093010 Ctx Resources Introductory Information (Clients)


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CTX Resources Introductory Information

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  • A great resource on how BI can improve Partner Channel performance: http://www.piraeusconsulting.com/blog/channel-performance/partner-channel/applying-business-intelligence-to-partner-channels/
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093010 Ctx Resources Introductory Information (Clients)

  1. 1. Introductory Information September, 2010 1
  2. 2. CTX Resources, LLC is a US Based Privately- Held, Specialized Global Services Firm • We deliver business partner channel marketing & sales resources to Information Technology (IT) providers with interim resource needs & ensure client satisfaction • Our global clients contract for IT channel marketing & sales execution support for one month to a year or more 191 POST ROAD WEST - WESTPORT, CONNECTICUT 06880 • Our flexible, low-risk & cost–effective staffing solutions are delivered via a global network of associates who are highly skilled, independent IT channel professionals • Learn more by visiting our business home on the 2 internet at: http://ctxresources.com 3 MORE LONDON RIVERSIDE LONDON BRIDGE SE1 2RE UK
  3. 3. The CTX Advisory Board Members are Former Senior IT Channel Marketing & Sales Executives Over a 25 year career at IBM Corporation Debra held key executive roles including VP of Global Channel Strategy & Marketing where she: • Served as senior strategist for a $26B partner channels business. • Innovated new “ValueNet” partner- to- partner network sales channels. • Implemented new go- to- market rules to minimize potential conflicts between partners and direct sales teams. • Acquired $48M of new high volume channel strategy investments & led its deployment with double digit growth. Debra Thompson New York City Metro • Was named to “Top Executives in IT Industry Channels” by Computer Reseller News. Over a 33 year career at IBM Corporation Mark held senior executive roles including VP Worldwide Business Partner Sales, VP Global Sales Operations & VP of Worldwide SMB Software Sales where he: • Had responsibility for all aspects of IBM’s worldwide business partner software sales, strategy and support. • Led a team of 3000 professionals in 170 countries responsible for all channel sales operations for all brands. • Had global IBM software SMB sales & marketing responsibilities. • Was a member of IBM’s Senior Management Team. 3 Mark Ouellette New York City Metro
  4. 4. The CTX Operating Team Understands How to Execute IT Channel Marketing & Sales Initiatives Over a 17 year IBM Corporation career Stephen held senior channel marketing and sales leadership roles where he: • Created & led the global rollout of the ISV Industry Solution Program that produced $200M in incremental revenues. • Led the creation & global rollout of the SMB Advantage initiative that produced over $300M in incremental revenues. • Managed $8M investment that yielded $500M of incremental revenues on 20 joint ISV marketing & sales initiatives. • Was an IBM Certified Professional in Market Opportunity Management. • Was a Computer Services Industry Sales Consultant. Stephen Reid, President Previously he was a partner in CPA, Consulting & IBM Reseller firms. New York City Metro Over a 27 year career at IBM Corporation Tim held senior channel marketing and sales leadership roles where he: • Led sales alliance relationships with key channel partners and global ISV’s such as SAP, Infor and JDA that resulted in over $2B of joint, global sales revenue. • Led reseller sales channel recruitment, enablement and go-to-market activities that resulted in $200M of incremental industry solution revenues for IBM Americas. • Applied his extensive knowledge of alternative routes- to- market and partner ecosystems initiatives to support 4 Tim Wheaton, many other key channel sales & marketing projects. VP, Marketing & Sales Chicago Metro He has also has delivered channel consulting services to other IT providers.
  5. 5. CTX Delivers Flexible, Low Risk & Cost Effective IT Channel Resource Solutions •Initial client services: • Needs analysis Client Services • Project scoping Bundle • Solution identification •Interim project resources: • Channel roles: • Marketing, sales, alliances & operations • Task specific projects: • Channel Design • Development • Partner Recruiting • Partner Enablement • Marketing & Sales •Relationship Support: 5 • Optional project management • Client satisfaction checkpoints
  6. 6. Recruiting Industry Leaders are Forecasting 90% Growth for Interim Executives this Decade (Fortune Magazine) -- By Jena McGregor, contributor March 15, 2010: 4:26 AM ET; Excerpts: •Jon Osborne, VP of research at Staffing Industry Analysts, estimates that the market for contingent management jobs will grow 90% over the next decade, to $26.6 billion; •Littler Mendelson, the giant employment-law firm, forecasts that as much as 50% of all hiring in 2010 will be contingent positions. •Taking advantage are white-shoe recruiting firms such as Heidrick & Struggles that started its own interim-search practice last year..” Source: http://money.cnn.com/2010/03/15/news/economy/executives_temps.fortune/index.htm 6
  7. 7. Interim IT Channel Management Job Postings Appear to Have Grown 300+% from 11/08 -3/10 % Job Posts* Growth in Interim IT Channel Job Postings 356% 317% 336% *Source: http://www.simplyhired.com. With Employment Trends, you can compare the frequency of job titles, companies, skills 7 and industries etc. This trend data is derived from millions of jobs indexed by Simply Hired, a job search engine. AMERICAS: Brazil, Canada, Mexico, United States; EUROPE: Austria, Belgium. France, Germany. Ireland, Italy, Netherlands, Spain, Switzerland, United Kingdom; ASIA PACIFIC: Australia, China, India. Japan, Korea
  8. 8. CTX’s Interim Staffing Solutions Provide Many Positive Impacts Versus Other Staffing Options IT Provider Sourcing Options Hire New Retain0 Outsource the Partnering The Business Impacts to IT Providers Employees Consultants Work with CTX Obtain specialized IT channel expertise Short term relationship commitment Full control maintained over the work No overhead burden for benefits Resources identified & pre-approved Maximum contract termination flexibility Minimized risk through quality guarantees Resource & project management options More likely to result in faster time to market Additional expertise available on request 8 Lowest costs per resource hour
  9. 9. CTX Associates are Highly Skilled IT Channel Management Pros with In-depth Experience Mark Answine NY, New Mark has over 20 years of IBM channel sales and alliance experience with ISV software partners and regional systems Integrator firms like Epic, York USA Fiserv, IBS, JDA, Meditech, Retalix and Primitive Logic. He is a partner channels sales executive with a wide range of skills to include: • Strong technical knowledge. • Solution selling expertise. • Creation & delivery of product education & enablement tools for / to business partners. • Extensive skills in organizing and executing partner-to-partner joint selling initiatives. Mark also worked six years in IBM Latin America and has Spanish and Portuguese language skills. Greg Burge – San Greg previously was an IBM Global Alliance Executive. He assembled, nurtured & led IBM relationship with major ISV software partners. This Francisco, CA Metro included Arriba, Salesforce.com, Chordiant, Lawson, KANA & Rational. These relationships generated over $100M in annual IBM revenues. Greg's major business skills are leadership, teaming, technology and business finance which he has leveraged to: • Help forge joint ventures through a deep knowledge of the critical success factors for venture capitalists and IPO underwriters.. • Lead complex, hybrid sales teams who win client trust and business. • Creatively link IBM divisions, departments in building effective and compelling client IT solution offerings. Greg earned IBM’s prestigious Client Executive Certification from Harvard Business School. Jerry Butlin– San Jerry has 15 years experience as an OEM/XSP relationship executive with Symantec, PC-Doctor, Hyundai Electronics and Mitsubishi Electronics. Francisco, CA Metro In these roles he executed strategies to create, manage, and expand their OEM/ XSP sales channel relationships. While leading this work Jerry: • Developed major Symantec OEM/XSP partnerships with HP, Intel, and Yahoo. • Created a new global OEM sales program for PC-Doctor that became their primary route to market. • Greatly expanded PC-Doctor’s OEM license portfolio via new strategic relationships with HP and IBM. • Closed a HP OEM joint venture for Mitsubishi helping them become a leading US monitor provider. Jerry is currently an independent IT OEM/XSP sales consultant Jeff Carter, Boston Jeff has 14 years of direct and indirect channel sales experience with focus on strategic alliances. He has built partner sales channels for MA ,USA CambridgeSoft & Hyundai Medis and held product development roles at Amazon.com, AT&T Wireless and Interleaf using the following skills: • Identification, negotiation and implementation of key strategic partner channels • Creation of product implementation and deployment framework within the channel • In-depth technical knowledge • Solution selling expertise Jeff currently runs his own business consulting firm and is a part owner in other businesses.
  10. 10. CTX Associates are Highly Skilled IT Channel Management Pros with In-depth Experience Paul Conacher- London, Paul is a former IBM software sales channel executive. He has 16 years experience building, developing and managing successful business England Metro partner with software systems integrators, resellers, distributor and ISV firms in the UK, Europe and the US. His past career roles included: • European transition and enablement executive for IBM-Cognos Channel Partners & their transition into IBM. • Sales executive for IBM Software Reseller Partners in Northern Europe. • IBM Software Value Incentive Fees program executive for Europe. • IBM Software global alliances executive for all 'Big 5' IT business consultancies in Europe. Paul is also a director of a UK-based channels consultancy firm. Robert Henson -Houston, Robert held a number of senior channel sales & marketing leadership position at IBM Corp. to include: Texas, USA • Program Director of IBM Systems and Technology Group (STG) General Business marketing. • Director of Marketing for a cross organizational team of 75 professionals leading joint marketing with 5000 Tier 2 STG Reseller Partners. • Global Marketing Programs Director of worldwide business partner solutions marketing. • Manager of Industry Solutions Marketing with IBM SMB Americas ISV channel partners. • Strategic Alliance Executive for key IBM business partner relationships. Robert is s a Certified Management Consultant (CMC) from the Institute of Management Consultants and also operates his own consulting firm. Mark Klapper -Dallas, TX, Mark has 20 years of experience in IT marketing & sales roles with IBM, Sequent Computer Systems and EDS. This includes 12 years of business USA Metro development roles with major IBM ISV partners like I2. Mark’s channel development skills have been sharply honed as a result of: • Strong technical knowledge developed by working over ten years as an IT Architecture Consultant to EDS & Sequent customers and partners. • Planning joint demand generation initiatives with portfolios of IBM ISV business partners. • Managing the execution of joint IBM / ISV marketing &sales campaigns to include lead capture, pipeline progression and ROI measurements. Mark also operates his own IT solutions marketing consulting firm. Peter Propp – New York Peter has 15 years of IT channel marketing & sales experience working with IBM business partners in the following roles: City, USA Metro • Business Unit Executive - WW ISV Sales: Responsible for WW Revenue attainment from the Regional ISV ‘s in 2 key IBM programs: PartnerWorld Industry Networks (PWIN), and SMB ISV Advantage. • Manager, WW ISV Recruit Marketing & Business Development: Responsible for marketing campaigns to recruit ISVs to IBM's on-demand roadmap, including WebSphere, DB2, Lotus, Linux and IBM eServers. • Business Development Manager, Websphere Software: Responsible for the initial development of the WebSphere Software Family Peter also runs his own marketing consultancy and is an equity owner in several start-ups.
  11. 11. CTX Associates are Highly Skilled IT Channel Management Pros with In-depth Experience Mike Ruff – Atlanta, GA Mike has 11 years of business partner channel sales experience with hardware, software and IT systems integrator firms. He s recruited and USA Metro USA grown business partner sales channels for IBM, 3Com, Informix and Shiva. His extensive channel sales skills include: • Strong technical knowledge. • Solution selling expertise. • Recruiting and enabling VAR, OEM, and ISV software firm partners. • Creation and execution of joint sales and marketing plans and initiatives Mike also currently manages his own independent IT sales consulting firm. Lisa Schick – Jacksonville, Lisa has 15 years experience developing & managing partner sales channels for IBM, Highground Systems & FTP Software in the following roles: FL, USA • Channel Sales Leader, Americas - Analyzed sales needs and implemented channel strategies that increased brand awareness and revenue. • US Channel Program Manager - Developed & implemented strategic channel policies. Performed account management, sales, and marketing of TCP/IP networking software applications for national distribution partners, including Ingram Micro, Tech Data, and Merisel. • Channel Sales Manager - Performed sales of Storage Resource Management software, which provided store management, analysis, and planning software for resellers and system integrators. Recruited and trained more than 30 business partners in 12 months Lisa currently operates her own independent channel marketing & sales consulting firm. Jack Wagner - New York Jack held IBM executive roles with major global sales alliance partners to include Director of Business Development for the IBM / Cisco Alliance City, USA Metro and Alliance Executive for the IBM / SAP Alliance. In addition, he led many strategic IBM partner channels initiatives to include: • Development of IBM’s solutions strategy based on strategic alliances with software vendors for a total “solutions – based” selling model. • Pioneering alliance management practices with business partners. • Creating IBM’s channel enablement model to fuel the go-to-market. Jack is also an adjunct professor at New Jersey Institute of Technology’s School of Management.
  12. 12. To Learn More, Please Contact Any Member of CTX’s Leadership Team by E-Mail or Telephone It may make sense to consider participation in the CTX Associate Program because it blends the benefits of self- employment with the advantages of being a part of a larger, more capable IT channel services organization Individual E-mail Address Phone Stephen Reid stephen.reid@ctxresources.com 1-203-798-0078 Tim Wheaton tim.wheaton@ctxresources.com 1-815-547-3295 Debra Thompson debra.thompson@ctxresources.com 1-203-858-8219 Mark Ouellette mark.ouellette@ctxresources.com 1-914-494-6915 Also, Learn more about us by visiting our business home on the internet at: http://ctxresources.com 12