We bring more than 25 years of on-the-ground experience in the TMT sector, working for startups and large corporations such as Juniper Networks, Velocix, Lumen, Edgeware, Fastly, Qwilt. With an engineering background, we have led commercial teams across the globe, from Hong Kong to the UK to Mexico. We have served almost all vertical markets, from telecom operators to broadcasters, e-commerce, fintech, and gaming, positioning solutions such as routers and switches, colocation, virtual private networks, dark fiber, video streaming, open caching, cybersecurity, etc.
Some key achievements include triple digit revenue growth, business expansion into new geographies, smooth integration of teams after M&A, escalating from no business to #2 vendor in 3 years.
This combination of companies, roles, and markets contributed to our proficiency in:
- Identifying the target markets, setting priority segments
- Establishing business objectives: revenues, sales, MBOs
- Defining channel strategy, combining sell-to, sell-through and sell-with
- Dimensioning, recruiting and coaching sales teams
- Designing sales compensation plans and SPIFF programs
- Developing partner programs and appointing sales channels
- Executing sales plans, including lead gen and forecasting activities
- Collaborating with Product teams in setting pricing strategy
FMA Consilium 