Sales Marketing

Greg A. Tognoli

**** ********** **.

Santa Rosa CA 95404

Residence: 707-***-****

Cell: 707-***-****

Email: ********@*******.***

SALES BUILDER: INDIVIDUAL CONTRIBUTION AND TERRITORY DEVELOPMENT TO

EXECUTIVE MANAGEMENT.

Key Accomplishments

. A key member in taking two organizations to exit buy-outs.

. Built multiple sales organizations in various channels (Direct,

Channel, and VAR).

. Maintained and exceeded individual quota while managing and

building sales teams.

. Successfully introduced multiple products and concepts.

. Successfully repositioned companies, products, and services.

Key Experience

1. Most effective working with decision makers at the "C" or "VP,

or Director level.

2. Top individual contributor as a hunter and/or closer.

3. Strategic marketing, branding, and positioning.

4. Managing field, in-house, and in-direct sales forces.

5. Experience in ERP, MRP, CRM, E-Learning, Project Management, HR,

and Team Building Solutions.

6. Sold software solutions ranging from $20,000 to $2,000,000

range.

7. Determined entrepreneur personality.

8. An agent for taking companies to the next level.

Core Competencies:

. Trainer and developer of employees.

. Team builder and communicator.

. Contract negotiations.

. P&L Management.

. Goal achievement and planning.

. Cost effective lead generation.

. Closing sales.

. Creative solution generation.

Professional Experience:

May 2009- Present Vice President of

Sales

ADS Solutions, Novato, CA

ADS Solutions is an ERP Solution for small to medium wholesale distribution

companies. ADS is a turn-around situation and had only sold 20 new systems

in the 4 years previous to my joining. The focus was on support and

customization fees versus new system sales until a new investment entity

bought the company in early 2010.

Prior to my arrival all sales were through 3 independent salespeople (Non-

VARs). I switched the channel to a temporary direct sales model (myself as

the only sales person) while we prepared to move to a VAR Channel.

. Sold more systems and more dollar volume in 4 months of direct sales

than sold in the previous 4 years.

. Increased the all-in price for systems.

. Closed over 50% of leads.

January 2008- January 2009 Regional

Director of Sales

Best Doctors, Boston, MA.

Best Doctors Worker's Compensation Division workers with workers comp

carriers and self- insured employers offering them consultation with the

best specialist in the world on their most complex cases.

I took over a territory that had no direct sales presence. I tripled sales

revenue and opened the most new accounts in 2009. I also salvaged two

existing accounts.

. Met Quota

. Most new accounts and new business revenue

. Most sales meetings

January 2005 - January 2008 VP Sales and Marketing

Validare, Healdsburg, CA

Validare builds networks of High Value Office Based Surgery Facilities

through JCAHO accreditation and contracting with health insurance

companies. To achieve this Validare uses an in-house developed E-Learning

solution.

I successfully positioned the company as a change agent in the way that

healthcare procedures were delivered. I developed lead generation processes

including the use of webinars and a measurable process for taking leads to

closure. I hired and trained the internal sales and marketing team. I

carried a personal quota.

. Personal sales of 150% of quota

. Increased corporate sales of facilities by 500 %.

. Formed key alliances with makers of healthcare implements.

March 2002 - January 2005 Executive Vice President

ForeTse, San Francisco, CA

ForeTse is a spin-off form AccountMate. ForeTse is a sales and import

company that helps U.S. companies outsource services and manufacturing from

China. The range of products and services ranges from software development

to the manufacture of cast iron radiators.

I negotiated OEM terms as an outsourcing company, both in products and

software development. Set-up a manufacturer's rep network for radiators.

Managed the sales and marketing team as well as being the #1 sales

contributor. Analyzed various business opportunities.

. Personal production over 125% of quota in outsourcing services.

. Closed the biggest OEM contract ever in cast iron radiators.

. Took the company from start-up to viability.

December 1994 - February 2002 Vice President of Sales and

Marketing

AccountMate Software Corporation, Novato, California

AccountMate is a developer and publisher of midrange ERP/MRP solutions.

I managed all personnel in sales and marketing. I had personal

responsibility for all service and large direct sales. Repositioned the

sales team as a VAR Business Consulting Service. Introduced three new

product lines. Utilized strategic alliances with IBM and Microsoft as key

marketing resources.

1. Handled all direct and software customization sales and achieved an

average of 175% of quota. Direct sales systems ranged form $100K to

$500K.

2. Increased revenue by 1000% while increasing the sales and marketing

budget by only 50%.

3. Increased the average revenue per VAR by over 10 fold while keeping

the small VAR network in tact and viable.

4. Repositioned company from accounting software to a development

platform for ERP/MRP.

5. Grew company from 3 sales people and 1 marketing person to 5 person

marketing department and 10 person sales department.

6. Company was bought out in to the investors' satisfaction in 2001.

December 1994 - April 1996 Consultant

Drake International, Toronto, Canada

Drake was the primary investor in a CRM publisher.

I served as a consultant to the primary investor to form a sales and

marketing plan to move this organization from start-up to viability. Used

the web as a primary stage one sales tool. Developed low cost telemarketing

and strategic alliances to provide the sales team with leads. Developed an

internal measurable sales process. I did this while working at AccountMate.

To test the process I also carried a quota.

. #1 salesman achieving 200% of quota. Sales ranged form $150K to

$1MM

. Tripled sales in 6 months.

. Grew sales force from 1 sales person to 8 field sales people.

May 1990 - December 1994 Vice President of Sales and Marketing

KnowledgePoint Software, Petaluma, California

KnowledgePoint is a publisher of Expert System Solutions for Human Resource

Departments.

Moved KnowledgePoint from a company that relied 100% on direct mail to one

with various channels and a corporate sales division. Trained and developed

the sales and marketing team. Created the process to turn small individual

sales to department and/or corporate licenses.

7. Increased revenue by 700% while increasing the sales and marketing

budget by only 200%.

8. Handled all corporate and channel sales achieving 150% of quota

9. Located and developed profitable alternative channels.

10. Survived when two key and better funded competitors filed chapter

11.

11. The company was bought out to the investors' satisfaction in 1995.

January 1989 - May 1990 Vice President of Sales

Nuvotech, Sausalito, California

Nuvotech was a developer of hardware and software for Macintosh

connectivity.

Introduced this new company and its solutions to the market versus an

established competitor. Hired, managed, and trained a 2 person inside

sales team and a 2 person field sales team. Sold via distribution and

direct to retail and corporate accounts. Had a personal quota for all

distributors, large retailers, and large corporate sales.

12. Increased sales by 300%

13. Personal production ranged from 125% of quota to over 200%.

Other Non-Software Related Positions

National Sales Manager for Monster Cable (averaged 133% of quota)

Retail Stockbroker

Education

University Of Santa Clara B.S. Economics,

University of Santa Clara MBA, Finance and Marketing.

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