Jim Stirewalt

My approach is the product of over 25 years of practical experience working with and leading successful sales organizations. It originated in the early stages of my career as an entrepreneur and expanded through my 17 years at UKG, SAP, and IBM where I had the opportunity to collaborate and learn from the brightest minds in high-performance companies that leverage process and repeatability to achieve goals.

In 2019, I was drawn back to my entrepreneurial roots and joined CoreMedia to restructure and lead their Commercial operations and then Marketplacer where I was President and responsible for establishing the Australian software company's US division.  During these roles I adapted and simplified "big enterprise" methodologies and frameworks to suit the unique needs of tech startups, where optimizing investment and resources is critical... and speed is king.

ASSESS

1. Understand the Business: Take the time to thoroughly understand  offering, services, target market, competition, and overall business strategy. This provides crucial context for developing the revenue-generation strategy.
2. Build Relationships: Invest time in building relationships with key stakeholders across the organization. Understand their individual and group goals, challenges, and expectations, and collaborate closely with them to align revenue generation efforts.
3. Assess the Current State: Conduct a comprehensive assessment of the organization's revenue generation processes, systems, and metrics. Identify gaps, bottlenecks, or areas of improvement. 

PLAN

1. Develop a Revenue Strategy: Based on business assessment findings, develop a revenue strategy that aligns with the company's overall objectives. This strategy will outline key revenue drivers, target markets, sales and marketing initiatives, pricing models, and customer retention strategies.
2. Set Clear Goals and Metrics: Define clear, measurable revenue goals and key performance indicators (KPIs) that align with the organization's overall objectives. Establish a regular reporting cadence to monitor progress and make data-driven decisions.

EXECUTE   [in the end, it's where the game is won]

1. Build a High-Performing Team: Make appropriate personnel changes or additions. Develop a plan to attract, retain, and develop top talent. Foster a culture of collaboration, accountability, and continuous improvement within the team.
2. Empower Sales Enablement: Invest in sales enablement initiatives to equip the sales team with the necessary tools, training, and resources to drive revenue growth. This includes developing effective sales processes, providing sales training, implementing technology solutions, and fostering a culture of continuous learning.
3. Foster Customer-Centricity: Place a strong emphasis on understanding and meeting customer needs, ensuring expansion sales and reference accounts. Launch a value realization program that is dedicated to help customers drive solution adoption and optimization to ensure team overdelivers on the original business case.
4. Communicate and Collaborate: Regularly communicate progress, challenges, and opportunities to the executive team and other stakeholders. Foster a collaborative environment where cross-functional teams work together to drive revenue growth.

Key Success Factors

• Customer-Centric Approach: Prioritize the needs and satisfaction of customers above all else.
• Vision and Strategy: Develop a clear and compelling vision for the organization and define a strategy to achieve it.
• Customer Acquisition and Retention: Develop effective customer acquisition and retention strategies, focusing on customer lifetime value and reducing churn.
• Scalable Revenue Model: Build a scalable and predictable revenue model that aligns with customer needs and drives sustainable growth.
• Talent Acquisition and Development: Attract and retain top talent, ensuring they have the necessary skills and resources to excel in their roles.
• Continuous Innovation & Agile and Adaptive: Create a culture of innovation, encouraging experimentation and continuous improvement in products, processes, and services. Embrace agile methodologies and adapt to changing market dynamics quickly and efficiently
• Data-Driven Decision Making: Utilize data and analytics to make informed decisions, identify trends, and drive performance improvements.
• Scalability and Efficiency: Build scalable and efficient systems, processes, and infrastructure to support growth and meet customer demands.
• Embrace Technology: Stay at the forefront of technology advancements, leveraging new tools and platforms to enhance products and operations.
• Strong Leadership: Provide strong and visionary leadership, setting clear expectations, empowering teams, and fostering a positive work environment.
• Ethical Conduct: Uphold high ethical standards and promote integrity, transparency, and trust within the organization and with customers.
• Customer Feedback Loop: Establish mechanisms to capture and act upon customer feedback, driving product improvements and customer satisfaction.
• Customer Education and Support: Offer comprehensive education and support resources to ensure customers maximize the value of the software and achieve their goals.
• Market and Competitive Analysis: Regularly assess the market landscape and competition to identify opportunities and stay ahead of industry trends.
• Operational Excellence: Drive operational efficiency and effectiveness through streamlined processes, automation, and optimization.