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Strategy & Business Development

Work Experience

18 years experience in sales and business development. Interim for over two years
May 2000 – Current: X Point International
X Point provided business development, strategy development and business planning services. These services are delivered as part of an interim engagement through a Business Alignment Planning framework. The framework covers all business dimensions including, Goals, Success Factors, Processes and Resources. Used as a tool in an engagement a client can be quickly assessed and a winning strategy developed.

Finnish Startup: Developer of XML Integration Tools
· Assisted with development of business plan for presentation to VC’s
· Restructured company into three divisions – Content Services, Solutions and R&D Innovations Labs
· Implemented Sales Policies and go to market Strategy throughout Nordic region.
· Attended board meetings and advised on vertical market developments including:
o Knowledge Management
o Business Message Routing
o M-Commerce – devised high level design for predictive vehicle servicing using Telematics, GPRS and XML in collaboration with Bell + Howell
· Identified potential technology partners including Softquad, Soltima and ICL

Synergex International: Application Software Vendor (similar to Progress)
· Managed European Customer base: Advising them on strategy, emerging markets and applicable Synergex technologies
· Increased utilisation of EU based technical consultants
· Achieved overall revenues (Sep 2000 – May 2001) $900,000 (37% Growth)

Clarient Consulting (Object Resources Inc)
I was responsible for sales of offshore software development services in the ERP arena (Baan & SAP). The company abandoned this offering and I moved into product sales for Clarient XML/Server and Knowledge Management Services sales. Company ceased trading in May 2000

Cognizant Technology Solutions
I was responsible for sales of offshore software development services. Secured contracts with major telco for £340,000 and software house for £180,000. Developed affiliations with Certus (Association of IT Directors) to create a high level presence within target customers.

Mortice Kern Systems
I was responsible for channel sales of the company’s configuration management, content management and UNIX conversion utilities. Secured major contracts with; Credit Suisse, Accuris, Schroders, Salomon Smith Barney.

SQL Software
I was responsible for new business and add on sales of the companies Software Configuration Management product – PCMS. I managed a number of major accounts including Glaxo, AWE, ICL, Lucas, Smiths Industries and Rolls Royce/BMW. Secured new contracts with GCHQ with individual targets. I also started the PCMS User Group, which provided valuable input to the onward product development and reduced customer attrition.

Readmar Systems
The company was a reseller for Intersolv (PVCS). I grew the customer from 0 – 187 including; Barclays Bank, Barclaycard, Marks & Spencer, Racal Electronics, Midland Bank, Centerfile, Natwest Markets. I Produced marketing collateral and identified synergistic technologies such as SQA TeamTest and Quality Workbench. I also started a seminar program around these technologies which when bundled provided a comprehensive software development management solution. I also coordinated the launch of TM/1 – a multi dimensional database. Secured a global agreement with Reuters other customers included; Bristol Myers Squibb, Royal Bank of Scotland, Salomon Brothers, UBS and Elf Petroleum.

Education

Qualifications
HND Electrical Engineering, HND Electronics
4 O Levels – Mathematics, Physics, English Language, English Literature
5 CSE – Metalwork, Technical Drawing, Biology, History, Arithmetic

Sales Training
Big Ticket Selling, Solution Sales, Powerbase

Technical Skills:
C++ Programming, Visual Basic, Lotus Notes Database Development

Professional Memberships
Basic Cat Enterprises (Entrepreneurial Community for VC’s and High Technology companies)

XMLORG.uk

Skills

Strategy Development
Business Planning - for VC Funding
Business Alignment
Performance Measurement (Balanced Scorecard & BAP Framework)
Knowledge Management

Sales Training

Other

Richard is a confident self-starter focused on achieving customer satisfaction. Richard is fully conversant with Internet technologies particularly in the content management, wireless and EAI arenas and has a thorough understanding of how these technologies are applied to provide innovative solutions to common problems. Richard has a consultative style, which enables the effective communication of vision and strategy to customers.

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