Vladimir Lichmanenko

Key results 1) Segmented customers and reorganized the direct sales approach, resulting in a 50% increase in MQLs and over 30% increase in SQLs. 2) Implemented a sales team incentive scheme and planning methodology, leading to a 3x increase in revenue Y2Y with planning accuracy exceeding 80%. 3) Improved qualification business processes, reducing presales costs by over 75%.

1) New lead generation channels (tender sites, professional social networks) have been organized, which allowed to increase the SQL flow by 18% within 6 months 2) The process of preparing an offer at the RFQ and RFI stages was reorganized, the speed of preparing an assessment was increased x3, which led to a 90% reduction in the cost of presale and an increase in conversion at the stage by 15% 3) The account-based management (ABM) methodology was introduced, which allowed to increase the number of projects with existing clients by 27% Y2Y

1) Led the change in the sales model of IT products of the T&L department and their introduction to the Russian market as independent products, ensured the first sales of solutions 2) Optimized the model of work with tender purchases, which allowed to increase the speed of consideration of requests by 3 times and eliminate the loss of opportunities 3) The approach to project evaluation has been changed, which made it possible to reduce the involvement of management staff at the RFI and RFP stages by 60% and 20%, respectively, and also reduce the time for preparing KP by 30% 4) Implemented a model for monetization of OT-product technical support services, which allowed them to be brought to an operating profit on the horizon of six months

1) Led the comprehensive transformation of the sales team's processes and tools, which allowed for stable sales growth of more than 40% Y2Y for 5 years 2) Changed the sales model of key products from OnPremise to SaaS, which allowed to increase the return on sales of x4 (up to 60%) 3) Supervised the change in the principles and conditions of monetization of technical support services, which allowed to increase profitability from -53% to +17% within 18 months

1) The first voice assistant sold, which later transformed into a key product of the company - Vocamate (https://vocamate.ru/) 2) Projects from my portfolio were recognized 5 times as the best in their nominations at the Microsoft Partner of the Year partner competition in Russia and 1 time became the 1C Project of the Year, which allowed to get a significant marketing effect

Key responsibilities: software and services sale to SMB customers (up to 2000 PCs)

1) Led the optimization of accounting and integrated automation of the enterprise, which allowed to increase revenue by more than 30% Y2Y while maintaining the level of profitability 2) Carried out inventory optimization, which allowed to increase turnover and reduce occupied space by more than 40% 3) Organized an e-commerce division

1) Tripled the number of stores in the chain within 2 years, along with the expansion of the product range from 700 to 6000 SKU 2) Created client maintenance processes in the network 3) Increased revenue by more than 10 times, the average check by 40%