Ingenium-Partners: Revenue Generating Strategies for Business

Michael L. Johnson
Senior Sales and Marketing Executive with over 25 years of comprehensive experience in sales, marketing, business development, and strategic planning. Strong knowledge of the health care and high tech markets. Possess 12 years of executive management experience with a proven record of progressively responsible positions in the medical electronics, medical devices, and contract pharmaceutical industries.

Notable Achievements:

Appointed by GE Healthcare to assist in the development of a new sales process to improve linearity of results, improve predictability of forecasting, shorten the sales cycle time and increase win rates.
Appointed by Vice President of Oracle Majors to map a new sales process to accelerate sales and shorten the sales cycle time of their application software.
Appointed by the CEO of Oread to develop and Launch a new “Preferred Outsourcing Partnership Program” that increased sales by 54% and grew average order size by over 50%.
Developed and implemented professional telesales and telemarketing organizations at Oread, Becton Dickinson, Siemens, and Miller Heiman.
Re-engineered the North American Sales Organization of Becton Dickinson Infusion Therapy System, which resulted in increased market share from 42% to 53%, increased average order size by 50%, decreased cost of sales, and reduced sales cycle time by 34%.
Assisted BASF in developing a Strategic Account Management Program that has been recognized as world class process.
Developed a Strategic Account Management Process that resulted in sole source preferred vendor status with VHA/Novations, Amerinet, Premier Healthcare Alliance and Allegience.
Re-engineered an under performing sales region for Siemens Medical Systems. The results were a 44% increase in revenue while maintaining and growing business in 90% of existing client base.
Expert in sales process mapping, buy cycle analysis and implementation, and sales management system.
Developed basic and advanced selling skills programs for Siemens Medical Systems, Becton Dickinson, and Oread Labs.
Co-developed a new collaborative partnership process that assists clients in retention, penetration and growth of targeted collaborative partners.

Endorsements and Credentials:

Contributed to the publication - Selling Machine
Publications include The Sales Management System and Value Creating Collaborative Partnerships
Recognized speaker at Barnett Conferences on Strategic Outsourcing Relationship Management
Member, charitable work and ministries for Corpus Christi Church
BS and Harvard Executive Education degrees

Kerry W. George
Based on his successful background in leading sales organizations in high-growth, start-up and turn around environments, Kerry brings a unique experience to help clients reach their goals. His 19 year professional sales career includes executive management roles with companies in the telecommunication, high-tech and electronics manufacturing industries. There he developed and lead both large account and middle market channel groups. He has built and managed field direct, inside, reseller and support sales teams. Throughout his career, his passion for developing and implementing sales processes and training has been the cornerstone of his team’s and client’s success.

Notable Achievements:

35% annual revenue growth and 15% increase in profit after implementation of formal sales processes and training.
Implemented funnel management training and account tracking tool that resulted in 10% sales growth in one-year after 3 years of declining sales.
Developed Sales Foundation program to define expectations, revenue and activity benchmarks that reduced ramp up time for new sales hires by 28%.
Regional sales group increased incremental revenue growth per sales rep by 200% and lead entire sales organization through unrelenting focus on professional skill development and sales process training.
Developed and implemented strategic selling processes which increased large order close ratio 32%.
Implemented new forecasting process to increase accuracy of large order projections to 95%, an increase of 20%.
Initiated customer service process improvements that increased service add-on sales over 25% and reduced customer complaint resolution time by 50%.
Successfully re-designed North American large account acquisition strategy and referral program that was implemented throughout global organization.
Within 120 days, recruited and trained a new sales team to initiate coverage in eight major and seven secondary markets.
Developed internal Sales Learning Center consisting of a broad range of training and development modules for both new hires and senior sales representatives. This continuing education program reduced turnover for first year reps and increased production for sales team veterans.

Craig DeForest

For the past 19 years, Craig has helped business leaders and groups learn to incorporate an advanced approach to change and development of their businesses, their operations, their organizations and their people. He has worked across the U. S., Europe, and parts of Asia with small and large corporations who are striving to further develop their strategic, leadership, and operational capabilities in systemic and integrated ways.

Craig began his career of seeking and implementing improved approaches as a manufacturing manager in Procter and Gamble. He later applied these approaches as an HR executive and internal consultant for Mars Inc.

He is a senior member of the Institute for Developmental Processes, located in Carmel, California. For over twenty years, the Institute has studied and developed technologies, philosophies, and methodologies for creating advanced business organizations which reap the full potential of their employees at all levels and apply that potential to the delivery of superior customer value and the achievement of ongoing business improvement, innovation, and growth.

He is a graduate of the University of California, Berkeley, with a B.S. in Industrial Engineering and and MBA in Operations Research.

Kevin Delgado
With over 11 years experience in business management, marketing and project management, Kevin Delgado uses a wide range of skills in developing and implementing business-driven interactive marketing solutions. He has worked with clients such as Koch Supplies and Equipment and Lee Jeans to analyze online sales and marketing needs, then to create the most effective and appropriate tools to address those needs.

Mr. Delgado combines understanding of today's technologies with marketing and technical writing, graphic design and business management to be able to coordinate the efforts of many diverse personalities. He has created interactive systems ranging from simple, static brochure sites to enterprise-wide extranets requiring a team of 15+ programmers, producers and creatives.

In early 2004, Mr. Delgado will launch Laurelin Interactive Marketing, an enterprise designed to provide creative, experienced marketing support for any business looking to establish or expand their internet presence. Clients rely on him to provide analysis, design and project management without adding or burdening already overtaxed internal IT resources.

The internet is not just a bunch of interconnected ads. It's the largest computer network ever invented and has the potential to deliver focused positioning messages, track sales efforts, creatively nurture client relationships and all more responsively than any number of pre-internet systems could have before. Combined with properly developed sales and marketing strategies, internet technology can provide the tools needed to fuel a company's growth toward success.