From July 2002 to April 2007 I worked as VP International Business Development for Delta in Germany. Introduced more product-oriented focus to marketing communications. Worked with international distributors to put installed base on sound footing and introduce solution selling.
Joined Delta Software Technology GmbH as VP International Business Development to drive new business and set up strategic partnerships. The company acquired the rights to the Delta/ADS enterprise application development tool in 1994.
Designed and implemented strategy to move company away from its rigid traditional development focus and towards how to become a successful software products business. This required a lot of internal discussion and selling to start to move away from the traditional business model.
Worked closely with resellers in UK, Germany, Switzerland, Austria and France to relaunch their business and create a plan for growth, focusing on the traditional markets where Delta/ADS was strong: larger banks and insurance companies.
Founded Delta Software Technology Italia S.r.l. in Turin and submitted a joint bid with CSC for the massive “INPS” project to modernize Italy’s pension administration and payment system. It was interesting to see the process for forming a company in Italy, and how different it was to previous experience in the UK and Germany.
Presented at international trade conferences and raised the company’s visibility with updated positioning, branding, web presence, product packaging and a focus on product quality. Also spoke at a number of customer and partner events to raise the image of Delta as a modern product company.
Introduced the “Solution Selling” process for prospecting and sales management to resellers with custom training materials and real-time support. Helped sales team to reach targets when prospecting and processing the sales pipeline by learning to say “no”. This might sound like a small thing, but it is sometime difficult in the heat of a sales process to take a step back and see what there really is to do. In a number of situations saying no quickly, unblocking a sales process and making new sales.
