John Coyle

Sonasoft (SSFT) provides solutions that enables our customers to create significant competitive advantages from their data, the most valuable corporate asset in the digital economy. Our artificial intelligence (AI) platform and data engineering capabilities harness data to enable businesses to accelerate and improve decision making, increase operational efficiency, and automate critical processes.

* Cornerstone Technologies focuses on the design, deployment, migration, and management of IT workloads such as Cloud, Messaging Migration, Office 365, Identity Access Management, Virtualized and Hyperconverged Infrastructures. Through project-based and managed services, Cornerstone Technologies plays a pivotal role in the transformation of their client’s IT environments. A key partner to Dell/EMC, HPE, Microsoft, Pure Storage, and Transvault, Cornerstone's customers span vertical markets such as Retail, High Tech, Health Care, Public Transportation, and Financial Services. * RESULTS: * Sales Rep of the year 2016 * Sales Rep of the year 2017 * Sales Rep of the year 2018 * Largest margin deal in company history

* Realized a savings of 42% in budgetary costs over a 3-year period by restructuring training deliverables to a modular format, reducing ancillary and redundant deliverables. * Facilitated communication and cross-pollination of 7 different training groups to maintain a consistent story.

My team was instrumental in growing HP North American storage revenue from $8M to $400M over a 5-year period by joining the HP sales force and resellers on joint customer visits, influencing their buying decision by translating product features into customer benefits through communication, training, and seminars. Was the liaison from the North American sales force and resellers to the product manufacturing divisions, influencing product design and delivery decisions to better align with North American go-to-market strategies.

* Designed, implemented and staffed technical online support team for HP Commercial and Enterprise Sales Representatives, Technical Consultants, authorized resellers and end-users. * Recognized by field management for the successful startup and ongoing operational excellence of “the best online support team in HP.” * Managed successful transition of Support personnel, property and assets from Cupertino, CA, to Loveland, CO with no downtime. * Designed and maintained call logging database, monthly reporting and satisfaction rating schemes.

Researched and contacted over 120 potential OEM companies and alliance partners in 4 months, which included executive meetings with HP, Sun, Apple, Hitachi Data Systems and StorageTek as well as ISVs, VARs and solution providers. Formed a cross-functional team composed of sales, marketing, legal, engineering and manufacturing to educate Xiotech executives and key management on the processes and systems required to successfully enter the OEM market. Implemented business development and marketing programs with resellers and government VARs that had never been done before at Xiotech, such as joint cold-calling and seminars in conjunction with Alliance partners such as Novell, Microsoft, Cisco, McData, Brocade. RESULTS: Increased reseller revenue by 350% over a 4-month period through a concerted effort of re-engagement and intense sales and product training, new business development programs such as cold-calling days and sponsored seminars.

Hired to design, develop, and deliver product sales, new hire and soft skills training for LSI Logic Partner Executives and System Engineers in North America through webcast and classroom. Previously, LSI Logic had no formal sales training. RESULTS: 34% increase in pipeline growth in 7 months by changing sales training from product-focused to customer benefits, value propositions, and proper product positioning. As a result, took over development of training for EMEA and AsiaPac regions.

* Built the Netreon customer base and reseller channel from scratch. * Negotiated and executed all end-user, reseller, and OEM contracts. * Managed channel programs including sales incentives, promotions and marketing campaigns. Channel was 40% of Netreon’s revenue. * RESULTS: * Increased sales by 50% each quarter, which set the stage for Netreon to be acquired by a Fortune 500 company.

* Led cross-functional sales team to fully understand sales, marketing, technical, and executive needs for Sun Microsystems, the largest HP OEM Storage customer at $72M. * Designed a product introduction process that involved sales and technical training for Sun Sales and SE teams and expanded it to include authorized resellers, and distributors. * Acted as sales and business development liaison to HP Storage divisions, helping determine product features and positioning to meet customers needs. RESULTS: * Increased storage revenue by 20% in one year – twice the expected rate for a 5-year old relationship -- and won agreements for three new products. * My custom new product introduction process was so successful that Sun Microsystems implemented this process across all OEM vendors worldwide.