MAKE IT GLOBAL CONSULTING S.L. - Consulting Services, Enterprise Software Industry

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Massimo Gentili, Founder and Head of Business Development at MAKE IT GLOBAL CONSULTING, is an International Business Development Executive, with 20 years of success developing strategies and leading team efforts that have produced outstanding results, valuable business partnerships, and solid growth in international public and private sector clients.

Technology sectors of expertise: enterprise software products and services, including Software-as-a-Service (SaaS) technology platforms, for Corporate, Education and Government sectors.

Core skills and competencies include:
• Management of international business in EMEA, APAC and LAC regions.
• Start-up global and local sales operations in mature and emerging markets.
• Channel partnerships and alliances: build, enable and lead partner networks.
• Long-cycle, enterprise solution sales (solution selling methodology), including RFP’s.
• Product development/launch, brand awareness and region-based marketing activities.
• Multilingual: English, French, Spanish and Italian.

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MAKE IT GLOBAL CONSULTING S.L. - Consulting Services, Enterprise Software Industry

  1. 1. Your Business Partner for International Expansion Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Massimo Gentili Director of International Business Dev Make it Global Consulting S.L. Web: www.makeitglobalservices.webs.com Massimo Gentili is an Advisor Member @ Gilfus Education Advisors Network Enterprise Software Solutions for Education and Corporate
  2. 2. The Consulting Firm Who We Are Global Expertise Our Services References Contact Us Make it Global Consulting is a London and Barcelona based management consulting firm, specialising in international business development, performance improvement and business advisory services to educational software and e-learning technology solutions providers for the Education industry. Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Our focus is on providing management consulting services on the business sectors where we have a solid and proven experience and track record of success. Learning Technology Software Solutions for Education and Corporate represent our primary area of focus.
  3. 3. Founder and Director of International Business Development Who We Are Global Expertise Our Services References Contact Us Massimo Gentili, Founder of Make it Global Consulting, is an entrepreneurial, Senior Executive with a proven track record of accomplishments in new sales and international business development. After a formative career in Management and Education, he has spent the last 18 years focusing on computer software solutions for e-Education, e-Government, and several e- Business sectors, consistently performing in business development and channel partnerships roles at leading companies such as Cisco Systems, Wimba and Blackboard. Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016
  4. 4. Who We Are Global Expertise Our Services References Contact Us Our core area of expertise: the EdTech Ecosystem Copyright©2016MakeitGlobalConsultingS.L.AllRightsReserved2016 Student Information Systems Learning Management Systems (LMS) Web and Mobile Apps Web Conferencing Analytics Tools Student Response Systems STEM Curriculum Apps Social Networking Tools Integrated Video Platforms Content Authoring Tools Integrated EdTech Ecosystem Environment Assessment Tools
  5. 5. Services Portfolio: Our Value-Added Who We Are Global Expertise Our Services References Contact Us 1 - Market Creation and Positioning: Sales & Business Development We build and develop strategies around selling and positioning new computer software products and services in the global marketplace. We develop trusted partnerships with software Vendors, generate a pipeline of opportunities and manage all aspects of the sales process from opening to closing deals. 2 - Channel Partner Strategy Support to develop an international channel strategy by covering all aspects including selection, recruitment, agreements, enablement, assessment. 3 - Lead Generation and Brand Awareness Attending key executive conferences and market events worldwide for demand creation and lead generation activities. Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016
  6. 6. Who We Are Global Expertise Our Services References Contact Us 4 - Sales Team Optimization Analysis, coaching and enablement services to build a world-class, highly competitive direct and/or indirect sales team (solution selling model). 5 - International Market Research Comprehensive analysis aiming at identifying the best target markets that best meet the client’s products portfolio. 6 - Standard Consulting Services A comprehensive SWOT analysis of our client's business to elaborate a strategy to expand in the global marketplace. Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Services Portfolio: Our Value-Added
  7. 7. Who We Are Global Expertise Our Services References Contact Us Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Business Case Study: WIMBA Key Tasks Performed and Achievements  Developed a comprehensive EMEA Territory Plan, including definition of priority countries and target markets, marketing actions, lead generation, pricing strategy, go-to-market, channel partnerships.  Re-positioned Go-To-Market strategy, including an new end-to-end solution pitch.  Developed a Channel Partner Program: setup and management of onboarding process.  Time Management: 3 months to work inside Wimba; 3 months externally with Clients and Partners.  Closed new client contracts and exceeded the sales targets set. After the engagement was completed At the end of the consulting engagement, Massimo was offered to join the Wimba Management Team. He joined the company and was later promoted to Vice President of International Channel Sales. Background info In June 2006 Massimo was hired as Management Consultant at Wimba Inc., a New York based company focused on virtual communication and collaboration SaaS solutions for Education. The scope of the engagement was to develop Wimba’s channel partner network and add strategic international clients. • Client: WIMBA Inc. (http://www.wimba.com/company/) • Service Performed by Massimo Gentili: Director of International Bus. Dev. • Timeframe: 6-month, full-time role (Jun/2006 – Dec/2006)
  8. 8. Who We Are Global Expertise Our Services References Contact Us • Client: HELVETA Ltd. (www.helveta.com) • Service Performed by Massimo Gentili: Director of Global Sales • Timeframe: 1-year, full-time role (Oct/2013 – Aug/2014) Key Duties, Responsibilities and Achievements:  Reorganized and started up the sales operations to build and lead the Direct and Channel Partner strategy: generated over $7M of pipeline;  Developed GTM stategy for the new SaaS solutions called "Elements“, resulting in developing solid Accounts with projects in excess of $300K avg deal.  Performed on-going market analysis of the business to regularly assess and advice the CEO/Board on all the Sales Strategy aspects of the Business Plan Background info Helveta Ltd, now called “Elements Software”, is a UK-based start-up provider of SaaS-based Control Intelligence System deploys a sophisticated library of analytics to asset data to predict and prevent business issues in the areas of business traceability and sustainability. Business sector: Corporate. Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Business Case Study: HELVETA
  9. 9. Who We Are Global Expertise Our Services References Contact Us • Client: MACMILLAN NEW VENTURES Inc. (www.macmillannewventures.com) • Service Performed by Massimo Gentili: Director of Channel and Alliance Mgmt • Timeframe: 1-year, full-time role (Jan/2015 – Jan/2016) Background info Part of Macmillan, the global media company, Macmillan New Ventures supports the entreprenerial efforts of EdTech start-ups to bring their solutions to campuses worldwide. Business sector: Enterprise software solutions for Education, Student Success and Retention, Analytics, STEM. Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Business Case Study: MACMILLAN NEW VENTURES Key Duties, Responsibilities and Achievements:  Setup and led channel sales operations in Europe, Middle-East, Australia, by creating a Worldwide Channel Partner Network.  Met business objectives and revenue target set for strategic positioning and growth in primary international markets.  Provided advise to develop Go-to-Market strategies to position the Macmillan New Ventures ’s diversified portfolio of EdTech companies:
  10. 10. Who We Are Global Expertise Our Services References Contact Us Worldwide References “I have been collaborating with Massimo as Head of Business Development at Make It Global Consulting, as a management consulting partner to my own consultancy i-Expand, to develop some joint business expansion projects in EMEA on behalf of Software-as-a-Service solutions providers and end-user clients. In particular, I have found his deep expertise on international markets for SaaS solutions, virtual communication platforms and e-Learning technologies as instrumental to effectively drive success on the client organizations.” Pilar Fernandez Hermida Head of Business Development at i-Expand “I have had the pleasure of working with Massimo during his time at Helveta. He is a true sales professional, he understands and meticulously applies a process methodology to sales. His pragmatic approach to understanding the customers needs and aligning a technology solution is impressive and I have enjoyed working in a number of different environments both in emerging and developed markets. Massimo also managed a remote sales teams based in Africa and South America, his enthusiasm and passion for getting the job done was very much passed on to his team who respected him enormously and worked tirelessly to close and drive new business.” David Kennan Director of Product Strategy & Marketing at HELVETA Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016
  11. 11. Who We Are Global Expertise Our Services References Contact Us Worldwide References Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 “I've worked with Massimo over a period of 4+ years to grow the AsiaPac educational collaborative solutions business together via the partnership between Wimba and NetSpot. Massimo is an extremely passionate results-oriented professional who by a combination of skilled management and raw energy is renowned for consistently exceeding targets. In short, you can depend on Massimo to drive success." Stephen Watt Regional Vice President at BLACKBOARD Australia & New Zealand Sharon LaDay Vice President Business Dev at MACMILLAN NEW VENTURES “Macmillan New Ventures (MNV) engaged Massimo to help implement its international channel strategy. Massimo’s expertise in not only channel development and management, but solution selling in emerging markets, as well, was fundamental to MNV achieving its aggressive channel revenue and program development goals for 2015. His significant background in both enterprise technology and education technology is a tactical, but more importantly, a strategic asset for any organization.”
  12. 12. About Massimo Gentili’s Market Expertise e-Learning and Educational Technologies: some examples of clients and markets expertise Who We Are Global Expertise Our Services References Contact Us Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016
  13. 13. Contact Us Who We Are Global Expertise Our Services References Contact Us Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Phone: +44 (0) 20 32869407 Skype ID: massimo.gentili Email: makeitglobalinfo@gmail.com Web: www.makeitglobalservices.webs.com Massimo Gentili Director of International Business Development Make it Global Consulting S.L.
  14. 14. Thank You Copyright © 2016 Make it Global Consulting S.L. All Rights Reserved 2016 Massimo Gentili Director of International Business Dev Make it Global Consulting S.L. Web: www.makeitglobalservices.webs.com Massimo Gentili is an Advisor Member @ Gilfus Education Advisors Network Enterprise Software Solutions for Education and Corporate

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