Business Development Go-To-Market

PROFILE

Genetically, sales is what I am. My skills have been called upon to tackle many diverse

tasks and responsibilities. Whether it is building a sales team and channel strategy or preparation for acquisition or capital funding, or complete restructuring of both operations and strategy/direction, or refining and creating go-to-market products, practices and services, I have brought a well-developed and well-rounded skill set to the challenge.

Specialties: At various points in my career I have owned the complete lifecycle of the customer. My specialties are sales and business development, with a minor in marketing, market segmentation and market development, both as an individual contributor and a leader.

Strong skills in: assessment, problem solving and strategic planning. Proven track record of leadership and execution of business plans and processes. Able to keep objectives and implementation plans in line with economic realities. I am a motivated worker, whether as an individual contributor, or as a manager or as a leader.

Channels sales and marketing for virtually all manner of channels/partners sales, e.g., OEM, VAR, SI, ISV's, Technology Alliances, Strategic Partners and IP and Technology Licensing. This included all strategic sales and business planning, engagement management. I!ve done the job as an individual contributor, managed sales teams, led sales organizations and trained sales people.

Sales leadership for both inside and outside sales for territory based and vertically/ market segment focused, business development/corporate development. As both an IC and manager/leader I have consistently achieved quota in diverse markets, products and applications. My ability to learn new products, codify the market segmentation and application, then communicate that too and with prospects and partners is unmatched.

I am trained in both SPIN® and Miller-Heiman® sales skills, disciplines and strategies. Eternally curious and able to learn, understand and apply new products, technologies and services to develop a successful GTM effort.

Jack C Irving

www.linkedin.com/in/jackirving

4029 E EXPEDITION WAY PHOENIX, AZ, 85050 415-***-**** ********@**.*** EXPERIENCE

FRACTIONAL DIRECTOR OF SALES WEBSIGHT DESIGN 1/2025 - PRESENT Lead the GTM efforts for a boutique web design and marketing agency. Manage KPI’s for call:proposal, proposal: sale, Discovery Calls, Introduction calls to proposal and overall sales efficiency.

CO-FOUNDER AND MANAGING DIRECTOR 10/2024 - PRESENT Lead the GTM efforts, product management, product marketing, and overall GTM for a D2C golf training system.

FRACTIONAL HEAD OF SALES- LOCALEYES VIDEO 2023 - 9/2024 Lead sales, BDR’s and Executive Producer Sales organization. Went from 26% behind plan (versus a plan of $4M) to 3% over plan for FY 2023. 3 BDR’s, 1 AE, 2 EP’s. Led the repositioning of the company from a transactional sale to that of a trusted advisor consultative sale. Increased ARPU by 18% (from $16.5K to $19.5K). Manage KPI’s for call:proposal, proposal: sale, Discovery Calls, Introduction calls to proposal and overall sales efficiency.

DIRECTOR OF SALES- SOLVEGLOBAL 2023 - 5/2024

Lead sales efforts for a healthcare technology and services company. First sales leader. Staff of 3 AE’s. Led the development of the GTM where I was responsible for the messaging, market segmentation and strategy to engage those segments. this included case study development, web site, linkedin ad campaigns and executive forums. STRATEGIC PARTNER LEADER - STOA 2022 - 2023

B2B Enterprise partner sales and executive partner sales position. Employee ~#30 Established best practices for outreach, engagement and ongoing partner management. Increased sales from $2M per month to $20M per month. 16 on the sales team (5 BDR’s, 11 partnership executives). Did everything from call management, scripting, tracking and reporting, funnel management to sales coaching and workshops for both internal and external audiences.

STRATEGIC PARTNER MANAGER - KEAP (FKA INFISUIONSOFT) 2020-2022 B2B and B2B2C Medium enterprise class and segment sales as a player coach with both individual and segment quota.

Establish Bus Dev. and Sales discipline, methodologies, and targets. Develop funnel and forecasting discipline. B2B Medium enterprise class and segment sales Increased sales from $0 to over $3M ARR. Indirectly managed 5, directly managed 2.Established and tracked/managed KPI’s including sales efficiency, call numbers, call ratios.

4029 E EXPEDITION WAY PHOENIX, AZ, 85050 415-***-**** ********@**.*** CHIEF REVENUE OFFICE - HOWND (FKA FETCHREV) — 2018 - 2019 B2B and B2B2C sales, marketing and customer success of a SaaS MarTech platform. Stabilize sales and SDR processes, Increase sales efficiencies and enablement, Establish VAR and strategic channels programs, Establish, track/measure and manage CS metrics including NPS and CES scores, Establish GTM and market segmentation. Rebrand company and all digital and non-digital assets. Defined markets with TAM/SOM and IAM segmentation., personas and target markets/segments/account based marketing. Increased sales from $1M ARR to $5.5M ARR. 4 AE’s, 2 BDR’s, 1 Sales Admin and 1 Partnership AM. Reduced churn by 40% from 14% to 8%. Increased ARPU by 26% to over $10K ARR. Managed various KPI’s including call ratios, proposal ratios’ closing rates and ratios.

ASSOCIATE PARTNER - BMG, LTD — 2017 - 2018

Associate Partner at a small venture capital firm investing in innovative technology companies specializing in solutions supporting workforce analytics and planning, recruiting and talent management / acquisition.

Reviewed business plans and counseled portfolio companies on sales and marketing execution.

VP SALES AND MARKETING - ETW INC. — 2016 - 2017

B2B2C sales, Responsible for all sales, messaging, positioning, GTM, branding, web, SEO, outbound and inbound marketing for a SaaS performance management and business management operating system platform.

Increased sales from $0 to over $1M ARR. 2 marketing people, 3 AE’s. Established and tracked/managed KPI’s including calls, proposal and sales efficiency. PARTNER - LEXICON LLC. 2007 - 2016

B2B Consulting and Professional Services sales and marketing. Counsel and execute business and marketing development, planning and production, web-site design and integration, training, restructuring, and branding for turnaround or start-up business opportunities.

ENTREPRENEUR IN RESIDENCE - VENTURE READY 2012 - 2016 Panelist and Mentor for the Arizona Commerce Authority Venture Ready Marketing Panel. 9 time Judge for the Arizona Commerce Authority Arizona Innovation Challenge. Marketing and Business Panelist. Mentor for Invest Southwest's "Venture Madness" a bracket style new business competition in partnership with the Arizona Commerce Authority and Invest Southwest

4029 E EXPEDITION WAY PHOENIX, AZ, 85050 415-***-**** ********@**.*** EVP OF BUS DEV AND STRATEGIC PARTNERSHIPS - SOCIALWHIRLED 2012 - 2014 B2B and B2B2C Sales and Marketing. Outside and Inside sales for a SaaS marketing automation platform. Secured national contracts, launched product, market segmentation, analysis, and developed sales material and disciplines. Streamlined marketing and advertising campaigns across the social-mobile-digital landscape. Increased sales from $0 to over $2m ARR. 2 BDR’s, 3 AE’s. Tracked and managed KPI’s including call and proposal ratios, sales ratios, closing ratios and more. CMO AND ADVISOR - BAYLESS HEALTHCARE GROUP, INC. 2012 - 2013 Responsible for all branding, messaging, positioning, GTM, logo, website, videos, collateral, facility, etc., everything except name but I did do a secondary name and the full naming architecture and hierarchy. I was both the strategy behind everything and owned and did, personally, including all the design work. EXECUTIVE DIRECTOR - CENTER FOR ENTREPRENEURIAL INNOVATION 2011 - 2012 B2B account development and marketing and strategic partnerships. Accountable for the oversight, management, and direction of operational alignment, marketing, and web site/social media efforts. Facilitated advisory and governance boards. Coached, counseled, and mentored client businesses and leaders. Secured first enrollees in the incubator and sold 17.

MANAGING DIRECTOR - RILEY WEISS 2010 - 2011

B2B sales and B2B, B2B2C and B2C marketing. Inside and outside sales. Solidified practice areas and directed programs to increase revenue per client and reduce costs. Responsible for the tactical accomplishments of sales, business development, product design, proposals, pricing, website specifications, brand assessments, audit methodologies, and social media sub- domain/micro-sites. Increased sales from $1.5M to $7M. Managed 2 AE’s, 2 marketing support and 1 sales admin. Taught consultative selling as we transitioned from a transactional model to a consultative one.

CMO - ADVANTAGE RESOURCING 2008 - 2010

Marketing for professional services, engineering, staffing and outsourced project services. In charge of global rebranding for 7th largest worldwide staffing and professional services company, marketing, management and development. Responsible for creating a global design, positioning, GTM, messaging, website implementation, media campaigns, and industry analyst briefings. Managed a global distributed marketing organization of 7. Launched a consolidated rebrand of 26 global brands into 1 without losing a single employee or customer.

4029 E EXPEDITION WAY PHOENIX, AZ, 85050 415-***-**** ********@**.*** VP SALES AND MARKETING - ALTER-G INC. 2007 - 2008

Responsible for all inside/outside sales, full P&L responsibility, product management/ marketing for a revolutionary FDA approved medical device, training and fitness product, and technology platform. Engaged and managed corporate advisory council. Secured and supervised first domestic and international distribution partners, expanding into China, Korea, UK, and Italy.

Increased sales from $0 to $4M. Managed 3 AE’s, 2 BDR’s. 1 marketing lead. Did the GTM, messaging, positioning and digital asset production. Defined market segments, target markets (IAM) and TAM/SOM.

VP SALES - COYOTE POINT SYSTEMS, INC. 2005 - 2007

B2B and channels inside and outside sales. Entrusted to prepare and achieve growth or company acquisition for an IP network appliance and traffic management manufacturer. Established all channels solicitation, recruitment, development and management practices. Full P&L responsibility. Increased sales by an average of 38% annually, and accomplished an increase in operating profit of 25%.From $6M to $12M and sold the company for a 3X multiple. Expanded international distribution to 19 countries including Japan, China, Europe, Mexico, and Brazil. Transitioned from a direct model to a channels model with meant redefining market segments, target personas, target engagement and engagement models. EVP SALES AND MARKETING - GATELINX, INC. 2003 - 2005 B2B and B2B2C sales and marketing. Inside and outside sales. Established and launched product positioning, company message, branding, and secured 15 national partnerships for an IP infrastructure and Multi-Media technology company. Responsible for all planning, execution, development and delivery of business development and marketing strategies including all partner acquisitions, M/A, strategic partnerships and corporate partnerships.

Increased sales from $0ARR to over $2M ARR

VP MANAGED SERVICES SOLUTIONS - COMSYS 2002 - 2003 B2B Sales. Authority for the sales and sales management of vendor managed solutions for F1000 companies. Accomplished partner relationships for IT and professional Services nationwide. Sold over $1B USD in contract value. VP CHANNELS SALES AND PARTNERS - DIGITAL ISLAND 2000 - 2002 B2B Channels inside and outside sales. Responsible for the management of all alternate channel and indirect sales, marketing and sales programs, revenue streams, 4029 E EXPEDITION WAY PHOENIX, AZ, 85050 415-***-**** ********@**.*** partnerships and alliances for a global Internet infrastructure company, through servicing managed hosting environments, private networks, and Content Delivery/ Streaming services. Charged with global training for all sales, system engineers, project and service managers, and operational services.

Increased sales from 2% of revenue (about $10M) to 48% of revenue (about $100M) versus a quota of $45M. Staff of 3 training, 5 Channel Managers and 1 Sales Admin. VP SALES AND BUSINESS DEVELOPMENT - WORK EXCHANGE 1999 - 2000 B2B inside and outside sales plus strategic partnerships. Responsible for all sales, business development activities, customer integration and partner deployment for a B2B dot.com, pre-IPO, start-up.

Increased sales from $0 to $1M ARR. 3 AE’s, 1 sales admin. Tracked and managed various KPI’s and established funnel management and forecasting disciplines. VP IT INDUSTRIES - ADECCO 1997 - 1999

B2B sales of outsourced master vendor and vendor management professional services. Senior Sales Management for North American Vertical Market Segment. Established and developed training on; major account sales practices, proposal response and pursuit disciplines.

Sold contract value of over $3.5B from previous years sales total of <$100M PARTNER - PERFORMANCE MANAGEMENT GROUP 1994 - 1997 B2B sales of consulting and training programs. Management consulting group, focusing on sales of sales training and management development courses DIRECTOR TRAINING AND EDUCATION - LINOTYPE - HELL 1989 - 1994 Senior management staff position responsible for all internal and customer training for North American operations of high-end Unix and Windows based computer graphics and imaging products and worldwide curriculum development group. EDUCATION

Certified Business Incubator Center Manager

American Training and Development Society

Huthwaite Inc., SPIN, Making Major Sales, Miller-Heiman, Strategic Selling American Management Association, Fundamentals of Marketing Communications PMI, "Effective Classroom Instruction”

Berklee College of Music, Boston, MA

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