FEEDBACK and COMMENTS
Software dev product Emerging -> IPO ISV Founder:
"Most important thing was accurate forecasting that could be believed in. The ability to rely on an identified revenue stream made planning and executing company plans much, much easier."
"Introduced Hair on Fire / professional pride and sales values to our engineering-based culture."
"Systematic and professional approach to the entire sales organization and company."
Enterprise product Emerging ISV Founder (Sales have grown >5x in the 3 years since we began working together):
"Getting the whole company aligned with the Sales goals."
"Getting Sales to include decision makers in the process as soon as possible."
"Getting Sales to ask more questions, and ensure that they understood all of the factors and timelines before putting things on the Forecast."
"Getting us to focus more on the forecast, and insist on accountability for pulling in what they had forecast."
Enterprise product Emerging ISV Board member (Introduced me to the ISV above):
"Brought the mindset of discipline and the importance of knowing what is really happening with business development opportunities."
"Helped and encouraged the use and development of tools to manage opportunities through the selling process."
"Further, and perhaps most valuable of all, you brought an attitude of coaching, teaching, mentoring, guiding that was invaluable for a fledgling operation. You have an uncanny ability (truly never known anyone better in my entire career) to see the big picture and then to break it down into its various pieces of what has to be done to drive success, and then you just go make it happen."
"I also think you bring the ability, in giving guidance, to "tell it like it is" while still being respectful of what your clients think and what they know."
Software Dev product Emerging ISV Founder:
"Doing (and still doing :-)) 3 months revenue forecasting & opportunity management giving us a tool to allow for better planning."
"Gave us the final push to move to a proper CRM (Sugar) which is really the foundation which allowed us to build a sales team working together."
"A lot of feedback you gave us on our sales mails / deals which helped us improve some smaller things in regards of communication and gave us the push to review and modify our pricing to produce better results."
Software dev product Emerging ->IPO ISV CFO / Management team peer:
"Good people management. Need to be available for team and coach team on priorities."
"Predictability on forecast attainment. Everyone liked that, and I think you were pretty close on the number. Knowing your business is key!"
"Making sure that finance and legal were involved early enough for revenue recognition and terms."