Hi, I’m glad you’re here! It’s so nice to meet you.
FORBES named me as one of the “Top 20 Most Influential Women” to follow on Twitter for business, marketing and technology advice. I have 20+ years of corporate experience, as an award-winning sales and strategic alliance executive, working for global industry leaders in the high tech and consulting industries such as: ClickSoftware, Oracle Corporation, Sun Microsystems, Ariba, BearingPoint and Computer Sciences Corporation (CSC).
In this new connected world, where there is no forgiveness and excuse for lame customer service/customer experience, one of my passions is offering companies strategies and solutions to improve the productivity and profitability of their mobile resources (people and assets), and enhance customer service/customer experience, and as a result, accelerate their growth, increase revenue, gain a competitive advantage, while reducing operation costs.
There’s a greater recognition that service can be the relationship glue in the customer lifecycle. Products has become somewhat more commoditized and are therefore under constant pricing pressures that erode product margins. Services, on the other hand, have remained more proprietary, requiring specialized knowledge and/or skills to execute. Executives are realizing that service is a major growth engine for companies and is the key to increasing the bottom line and securing customer loyalty.
As a revenue acceleration strategist, I like helping companies and entrepreneurs profit from their sales, strategic alliances, channels, business development and marketing initiatives by engaging customers and partners, and by providing solutions that generate results. During my career, I’ve been responsible for leading global sales and alliances teams, developing long term client relationships and forming profitable partnerships.
Experienced at structuring complex deals with prospective clients and with diverse strategic alliances, I’ve personally negotiated over $250 million worth of business solutions and strategic partnerships with companies worldwide.
I like to negotiate win-win and delight my partners and customers, and as a result, I’ve succeeded in more than quadrupling sales revenue in as little as 18 months from $22M to $88.4M.
I really enjoy sharing my knowledge, passion and expertise through speaking, whether to an audience of 1 or 1,000 – audiences include: MENG (Marketing Executive Networking Group), ASAP (Association of Strategic Alliance Professionals), BAPTIE and many others.
Employers and Clients include:
- Leading Provider of SaaS Spend Management Software
- Largest Women’s Fitness Franchise in North America
- Major Fashion, Beauty and Lifestyle Magazine
- Prominent Non-for-Profit in Women’s Health
- Leading Personal Organizer Corporation seeking to
launch a new product targeting women
- Leading Book Publishers
- One the Largest Certified Training Academy for Home Stagers
- Emerging Small Businesses and Established Experts
IF YOU’RE INTERESTED IN KNOWING MORE ABOUT ME – YOU’LL FIND PLENTY OF ADDITIONAL INFORMATION BELOW
Highlights of my background:
Alliances, Channels and Sales Leader with a proven track record in generating revenue for global industry leaders (Software, Systems Integrators and Hardware Platforms) through new business development, enterprise-wide direct sales, channel/alliance sales of software, solutions and services.
I have held the following positions: national sales manager, regional sales manager, global partner sales programs manager (GSIs) and channel marketing. senior business development manager, strategic alliance sales manager, senior account executive, consultant, instructor, customer support, and pre-sales manager.
Successful career in sales and sales management — As a revenue acceleration strategist, I help corporations, develop and execute sales, business development and partnership strategies and initiatives that generate results (sales and incremental revenue growth). An effective proposal writer, presenter, negotiator and closer, I have negotiated over $250 million worth of business solution sales and strategic alliances worldwide. I possess uncanny sales skills with results of more than tripling sales growth in as little as 18 months (from $22M to $88.4M). By working with me, my employers and clients have gained clarity, uncovered fresh solutions and untapped opportunities they had previously missed. As a result, many have doubled, and, sometimes even tripled their overall revenue.
Successfully positioned and sold solutions and services – I have positioned and sold high end enterprise software solutions (WFM, ERP, CRM, SCM, HRM, BI, Customer Analytics, Manufacturing and others), consulting services and hardware offerings across multiple industries/verticals and delivery models: Cloud, SaaS, managed hosting, and perpetual license; in global, national and regional markets. In all cases, I had to learn the products, solutions/offerings after being hired and quickly enough to deliver results in a very short timeframe. You can say that I’m a very quick, self-motivated learner.
Industry Experience: Telecommunications, Media & Entertainment, Financial Services, Manufacturing, Aerospace & Defense, High Tech, Life Sciences, Healthcare, Retail, Home and Business Services, and Professional Services.
I have interacted internally with multiple teams and functions: executives, sales, marketing (corporate, product, field, industry), practices, vertical/industry leads, product development and management, engineering, consulting, legal, finance, and support; and externally with prospects, clients, partners, third party consultants and end-users (functional and technical), lines of business and C-level executives.
Expertise in relationship building and global alliance/partnership management — I view this as a process, not as an event, and I have a deliberate, systematic approach to relationship building and alliance management (with both customers and strategic partners). First I gain an understanding of how the alliance fits with the company’s strategies and initiatives, and then I become the catalyst for ensuring that the partner is contributing to corporate objectives. In this capacity, I am tireless — always doing whatever it takes to strengthen, retain and optimize the value of the alliance.
A veteran at building and fostering profitable client and partner relationships, my expertise is in helping companies develop, optimize and monetize their strategic alliance and channel portfolio, and in aligning their direct and indirect go-to-market strategies and routes-to-market for incremental revenue growth. I have developed and managed high-value relationships and partnerships with world-class enterprises, technology leaders and systems integrators: ADP, IBM, Experian Marketing Services, Adobe (formerly Omniture), Microsoft, Google, SAP, Oracle, Cisco, Cordys, Citrix, NetApp, RWD, Autonomy, Accenture, Price Waterhouse, Deloitte, DMR, CGI, American Express, US Bank, Bank of America, BellSouth, Verizon, US West, AT&T, Intel, Proctor & Gamble, Safeway, Guidant, Indy Mac, Union Bank of California, Charles Schwab; and with other clients and partners in Canada and in the United States.
Partnering philosophy – My partnering philosophy is simple yet effective. I see my mission as helping and enabling my partners solve, sell and service. To equip them to succeed with the right programs, tools, collateral, infrastructure, funding, support etc. By having a sale, alliance and marketing background, I gain immediate credibility with the sales teams (direct and indirect) and with the partners. I believe that an effective alliance/channel manager is there to amplify the brand awareness, expedite and support the sales process and establish a competitive advantage. To create the most efficient, cost effective experience and relationship with the partners and customers. It’s about relating and engaging. Being the voice of the partners within the organization – they need to feel that their needs are being heard and met. To make it easy for them to do business with the organization, understand their needs and those of their customers and provide them with readily access to information and support. In short, to engage, energize, empower and support their efforts.
Team building and leadership talents — I am known for the ability to rally and motivate my teams and colleagues to achieve “better than best” results. I have extensive experience in bringing cross-functional teams to work and collaborate toward a common set of goals and objectives. I thrive in fast-paced business environments; actually, I act as if being part of a high-energy, “can-do” environment starts with me, and my talents are wasted unless I am functioning in a key role on a dynamic team performing a function that is directly related to producing results for the company, clients and partners.
Driven, accountable, focused and versatile executive — I am passionate about my career, my company, my industry, my customers and the products and services I represent. My ethics and integrity are irreproachable, and my vigorous pursuit of “doing the right thing” has been recognized by my employers, peers and customers – often winning against the incumbent because I earned their trust.
In addition to my background, below are what my colleagues, partners, employers and clients consider to be some of my Strengths and Points of Distinction:
Ability to quickly assess a situation, perform a gap analysis, propose a solution (or set of solutions) and develop a pragmatic, actionable execution strategy
Experienced at structuring complex sale deals and diverse strategic alliances
Effective presenter, negotiator and closer with a win-win-win mindset – responsible for negotiating a $200M worth of business solutions and strategic alliances
Possess uncanny sales skills, love to make deals
Very customer centric and solutions focused (a kind of business/solutions matchmaker)
Ability to develop and earn trust to foster partner and customer loyalty
Very quick to pick up new topic areas or develop new skills
Inquisitive and Insightful – Ability to ask powerful, even provocative questions to get people to think differently and more creatively, replicate successes and avoid past mistakes
Connect the dots, see pathways, solutions and untapped opportunities (that others have missed) that produce results
Bring cross-functional teams to work and collaborate together toward a common set of goals and objectives
Explain complexity in lament terms and simplify execution to achieve quick wins and results
Ability, to not only, work without a map but to create one. To make things happen or to turn things around. Francine is often the individual a company, division or a team turns to when something new and different needs to be created out-of-nothing or something needs to be fixed.
For results and endorsements, please click here: http://www.francineallaire.com/results/