JumpStart Sales Consultants

PAS Global, Houston, Texas                                                                                  2.5 Year Effort

   Consulting effort which led to Senior VP, Global Sales 

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• Objective:  Phase 1:  Asses the current team and process, create a new sales strategy and drive new sales in the cybersecurity space. Phase 2: Continue to grow core Operations/Safety Management business while building a self-sustaining team to address a new cybersecurity product and services offering in the O&G and Chemicals industries.

• Results:  Transitioned geographic product-based sales team to account focused portfolio sellers, realigned the sales processes, hired direct sales and leadership and overall aligned new organization to focus on larger enterprise deals. Significantly increased large deal pipeline and orders improved by 30% year over year.

• Reference:  Under the guidance and leadership of JumpStart (Neil), we rebuilt our sales processes, increased our large deal pipeline in our Cybersecurity and Operations Management business and grew our sales organization. As a result, we met and exceeded our goals and he left us with a self-sustaining sales team.  – Eddie Habibi, CEO and Founder, PAS Global

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Allegro Development, Dallas, Texas                                                                 10+ Month Effort

   Vice President Americas Energy Sales

 

• Objective:  For a newly developed Energy Industry Vertical and by leveraging existing resources, assess and build a new sales team while making the technology and services numbers in the highly competitive Energy Trading and Risk Management (ETRM) domain.

• Results:  Hired resources, aligned new organization, managed the existing and new sales team and achieved over 200% of the previous year’s license and services numbers. ( 400 new users and over 100% of target plan).  Direct contributor and player-coach on many key complex multi-million dollar sales and transitioned new organization into Allegro. 6/7 on new key new deals in the Natural Gas vertical.

• Reference:  “Neil (JumpStart Sales) was instrumental in us achieving a great revenue year and put us firmly in a leadership position in the new energy sales vertical”.  – Ray Hood, CEO Allegro Development

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Rive Technology, Inc., Cambridge, MA                                                   12 Month Engagement

     Vice President Sales (Executive Team Member and Company Officer)

 

• Objective:  For this start-up based on MIT developed technology, design and execute a first of its kind high growth executive value selling global sales model in the FCCU Catalyst Industry.  Achieve first sales, build pipeline and align with partner network.

• Results:  Designed Rive’s sales model from the revenue objectives, sales process, sales roles, hiring plan, sales tools, metrics and compensation resulting in a 5 year pro-forma sales budget. Managed the executive sales relationship with the company’s catalyst manufacturing partner.  Developed a pipeline for first technology demonstration sites, and planned and participated in global business development activities which resulted in a pipeline of 5 qualified pilot refineries.

• Reference:  “The planning and upfront business development work performed by Neil and JumpStart put us on a path for success and led eventually to our first sale of licensed technology”.   --Larry Evans, Non-Executive Chairman of the Board, Rive Technology

 

WellPoint Systems Inc., Houston, Texas                                                               9 Month Effort

      Senior Vice President Worldwide Sales

 

• Objective:  For this turn around in the Oil and Gas ERP space, reengineer the 20 person sales team and create a global solution selling organization around the Microsoft Dynamics technology. 

• Results:  Helped to transform the company’s strategy and re-aligned the existing sales team. Built and executed new sales processes and expanded sales internationally, achieving an 18% YOY license revenue growth. Created, expanded and leveraged partnership network and built new ROI and business value messaging and sales tools.

• Reference:  “The experience Neil provided during this critical period at WellPoint significantly helped align the company and “connect the dots” to maximize our revenue potential”.  – Rick Slack, CEO WellPoint Systems Inc. ( Now P2 Energy)

 

Other Selected Past Efforts:

 

1. Sales Process Definition, Focus and Internal Change Management

2. Strategic Global Account Planning and C-Level Sales Execution

3. The Creation of a Solution Sales Force

4. Sales Recruiting and Performance Assessments

5. Acquisition Assistance and Assimilation of Multiple Sales Organizations

6. Pro-Forma Sales Process and Budget for 5 Years

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