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| PRM Online 2004 |
| Because Collaborative Partnerships Drive Success! |
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| Presenters |
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| World-class presenters will share their perspectives on key trends and developments
in technology and web strategies for nonprofits and non-governmental organizations. |
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| Presenters include: |
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John Addison, President of OPTIMARK Inc., Author of Revenue
Rocket: New Strategies for Selling with Partners
Imagine that you need to secure $20 million of computer sales in the next 100
hours. John Addison did that by selling through partners. In 3 years at Sun Microsystems,
he led a sales team to grow partner revenue from $4 million to $110 million. John
Addison, now president of OPTIMARK Inc., has devoted the last 10 years to helping
corporations improve their sales channel strategy and achieve partner excellence.
Mr. Addison's workshops and speeches are popular in the Americas, Europe and Asia.
Now you can hear the insights of John Addison, author of the breakthrough book
Revenue Rocket: New Strategies for Selling with Partners.
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Toni Clayton-Hine, Managing Director, The Institute for
Partner Education & Development, CMP Media LLC
Toni Clayton-Hine has been in the high tech industry for 11 years, advising companies
of all sizes including Computer Associates, IBM, Sprint, Microsoft, EMC, and AMD
on ways to architect and launch channel sales and marketing programs resulting
in an increase of sales derived from value channel partners.
In her current role as Managing Director for The Institute for Partner Education
& Development, Clayton-Hine is responsible for delivering services that technology
vendors need in order to make informed decisions about their channel strategy.
Previously, Clayton-Hine was the Associate Publisher East for the CRN, where she
managed a team that worked with hundreds of companies to effectively market their
channel initiatives. This included evaluating channel programs, recruitment strategies,
partner communications, and competitive analysis for companies of all sizes. |
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Bill Davidson, President and CEO, The Alliance
Consulting Group
Mr. Davidson is President and CEO of the Alliance Consulting Group. In this role,
he oversees the company's corporate strategy, and, consulting solutions development
and delivery. Mr. Davidson has over 20 years of experience in sales, marketing
and management.
Prior to founding the Alliance Consulting Group, Mr. Davidson held a leadership
position with GE Capital IT Solutions - Enterprise Management Group as Manager,
Channels and Business Development where he developed and improved channel relationships
with several vendors that led to revenue increases of 35% and margin increases
of 40%. Over the last several years, he has held regional sales and channels management
roles for several software companies that include, Primus Communications - a knowledge
creation and reuse software provider and Tumbleweed Communications - an Internet
enabled, secure document delivery software provider. Mr. Davidson was instrumental
in revamping and leading the sales program for Checkfree Corporation - the leading
provider of electronic bill payment services as Director, National Sales. He also
has spent a number of years as a Sales and Marketing Strategy Consultant developing
National Sales Rollout Programs for a number of technology start up companies.
Mr. Davidson holds a BS Degree in Marketing from the Ohio State University and
an MBA in Marketing and Japanese Management from Xavier University. He has completed
the Strategic Alliance Creation and Management Program at the Kellogg School of
Business at Northwestern University and has completed General Electric's Management
Program at Crotonville. He is a member of the Association of Strategic Alliance
Professionals and serves on the Board of Directors at the Sandburg Village Association.
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Hanoch Eiron, Marketing Director, Hewlett
Packard
Hanoch Eiron is the Marketing Director for Hewlett Packard's Oracle Global Alliance
and is responsible for strategy and go-to-market activities between Oracle and
Hewlett Packard. Mr. Eiron held various roles within HP's alliance organization
since '97. Prior to joining HP in '95, he was the General Manager of Franz Inc,
a software tools developer in California. Mr. Eiron earned an MBA from the University
of California at Berkeley and an undergraduate degree from Tel Aviv University
in Israel'.
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Mark Esfehani Technical Director
-Vendor Operations Alternate Channels, SBC
Mark Esfehani, Technical Director for SBC California's Vendor Operations team,
provides systems and tools used in support of the telecom company's Alternate
Channels division. Through this division, SBC Communications provides business
customers with alternative means of conducting business with the company. These
include distributor agreements, outbound business to business telemarketing and
account management services. Mark is a 23 year veteran of SBC California and its
former company - Pacific Bell Telephone Company. He has previously held positions
managing teams which provisioned complex voice and data services, led call center
teams during the introduction of the Small Office/Home Office initiatives, worked
as a Product Manager during product development for the Information Access marketplace,
serviced Small Business accounts as an Account Executive and started with the
company during the early 1980s in the Phone Center Stores. |
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Dan Housman, Co-founder, ChannelWave,
Inc.
Dan Housman directs ChannelWave's product development, integration strategy and
technology partner relationships. Before co-founding ChannelWave, Dan was co-founder
of VirtuMall, an online shopping mall that provided transactional sites for several
companies including Hickory Farms and Inc. Magazine. Dan gained Web-based consulting
experience as a project manager for several companies where he worked on Internet
and intranet projects such as help desks, project management systems and sales
automation systems. Dan earned a dual Bachelor's degree from the Massachusetts
Institute of Technology. |
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Karl Kadie, VP of Client Channel Development,
Technology Channels Group
Karl is a marketing professional with over 15 years experience in channel development,
strategic alliances, marketing management, and business development. He has designed
and implemented sales channels, developed strategic alliances, managed marketing
programs, and led marketing organizations for many industry leaders including
Sun Microsystems, Veritas, 3Com, Wavefront, and Portal. As Sun grew to lead the
workstation industry, Karl developed their first corporate channel strategy, negotiated
pivotal OEM deals, and helped launch international sales channels
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Soren Kaplan, Co-Founder, iCohere
Soren Kaplan is a co-founder of iCohere, a software and consulting organization
focused on building collaborative online communities for distributed teams, groups
and organizations. Soren provides overall leadership for iCohere's business development,
marketing and client services activities. He also designs, organizes and hosts
iCohere's ConferenceLink online conference series that includes the Collaborative
Learning, Collaborative Communities, and PRM Online 2004 conferences
As a speaker and authority on collaboration, web communities and online learning,
Soren has presented at conferences, institutes and universities including the
Organization Development National Conference, the American Society of Training
and Development, the e-Learning Forum, the Creative Education Foundation, Alliant
University, and the Harvard Business School. Quotes and articles from Soren have
appeared in numerous publications including Fast Company, Collaborate, ASTD's
Learning Circuits, Strategy & Leadership, the Journal of Creativity and Innovation
Management, and the Journal of Strategic Change. Prior to founding iCohere, Soren
held numerous positions at Hewlett-Packard Company including Manager of Business
Strategy Services where he led an internal consulting group that assisted management
teams across the company with strategic planning and organizational development.
Before joining HP, Soren was a consultant with Cambridge, MA based IdeaScope Associates
and consulted to global 500 companies, including Kodak, Siemens, Nestle, Avery
Dennison, and 3M. Soren holds Master's and Ph.D. degrees in Organizational Psychology. |
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Larraine Segil, Founder, Vantage Partners
Larraine D. Segil, is a Partner at Vantage Partners, a consulting firm with expertise
in building corporate relationship management capabilities. A spin off from the
Harvard Project on Negotiation, Vantage Partners provides thought leadership to
executives and world leaders alike in the areas of relationship management both
internal, within organizations as well as externally for suppliers and alliances.
Prior to joining Vantage, Ms. Segil was cofounder of The Lared Group, an international
consulting firm, specializing in helping companies develop and maintain successful
domestic and global business alliances. Ms. Segil conducts programs and provides
consulting on alliances, on-line alliances, and developing global competency for
over 3,000 corporations through Caltech, Stanford's CEO Series, and in Europe,
China, Singapore, Argentina, and Chile. Clients include HP/Compaq, Praxair, Synopsys,
Sun Microsystems, and speaking clients include Praxair, Washington Mutual and
multiple associations and global companies.
Ms. Segil was formerly CEO of an advanced materials company providing products
and services to aerospace and electronics manufacturers worldwide. She has co-founded
and run companies in mortgage banking and medical services, and previously practiced
international corporate law.
Ms. Segil is a senior research fellow at the IC2 Institute at the University of
Texas, Austin; serves on the Entrepreneurs Board of Advisors for the UCLA Anderson
School of Management; the board of the Los Angeles Technology Alliance; California
Consortium on Transportation Research; and on the board of D.A.R.E. She is recognized
by Business Week and The Corporate Strategy Board as an expert in alliances, and
is a regular commentator for CNN and CNBC on alliances in the on-line and off-line
economies. Ms. Segil is author of the business books,
Intelligent Business Alliances; Fast Alliances.com: Power your E-Business; Dynamic
Leader, Adaptive Organization: Ten Essential Traits for Managers; and Partnering
- The New Face of Leadership. Her newest book due in January 2004 is Measuring
the Value of Partnering - How to use metrics to plan, develop and implement successful
alliances.
She is a monthly columnist for various magazines including Solutions
Magazine and IT Malaysia, and is an advisor to, and on the boards of a
number of businesses. She has been featured in Business Week, Fast Company, Forbes,
CIO, CFO and CEO magazines. Ms. Segil holds JD and MBA degrees. |
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Gregg Taragos, PhD
Gregg Taragos, Ph.D. has spent over 15 years implementing organization change
strategies, strategic planning and business to business partnerships for executives
and line managers. His work has focused on Fortune 500 companies implementing
strategies that support company-wide initiatives. He has developed partnerships
with clients across industries including Toyota, Pioneer Electronics, Motorola
and Verizon. He is the author of a Business Improvement Guidebook: Channel Partners:
Pulling Together to Win Together.. |
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| "I was surprised at how much enthusiasm
was generated by the participants in this on-line format, and impressed at both
the tools and techniques used to bring us into a community quickly and easily." |
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Barbara Densmore,
President, Working Smarter SP Ltd. |
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| "The iCohere Collaborative Learning conference
changed the way I think about conferences. It was easy, engaging and best of all,
collaborative!" |
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Greg Davis,
Director, eEngagement
American Express |
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