CEO, Co-Founder & Director, DecisionLink
“Every deal we work on is associated with a customer project that has a business case. We should not expect high performance in our sales organizations if we as sellers don’t understand that business case, and the economic value of our solutions.”
I spent 30 years in enterprise software sales, sales management and general management. 125 quarters with a “number”, working for great companies and with terrific people. But alignment to customer business objectives and the quantification of that value was super elusive. Looking at customer survey statistics, it is clear that selling companies are not good at it.
If you’re familiar with Target Account Selling, or TAS, I’ve reviewed over 1000 TAS plans. Critical elements of TAS were missing over 90% of the time because key elements such as Unique Business Value, Critical Success Factors, Compelling Event, Time to Value, Economic Value Proposition and others were either missing or ineffective. TAS without those is like a body with a sick heart or a car with a failing engine.
That’s not limited to TAS. Pick your methodology, Solution Selling, Challenger, Value Selling, etc., etc., they all depend on this business alignment and are all rendered much less effective when that is missing.
It’s missing 95% or the time or more because there is no business application for value selling. So, John Porter and I founded DecisionLink to build that business application. It’s been hard, if it were easy, somebody would have done it already. We’ve solved some tremendously difficult problems and had great customer-partners participate in our journey. We’re not done, but DecisionLink ValueCloud is the first ever enterprise-class business application for value selling. And we’re just getting warmed up.
Forget altruistic notions of alignment for the sake of customer satisfaction. At the end of the day, the ability to do this helps build pipeline, improves close rates, reduces discounting and more. In short, it enhances our ability to attain and exceed sales goals. So, this is our passion and the genesis of DecisionLink, to bring the power of automation to this challenge for the firs time. Check us out and see for yourself the power of a world-class app for the most important part of the account relationship, communicating clearly “why buy, why from me and why now.”
CTO, Co-Founder & Director, DecisionLink
John comes from an extensive background of enterprise sales and sales
consulting. Prior to joining DecisionLink, John was in charge of CRM for Strategic Industries at SAP North America. John has also held management roles at Oracle and Siebel Systems. Additionally, John’s original technical background in systems and satellite engineering were formed at Sun Microsystems and Lockheed
Martin. John holds a BS in Information Systems Management from Salisbury
As Chief Sales Officer, Kurt Laug leads the field sales and partner alliance network for DecisionLink. He is responsible for driving growth and customer success for the company. Prior to DecisionLink, Kurt has 25 years of sales management experience with PepsiCo, CA, Siebel and IBM Software. Most recently, Kurt has invested and served as the VP of sales for emerging technology companies. Kurt graduated from the Michigan State University College of Business
Vice President WW Sales, End User Computing, VMware
Board of Directors
Jeff Mitchell serves as Vice President of Worldwide Sales for End-User Computing at VMware, a global leader in cloud infrastructure and business mobility. In this role, Mitchell oversees all global sales initiatives across the $1.2 billion EUC business. He is responsible for growing company revenue, forging strong customer relationships, and managing the EUC sales process to ensure his team achieves all quarterly targets.
Jeff has led significant growth in the EUC business by increasing value in the enterprise business while maintaining momentum in the volume business, resulting in growth from a $100 million mobility business to over $500 million in four years. Mitchell and his 800-person field sales team have also lead the Digital Workspace Transformation initiative to change and improve the way VMware employees and customers work by using EUC solutions. Jeff brings more than 20 years of executive experience in building and running successful sales teams to VMware.
Mitchell was previously CEO of Corrective Education Company (CEC), a leading software company focused on redefining retail loss prevention. During his tenure, the organization grew rapidly as they helped retailers significantly reduce time and resources to address shrink. Prior to CEC, Jeff served as Executive Vice President of Sales and Marketing for Americas at Manhattan Associates, the leading global supply chain management solution provider. Mitchell joined the Manhattan Associates as the first outside sales representative and helped grow the company from 50 employees and $15 million in revenue to more than 2,500 employees and $400 million in revenue. As a sales leader, Mitchell saw more than 15 years of consecutive profitability and revenue growth.
Mitchell started his career in a variety of roles at ADP and Summit Group, where he earned numerous accolades at both organizations for outstanding achievement. Mitchell earned a Bachelor of Science in business, management, marketing and related support services from the University of Indianapolis School of Business. He remains an active board member of CEC.
Executive Vice Chairman, Scientific Games Inc.
Board of Directors
Richard Haddrill is the executive vice chairman of Scientific Games Inc., a global leader in gaming technology. He previously was chief executive officer of three successful publicly traded technology companies — Bally Technologies, Manhattan Associates and Powerhouse Technologies — and has served on the board of directors of nine companies. Previously Haddrill was a Partner and Managing Partner at Ernst & Young, where he also served as National Director of Entreprenurial Services.
Haddrill is active in various charitable endeavors, including The Smith Center for the Performing Arts and Boys Scouts of America. He recently founded The Groop LLC (www.thegroop.com), a family office to invest in and advise a variety of private companies.
Managing Partner, TechCXO
Brad is the Managing Partner for TechCXO, the industry’s leading provider of fractional C-level executive services to high-tech companies. A renowned expert for enterprise sales, Brad’s experience includes his roles as VP and GM of OnTarget, the largest and most valuable sales effectiveness firm. OnTarget was acquired by Siebel Systems for $250 million.
Brad’s work over the years has included companies such as AT&T, Cisco, HP, IBM, Net App, Xerox, Cable & Wireless, Deutsche Telekom, SAP AG, and Schlumberger. Based on his successful work with major technology companies, Brad has a unique understanding of what is required to drive transformational change within sales organizations.
CEO, Partners In EXCELLENCE
Dave is a highly accomplished consultant and thought-leader on business strategy, sales and marketing, new product introductions and strategic partnering. He has held executive roles in sales, marketing, and general management with companies such as IBM, Tektronix, and Keithley Instruments. Within these roles, he has been a central part of the founding teams for Pertinence, Sports Retail Partners, and several other Web 2.0 and Enterprise Analytics companies.
With a strong passion for cultivating high performance companies, Dave has become a highly sought after as a speaker, commentator and writer, appearing in Forbes, the Wall Street Journal, Business week, and copious other publications. His blog, Making A Difference, is rated as one the the top sales and leadership blogs in the world.
Dave formed Partners In EXCELLENCE, taking a unique approach to providing consulting services. Partners In EXCELLENCE collaborates closely with clients to develop and execute high impact strategies and programs in these areas. The company further distinguishes itself by supporting its clients in the tactical implementation and execution of the strategies in addition to the consulting and strategic side. The approach leverages lean and agile principles, driving radical simplification and accelerating time to results.
Dave has honors degrees from the University of California at Berkeley with a BSME and from UCLA with an MBA. He is a member of ASQ, ASTD, the Institute of Management Consultants, Sales and Marketing Executives International, the Product Development Management Association and the National Business Incubators Association.
President & COO, Faction Inc.
David Scholtz is the President and COO of Faction, Inc.
Most recently was the CEO of Damballa, a leader in automated breach detection, leading the company through its acquisition by Core Security.
At Damballa, Scholtz re-built a leadership team and re-designed the company’s go-to-market strategy and personnel, as part of a turnaround that delivered record revenues and was recognized in consecutive years ranked on the Deloitte Technology Fast 500.
Scholtz has 25 years of technology industry experience and a track record of leadership at some of the industry’s most successful companies. As SVP, Global Alliances at McAfee, Scholtz’s organization was responsible for the alliances, joint go-to-market offerings, technology integrations, and embedded/OEM sales with McAfee’s strategic partners worldwide. McAfee delivered $1.9 billion in revenue in 2009, and in its largest acquisition to date, Intel acquired McAfee for $7.7 billion in 2010.
Before joining McAfee, Scholtz was VP, Worldwide Alliances & Channel Programs at HP Software. He joined HP through the $4.6 billion acquisition of Mercury Interactive, where he was VP, Americas Alliances and Channels. At Mercury, Scholtz re-architected and re-invigorated the Americas channel program resulting in 5x growth in the business over four years to greater than $100 million. Prior to Mercury, David started his career at Accenture (then Andersen Consulting) and was also a founder of two technology startups.
Scholtz graduated with a degree in International Relations from Stanford University.
Vice President Customer Strategy, Vlocity
Mark leads Vlocity’s global Customer Strategy team, helping enterprises define their
digital strategies and realize maximum value from digital technology investments.
With more than two decades of CRM experience, Mark has helped hundreds of customers
transform their business with innovative, customer-centric approaches that incorporate the
latest digital trends and technologies.
Prior to Vlocity, Mark was Vice President & Head of Global Value Services at Oracle. He has also held leadership positions at Siebel Systems, iXL Enterprises (now part of SapientRazorfish), and AT&T. Mark holds an MBA from the University of Chicago – Booth School of Business, and an undergraduate degree from the University of Georgia. Mark is based in Atlanta, GA.
Former Director of Value Engineering, HP Software
With over 40 years in the IT industry, Bob brings the Value Expert point of view to the DL Advisory Board — contributing his knowledge and experience to our product development, training content development, and customer engagements.
Bob’s experience covers the entire Value Expert journey. First, building the Business Value Consulting practice from ground zero for Mercury Interactive ($100M company) and leading its growth to a worldwide practice of Value Practitioners ($300M company). Then, as the head of a Value Engineering Center of Excellence for HP Software’s $3.5 billion software business unit, he integrated the business value models of a dozen acquired companies and 30 business-to-business solutions along the way.
His prior experience includes managing the professional services organization for Boeing Computer Services and leading a product management function for Legent Corporation. During this stage of his career, he led research consortiums on the topic of Distributed Systems Management with the Meta Group and University of Virginia. Bob has spoken at numerous CIO Conferences around the world and his writings have been published by IBM and Auerbach’s ‘Journal of Information Systems Management.’
Education: BS EE Lehigh University, MBA, New York University