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N coutts profile for web

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  • 1. Nicholas CouttsNicholas Coutts is one of the worlds leading authorities on identifying and executingsuccessful routes to market. Coutts assesses client needs and then selects and maintainsthe optimum mix of direct and indirect channels and routes to market that will maximizemarket share, profitability and brand value. As an expert in the design and marketing to the service sector, he develops models, tools,processes and services which help companies go to market more effectively andefficiently.Coutts is currently based in London and serves as SVP Strategy with ExpertAlumni. Priorto that, he served as Vice President, Global Distribution Channel Strategy for IBM, withresponsibilities for channel strategy and development and the effective use of distributionchannels. This responsibility included the development and application of methods andprocesses to reach and support customers using IBM’s 48,000 business partners and 300direct sales reps in 158 countries. While at IBM, he also developed a curriculum for salesrep certification within the company and for its business partners.Coutts worked with Azlan, a distributor of networking technologies. In this role hedesigned certification programs for Cisco, Microsoft, 3Com and others.Specialties: channel marketing, sales engineering, distribution strategy, call centers,direct sales, web-based sales, sales training and certification, sales technology support,life cycle managementPrior Experience:Vice President Global Distribution IBMGroup Strategic Marketing Director AzlanEducation:M.S. Economics Kings College, CambridgeHighlights:Visiting Lecturer Royal College of ArtMember INCOSE (International Council on Systems Engineering and the Society ofProjectics)Links: (Note; these links will changeNick Coutts video profile • Market Segmentation • Engineering Your Routes to Market