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8/9/2019 Bitstream_d02

1/8

A

Am

Mora Shr

Sr


2/8

• Company :

• Established in 1981, $30-mn in 1992

• Digitizing softwares for printers

• 2 lines of business

• !etails sales and "E# sales

• lanning to de%elop and mar&et a new networ& printmanagement produ't(

• )n add-on produ't, to be used with other printer sofo%er the networ&(

• *argeting +)!s of o%ell to in'lude the same in theas an in'rement(


3/8

ew .ulture under /im ol

• n'reased fo'us on team 'ohesion

• n'enti%es lin&ed to team performan'e

• et ideas appro%ed b other teams before approa'hing the .E"

• ersonal ob4e'ti%es and performan'e metri's were de'ided with p

•

5ero toleran'e for personal atta'&s• #ore 'larit on short-term goals6 teams wor& together

• #oti%ation b in'reased responsibilit, de'ision ma&ing


4/8

rowth 'hallenges

• .ontrolled e7penses, with fo'us on !D and mar&eting

• E7ternal re'ruitment is reuired for e7pertise but gi%es

• :0; new re'ruits ea'h ear < training and orientation

• E7ternal re'ruitment

•

!euired to =ll up gaps in e7pertise• ends wrong signals to e7isting emploees on growth opportun

• .an impose 'ost in terms of >learning time

• er'eption of shrin&ing responsibilities

• n'reasingl spe'ialised roles


5/8

/ob !euirements ? .riteria

• E7perien'e with +)! and running a business @Aead time was 'ru'ial ad%

• Cill need to build and train a strong sales team for dire't selling as wellsele'ting and 'on%in'ing +)!s(

• E7perien'e with networ&ing produ'ts(

• #a&e sure the produ't e7a'tl mat'hed with 'ustomer needs(

• ersonal goals and desires should mat'h with 'ompan

• its in with the new 'ulture that is being tried to de%elop

• "%er see the tail end of the de%elopment pro'ess

• hould a''ept the salar and a 'ompromise title

• hould be a de'ision ma&er < not hide behind de'ision 'ommittees or su@entrepreneurial spiritB


6/8

.andidates

.hristopher .owan @0sB• Des'ription Fsometimes abrasi%e,

headstrong, stubborn(G

• E7tensi%e e7perien'e dealing with +)!

• rior e7perien'e in laun'h of new produ't

• De%eloped and implemented nation wide

training programs• Has wor&ed under a budget while

e7'eeding targets in distribution

• Has managed large sales and supportteam

• trong performan'e in sales

• Cor&ed with networ& management

produ'ts(

Cilliam Cendell @30• Des'ription F%er politi'al

o

• E7tensi%e e7perien'e dea

• E7perien'e in mar&et

• trong sales

• Has managed team of m'ustomer supp


7/8

.andidates

red allon @30sB• FCor& hard and pla hardG

• tart up and produ't de%elopmente7perien'e

• trong sales 'redentials

• rior e7perien'e with re'ruiting and hiringsales for'e

• E7perien'e in negotiating 'orporateagreements

• rior e7perien'e in team selling en%ironment

• E7perien'e in mar&eting as well

• &illed in de%eloping and implementinginternal operations as well @possibl ta'&le

budgeting issuesB

#it'hell #adison @• #a&ing $30,000 too mu'h

la'& of entrepreneur

• Has not mo%ed too mandepth

• #anaged large teams and

re%enue • E7tensi%e mar&eting e

• EJe'ti%e leader @doubledpro


8/8

Recommendation• Hire Fred Fallon :

•!an a su''essful start-up, good with building a team from s'rattowards a new business(

• Cor&ed on new business de%elopment(

*he want to de%elop an entire new business and he is entrepr

• Has helped in de%elopment of software before < thus should be in the tail end de%elopment of this produ't

•

Has e7perien'e in re'ruiting @for the sales teamB• ersonal goals and desires in 'omplete sn'h with the 'ompan

• eemingl good =t with the 'ulture, Ke7ible attitude to deal wit

• rior e7perien'e with mar&eting(

• o e7perien'e with +)!s and networ&ing produ'ts(

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