Randy Seidl

CEO at Revenue Acceleration,

Top Talent Recruiting

1. Industry relationships:
-leveraging my industry relationships at end users, distributors, Solution Providers/VAR’s, OEM’s (HPE, EMC/DELL, VMWare, Oracle, Cisco, NetApp, IBM, etc), SI’s, SP’s, and Industry analysts for anything you want (partner with, sell through, sell to, resell, feedback on ideas, demos, etc).

2. Strategic Planning:
-assess culture to see if values aligned to vision and goals
-make sure strategic priorities are aligned throughout the business
-identify other areas that need attention to exceed the goals
-are resources properly aligned to support what’s needed for the operational execution against the strategic plan
-getting candid feedback internal/external and develop scorecard on where improvements are needed internally and externally
-overall GTM strategy and priorities aligned with product roadmap
-coach and sounding board for executive and management teams
-competitive information feedback
-funding issues and needs
-Board oversight, value add, participation, and information flow

3. Talent Management
-attract and develop top talent for your business
-compensation planning
-prompt insight to org changes contemplated and executed
-talent/performance management, feedback process, stack ranking
-evaluate/give feedback on talent 
-develop custom tool with sales management input and buy in to improve performance management feedback, paper trail, and results
-internal collaboration/engagement cross function 

4. Customer Focus, Go To Market Execution, and Marketing
-plan and optimize resources to surround and scale the opportunity for direct, channels, alliances, and inside sales
-improve enablement, education, and awareness of wins, best practices, and crisp messaging
-set up great one on ones at industry events
-secure the best senior execs for any industry conferences or events 
-consideration for participation at my industry schmooze events
-identifying sweet spot to accelerate revenue and improve process/support
-help getting mdf from complementary companies
-improved marketing lead gen and roi
-preferred treatment by Tech Target
-help evaluate and develop new GTM programs
-add value and give feedback at qbr's so participants and management get value and alignment
-participate and give feedback in any sales calls, customer reviews, account planning sessions, etc
-sales priorities that focus on the process to go after the right opportunities, targets, territories, and partners
-sales focus and process on enterprise and global account selling

5. Sales Effectiveness
-metrics alignment, customer centric solution sales cycle definition
-sales dashboards (that paint a picture where you've been and where you're going)
of key metrics: Ie. growing proposals to X, with monthly ramps, growing pipeline to X, with monthly ramps, growing orders to X, with monthly ramps, number/type of wins per Geo, with ramps, lots of others to consider too
-improve and coach sales team on sales excellence best practices, accountability, deal review, coaching, performance reviews/giving/getting feedback, improving relationships, Walter Brown handbook, personal/life goaling, recap/thank you notes that position a faster sale, value selling techniques, better qualifying, improved deal tracking awareness, and doing more SALES CALLS!!!
-help diagnose and make recommendations to fix internal issues needing help (responsiveness, pricing,deliveries, training, etc)
-forecast, pipeline, and commit process
-add value and give feedback at qbr’s????

6. Partner go to market
-The relevant areas in 1-5 above would also apply to increasing partner sales
-VAR’s, SI’s, SP’s
-Partner selection and recruitment
-Partner management

7. M & A
-Due diligence through first hand relationships
-Team quality evaluation
-Customer and partner feedback
-Target selection and confidential intro, if known

7. Other 
-help with any vendor or distributor agreements
-anything else that takes advantage of my experience