, Renishaw, Gefran, Intel, National Semiconductor, HP, Dendrite, Novell, Cisco, Microlog, Oracle, Newbridge Networks, Shiva, Nortel, Pictel, Hitachi, AMD, Fujitsu, SGI, Nestlé, Dixons, Netstore, Shiva, Bucon, GCL, Western Union (Fexco), LangCommLive, SmartSite, Fairford Electronics, Association of Labour Providers and many SME’s

Software, Solutions & Consultancy

  • Business to Business (B2B) development of ‘smart’ interactive Web Content Management System (WCMS, and Cloud based Apps) for Employee Intranets/Portals, Websites, Extranets, including developing themes, key messages, branding, layout, navigation, copy and maintenance
  • Interactive applications including portals for eHR, eLearning/training, electronic magazines (eZines),  Compliance, CRM/CEM (wrote CEM White Paper for IJCRM in 2002.), and Reseller Marketing
  • Guiding companies toward Web/Cloud enablement through accurate capturing and understanding of business needs; close management of delivery teams to ensure customer expectation management, key milestones delivery (both parties) and on time delivery/project performance

Routes to market

  • EMEA Channel Recruitment
  • Route-to-Market Consultancy and Training programmes for US companies
  • Design, and project management/delivery of Channel Certification programmes (ILT and eLearning) for international companies including Cisco, Microlog, Fujitsu Siemens, Newbridge Networks, Pictel, HP and Xerox
  • Design and running of Channel ‘SOM’ programmes for same, including the design of an on-line MDF claims and verification system for SGI
  • Conducted Channel development for Intel in Middle East, Poland and Romania
  • Set up direct routes to market across Europe for Dendrite
  • Wrote UK entry Channel strategy for SmartSite in 2006
  • 2006-2007 realigned Fairford Electronics OEM/Distributor model to a two tier system and wrote Channel policy plus all supporting collaterals and releases to help create ‘Pull’
  • Moderated several industry workshops at Channel Focus Europe (Baptie) as well as presented seminars on the practical communications/knowledge/eLearning uses of the Web
  • Customer Satisfaction/ISO9001, standard proposal design, SLA’s and KPI’s
  • Video contributor to Aberdeen University’s Masters in Knowledge Management 

Sales & Marketing Team Management (direct and matrix)

  • Led teams of up-to 45 people, re-motivating and leading existing ‘Tele’ and ‘Field’ sales people and building successful teams from scratch
  • Positive coacher, tailoring training to individual needs; taught teams time management, cold calling (AIDA based), Holden Powerbase/SPIN principles, how to create training materials and Customer services/satisfaction procedures
  • Also designed successful incentives, personal development programmes and KPI’s
  • Seeks to strike a balance between the needs of the business and those of the individual