Elmira College

Clemens Coaching LLC

Principal

As the leading provider of software as a service solutions developed by lawyers for lawyers, DISCO is reinventing legal technology to automate and simplify complex and error-prone tasks that distract from practicing law. DISCO has been embraced by more than 400 law firms, including 50 of the top AmLaw 200, as their first choice for innovative technologies that enhance the practice of law to help secure justice and win cases.

CS Disco, Inc.

VP of Sales

Recommind

Vice President of Field Sales, Americas

Recruited to revive stalled sales with Fortune 1000 named accounts in the mid-Atlantic region including parts of New Jersey, Virginia, Delaware, Pennsylvania, Maryland and DC. Established direction, implementing business renewal strategies, best practices and sales force development initiatives. Solidified alliances with at-risk clients while renewing inactive VAR and SI relationships.

ACCOMPLISHMENTS:

Led turnaround, growing pipeline from zero to $30 million in 12 months; quickly secured $5 million 
 in product/license revenue.

Rebuilt 7-member sales team; rekindled morale and restored focus on solution selling, delivering 
 within 10% of commitment.

Built foundation for growth and delivered immediate productivity gains, utilizing Salesforce.com 
 and Opportunity Assessments.

Launched new solutions for Life Sciences vertical, crafting strategic plan to recapture majority
 market share and millions in sales.

Market top technology solutions including Enterprise Content Management (Documentum),
 Life Sciences Solution Suite (D2, R&D, eTMF and Q&M) Capture (Captiva), Customer 
 Communications (Document Sciences), File Intelligence and eDiscovery (Kazeon), Sync
 and Share (Syncplicity) and Application Decommissioning (Infoarchive) via perpetual and SaaS 
 licensing models.

Currently managing newly created Life Sciences Sales Team with national responsibility for large 
 Pharmaceutical and Medical Device clients.

Sales Director Information Intelligence Group (IIG)

Led sales generation on three continents, managing $18M revenue stream. Directed $8M global professional services/maintenance organization, supporting all product offerings. Managed team of 28 sales, pre-sales and services staff.

ACCOMPLISHMENTS:

Expanded overseas sales. Sales in Asia Pacific at Datawatch were generated through small resellers and did not include enterprise offerings. Developed business plan to add staff, generate leads for new business and sell upgrades to existing customer base. Boosted enterprise sales from zero to $1.2M and tripled desktop sales in nine months.

Grew product line revenues. Datawatch CEO wanted to increase enterprise license revenue. Created new packaging, collaterals and marketing campaigns targeting healthcare and financial services markets. Replaced key sales executives in the US and EMEA with experienced enterprise software sales personnel. Closed major deals with key target companies, driving annual sales from $2M to $6.5M in three years.

Added incremental revenue. Sales was setting unrealistic expectations for professional services engagements with customers, resulting in the give away of 50 days of services on a quarterly basis. Worked with sales and professional services to develop an agreed upon process, eliminating free-of-charge days and capturing $400K annually.

Retained client, overcoming customer concerns. The companies largest enterprise customer indicated that they were going to change vendors because their system was overloaded and unreliable. Assembled a team, recommended system upgrades to meet scalability requirements and overcame internal political pressure to switch vendors.  Negotiated new contract, retaining $700K in annual revenue.

Datawatch Corporation, an $18M software company

Vice President, World Wide Sales and Services

Led turnaround of $15M North American region, developing comprehensive strategic business plan targeting Fortune 1000 companies. Exceeded projected sales quota in first year, driving $4M increase in revenues. Designed sales metrics plan for 10 staff.

ACCOMPLISHMENTS:

Implemented cross-selling incentive system. Zantaz had two product line divisions that functioned independently. Sales reps did not share leads. Modified compensation plans to stimulate lead generation across divisions. Closed $2.5M deal in first quarter through sales force collaboration inspired by new plan.

Captured lost sales. Company lost a $150K sale to the DC Government because of an aggressive sales person that alienated the customer. Took over the management of the customer, saving the sale. Used opportunity to coach sales person, improving his skills.

ZANTAZ, a $100M software company

Director Sales

Recruited to build a direct sales organization for this Canadian startup. Established sales team of six. Captured four contracts, generating $600K in first months, propelling growth to $1M in annual revenues.

ACCOMPLISHMENTS:

Negotiated strategic partnership. Company was in startup mode using direct sales strategies which were not working. Became Microsoft Gold Partner, earning right to work with Microsoft CRM Sales Team. Obtained introduction to company and closed deal for $375K.

Restructured product offerings. The company was selling its enterprise software solution in a $250K bundled package, but customers wanted to purchase individual products. Split apart bundle, priced properly and closed three deals worth $450K in four months.

Galeforce Solutions, a start-up company

Vice President Sales

Managed North American sales team integrating channels and building new VAR channel following acquisition of Crystal Decisions. Held full P&L responsibility for $45M division, directing team of 24 and $5M budget.

ACCOMPLISHMENTS:

Improved sales cycle time through the channel.  SAP Business Objects sold enterprise products through a direct sales team. Determined that large resellers such as Dell / CDW would assume contract/credit risks, earning a 10% margin on their sales.  Negotiated reseller agreements and reduced sales cycle time 50% to 90 days.  

Increased sales to Federal Government. CEO wanted to obtain more federal business but did not have a GSA schedule or want to take on the liability of federal government contract terms. Added products to schedule with two largest channel partners precluding exposure to government terms.  Captured $400K in the first month.

Reduced distributor discount, gaining additional revenue. Crystal Reports was delivered through distributors that received 40% discount. Lowered the distributor discount to 30% with no repercussions and increased revenue $300K in the first quarter following change.





Earlier: Held senior management positions for software, hardware and multi-media marketing companies include NetPower, Borland and GE Calma.

Bob Clemens