Stephen Macpherson

Stephen Macpherson

Brentford, England, United Kingdom
943 followers 500+ connections

About

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Experience

  • altmoz. Graphic
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    London, United Kingdom

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    Camberley

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    United Kingdom

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Education

Licenses & Certifications

Projects

  • Designed and established managed channel network in the US.

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    Using my experience in Software Channel Sales, I assessed the appropriate GTM model for Macrium Software based on order volumes, value, customer profiles and target markets. I determined that a two tiered (Distribution/Reseller) model was appropriate to give coverage, manage leads and compete effectively.

    With the appointment of two VAD partners, the channel quickly became the preferred route to market for enterprise solutions at Macrium. At the same time I designed and launched a new…

    Using my experience in Software Channel Sales, I assessed the appropriate GTM model for Macrium Software based on order volumes, value, customer profiles and target markets. I determined that a two tiered (Distribution/Reseller) model was appropriate to give coverage, manage leads and compete effectively.

    With the appointment of two VAD partners, the channel quickly became the preferred route to market for enterprise solutions at Macrium. At the same time I designed and launched a new onboarding process, enablement, lead sharing, deal registration and performance management.

    Outcomes:
    - All inbound leads were pre-qualified and converted to SQL opportunities (previously abandoned!)
    - Numbers of active resellers doubled in two years
    - Awareness of Macrium solutions improved
    - Sales doubled in this period
    - Established permanent team in Denver

    Other creators
  • Telindus Solutions Partner Programme

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    Full featured partner programme to take to market Telindus services "products".

    See project
  • Launch Macrium into North America

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    Carried out analysis of customer and key partner opportunities and recommended to CEO that Macrium establish a US based operation. Over a period of 12 months, identified and setup key distribution partnerships, visited major resellers, began process of identifying required organisational structures. Had to overcome significant opposition from some executive members. Within two years North America counted for 75% of all sales growth and total revenue.

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