> AA-ISP Advisory Board
AA-ISP Advisory Board Members
The AA-ISP is committed to cultivating and maintaining relationships that aid in the advancement of our profession. AA-ISP Advisory Board Members play a key role in that goal, sharing a common commitment to our mission of raising the level of professionalism and performance within Inside Sales.
The Bridge Group
Founder, President, & Lead Strategist
Trish founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. Since founding The Bridge Group in 1998, Trish has been applying the knowledge she acquired through 20 years of business-to-business technology sales leadership to help Bridge Group clients build, evolve, and validate their inside sales strategies.
With over 130 distinguished technology clients, Trish and The Bridge Group have built their business by delivering unparalleled service. Prior to founding the Bridge Group, Trish designed and built best practice inside sales organizations for companies including Legent Corporation, Cadre Technologies, Bachman Information Systems, and Telesales, Inc.
General Manager, IBM Inside Sales
As the General Manager of ibm.com, Paula Summa leads a 5,000 person worldwide team responsible for driving approximately 11% of IBM's total revenue. The IBM Inside Sales organization consists of 43 global inside sales centers throughout the world.
Paula has held various financial roles in her career with IBM, working with the various geographies and business units, primarily in the Sales and Distribution organization. Her first executive role was as Director of Accounting for U.S. Operations in Sales and Distribution and then moved to Director of Financial Planning in Corporate Headquarters for IBM's Worldwide Marketing and Services Units.
From 1994 - 1996, Paula's talents were leveraged as Controller for Latin America. In May 1996, Paula became the first Chief Financial Officer of IBM's Global Small and Medium Business organization followed by heading up the Global Business Partner Organization and IBM Inside Sales as Vice President of Finance and Operations. From January 1999 - October 2002, she was promoted to Vice President of Finance and Operations for IBM Global Financing. Paula then assumed the role of Vice President of Finance and Operations for Global Sales and Distribution where she led a staff of 7000 financial professionals until January 2006, when she was promoted to General Manager of IBM Inside Sales.
Paula is a member of the IBM Integration and Values Team, a recipient of the IBM YWCA award (Women's Achiever Award) and on the board of directors of the Westchester Arts Council. She is a member of the advisory board at Pace University's Lubin School of Business, where they honored her with the Alumni Achievement Award in 2008. She was also featured in the June 2008 issue of CFO Magazine as one of 25 women expected to be among the next generation of top finance executives.
Paula graduated from Pace University, summa cum laude, with a BS degree in Accounting, and was valedictorian of her graduating class. While working at IBM, she received an MBA in Finance from Pace University, where she graduated with honors.
Chairman & CEO
David Elkington has a rich background in technology and business development. As CEO, he leads the development of InsideSales.com's strategy both technologically and operationally.
Before founding InsideSales.com, David Elkington co-founded Integr8ted Technology Solutions, LLC., a leading e-business consulting and application development firm. Before that, Mr. Elkington Co-founded and served as the director of business development of Everfill, Inc., an e-Health distribution company, until the sale of the company. Prior to that, Mr. Elkington was an investment banking financial analyst with Deutsche Banc Alex. Brown in Baltimore, Maryland, where he was a member of transaction team for IPO's, follow-on offerings, debt offerings, and merger and acquisition assignments for Internet e-commerce, retail, and business services companies.
Additionally, Mr. Elkington worked for Merrill Lynch and MiraQuest Capital (a healthcare technology venture capital firm). He has a background in computer science and holds a Bachelors of Arts degree in Philosophy from Brigham Young University with minors in Business, Japanese and Hebrew.
Reality Works Group
Founder & CEO
Anneke was the twelfth employee at Oracle and the designer of Oracle Direct, the company's revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth, using Sales 2.0 principles.
Anneke is a highly sought after speaker and has presented at numerous shows and events. She was recently named as one of InsideView's Top 20 Social Media Users.
Steve Richard is Co-Founder of Vorsight, currently #1689 on the Inc. 5000. Steve's passion is helping sales teams in the often neglected first half of the sales process. AA-ISP members have voted Vorsight sales training provider of the year multiple years. Instead of boring Power Point and lecture, Vorsight actually gets on the phones and calls into your most wanted accounts to identify decision makers, have conversations about their needs, and source new opportunities. Clients see pipeline increases of 20-100%. For an inside sales training curriculum, please see www.vorsight.com/prospecting
Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money, and is a CNBC guest contributor. Outside of work, Steve volunteers for Columbia Lighthouse for the Blind and enjoys diving, skiing, running, and time with his growing family.
VP of Sales & Customer Success
Greg leads the sales and customer success teams for InsideView. He is a proven sales executive and team leader who brings over 21 years of software sales experience. Prior to joining InsideView, Greg served as Vice President of Sales at Movaris where he restored sales growth that contributed to the company's acquisition. He was Director of Sales at Hyperion Solutions (now Oracle) in both national and strategic regional roles, and has served in various sales executive and management positions at Siebel Systems. Greg also held senior sales positions with Pure Software where he was a key contributor in the rapid revenue growth that led to a successful IPO in 1995 and subsequent acquisition to Rational Software (now IBM). Greg began his sales career with Oracle Corporation where he was consistently a top revenue contributor in the Oracle Direct team. A native Bay Area resident, Greg received his Bachelor of Science in Mechanical Engineering from U.C. Santa Barbara.
President & CEO
Nick Hedges is the president and CEO of Velocify and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick has spent the last six years helping organizations accelerate sales performance and is an advisory board member for the American Association of Inside Sales Professionals (AA-ISP). Nick joined Velocify in 2008 as SVP of business development and then held various roles at the company including head of sales and chief revenue officer, prior to becoming CEO in 2011.
Prior to Velocify, Nick was a case team leader at Bain and Company, where he led strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, he was the CEO of an online marketplace for the global soft commodity industry that provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few early dot-coms to generate healthy revenue and was a forerunner of SaaS technology. Earlier in his career, Nick worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an account manager for big brands, Kodak and Ford Motor Company.
A Fulbright Scholar, Nick holds an MBA with Distinction from Harvard Business School and a bachelor's degree with first class honors from Manchester University.
IBM Inside Sales, North America
Judy has built a strategy for success that encompasses over 28 years of experience in the information technology industry. She currently leads the Inside Sales team for IBM North America, made up of over 1300 sales professionals driving over $6B in revenue annually for IBM. The teams agility in adapting to industry trends -- reaching IBM's clients where they want and how they want -- make them a critical part of IBM's go to market strategy.
Prior to her current role, Judy was Vice President of Systems & Technology Group (STG) Global Sales Programs, where she was responsible for the development and the go to market strategy of the key IBM growth solution areas: Cloud, Business Analytics, Deep Computing and the integration of these solutions with Software Group (SWG) and Global Technology Services (GTS) / Global Business Services (GBS). She was integral in the creation of the Oracle Sun Competitive Attack Program and lead the tiger teams globally. Prior to joining STG, Judy was the Vice President of Sales, Financial Services Sector (FSS) Wall St. where she led the client relationship teams that were responsible for driving $1B of server/storage, software and services revenue, while maintaining high client satisfaction in the relationship, growing that business 200% over a 5 year period.
Judy is also the Fundraising Chair for a local women's organization as well as being involved with My Sisters Place, Make A Wish Foundation and Westchester Exceptional School. Promoting strong family values is a priority, both within these organizations and with her husband and two sons -- who she enjoys spending time travelling with, having visited over 100 different cities around the world. This type of relationship building is at her core, including connecting with her sales teams. She visits each of the three Inside Sales mega centers regularly to foster those relationships personally. By doing that she has succeeded in developing a culture where the clients needs are at the heart of every aspect of the business.
Sr. Division Vice President
Ed is currently a Senior Division Vice President, Sales with ADP (Automatic Data Processing, Inc.), a 10 billion dollar computer services firm. His career has included diverse experiences in sales, sales management, general management, business development, strategic planning, marketing, alternate distribution, strategic alliances and mergers/acquisitions.
Ed is on the advisory board for both the Russ Berrie Institute (William Paterson University) and the AA-ISP. He also participates in the Corporate Mentor Program at Seton Hall University, Corporate Executive Leadership Council and is a member of the Lake Valhalla Club.
Ed's educational background includes:
- University of Connecticut - MBA, Marketing
- Seton Hall University - BS, Economics
- Harvard University - Strategic Marketing Management
Ed resides in Montville, NJ with his wife, Peg, and son, Brian.
SVP, Global Inside Sales
Linda is a Senior Vice President for EMC Corporation in Hopkinton, Massachusetts. In January 2013, Linda also assumed global responsibility for the Renewal inside sales team. As SVP, Linda is responsible for managing 700 people in insides sales in 8 global locations. She is responsible for hiring and developing EMC's next generations of sales talent and revenue in excess of $2 billion.
Prior to Linda's current role, she ran the Americas inside sales organization. Before stepping into this role, she was the Chief of Staff for the Americas Sales organization, which also included responsibility for the Divisional Sales Strategy team along with Strategic Sales Alliances.
Linda has held various leadership positions for EMC and Data General over her career. She started the Strategic Sales Alliances organization for EMC. She was also the Strategy Director for the Americas Channel organization responsible for recruiting and managing EMC's OEMs & national resellers. Additionally, Linda held leadership roles in the marketing organization as the Director of Global Field Marketing, Vertical Marketing and the Director of Global Marketing Operations. Linda joined EMC in 1999 from Data General.
Linda was named by VAR Business magazine as one of the top "50 Most Powerful Women in Technology" and by CRN magazine as one of the "Top 100 Unsung Heroes." Linda was the Chairwomen for Women's Network Advisory Board for the Greater Boston Chamber of Commerce. She currently is a board member for Old Sturbridge Village in Sturbridge, Massachusetts.
She is a graduate of St. Anselm College in New Hampshire with a BS in Business and Finance. Linda resides in Sturbridge, Massachusetts with her husband and two children.
VP of Inside Sales
Dave is a 26-year sales veteran in the publishing industry. Following a consistent goal-achieving career as an outside sales representative, District Manager and Regional Manager, Dave was promoted in 2006 to Vice President of Inside Sales for Pearson Higher Education. Dave is responsible for five separate sales teams positioned in the academic channel as well as business and industry. Pearson is the world's largest educational services provider offering both print and digital resources for students and instructors from preschool to university to continuing education to career ready professions. Given his experience with outside sales coupled with his successful inside tenure, Dave provides interesting and compelling sales insights while championing the professionalism and performance of inside sales. As a sales manager, one of his priorities has always been to promote a culture of candor, motivation and recognition. Dave's desire is to help establish the Columbus Chapter as an active contributor to the Association's mission as well as to grow the Columbus Chapter into one of the largest Chapters in the country.
Thomson Reuters, Financial & Risk Division
Global Head of Inside Sales
Erik Hammar is an international sales veteran with more than 22 years experience from the financial services and media industries and serves as the Global Head of Direct in the Thomson Reuters, Financial & Risk business unit. In his role, he oversees the strategy for the Inside sales function, which is called Direct, and runs the business development and strategic sales operations for the global inside sales teams. He is a well respected leader in his industry spend most of his time between Stockholm, Sweden where he lives, London and New York. He has worked and lived in 6 different countries. He also has a background with startups from equities brokerage to the food and art industry. Most of his career he has spent in global organizations and worked with various types of customers and cultures all over the world. Previous roles are in both field and inside sales, account management, business development, product development, marketing, strategic operations and general management.
He started his selling career as an Account Manager for Reuters in Stockholm, Sweden in 1990 covering small accounts and later went into run new business which took him to start and Head up Reuters business in the Baltic countries, a job he had for four years based in Riga Latvia. Later he moved to Denmark to work as a Head of Sales and work with the strategic accounts, solution sales as well as new business sales. In 2009 he co- founded an Investment bank and managed sales, trading, sell side research, corporate finance in the technology, internet, media and entertainment sector. After a few successful years running the investment bank he took up a role in Reuters to head up the Investment Banking and Brokerage segment and specialist sales teams for Nordic & Russia, CIS and Central Eastern Europe. Following that he took on a number of senior regional and global sales roles in Thomson Reuters as Head of Specialist Sales, Head of Sales and Marketing, Head of Account Management, Head of New Business, Direct Inside Sales, Europe Middle East & Africa, Global Head of Trading Focus Accounts, Direct Inside Sales and now holds the Global Head of Direct Inside Sales role.
He has lived and studied in the US, San Diego California and has also studied marketing and advertising at the University of Stockholm. He is the co-chairman of the Thomson Reuters Inside Leadership forum that cuts across four of the company's business units.
Director of Technology & Inside Sales
Mark is responsible for the strategic direction and day to day operation of one of the most effective and highly regarded inside sales teams at General Electric Healthcare. Mark has over 25 years of direct selling and sales management experience. Mark was named the AA-ISP 2009 Executive of the Year and is a veteran of five Inside Sales Association conferences and has served as both presenter and facilitator at past events. Prior to his career in Healthcare IT, Mark spent 10 years in the telecommunications industry as Commercial Markets Manager with AT&T and with PrimeLink where he served as President. He is a graduate of the University of Vermont with a BA in Business Administration.
David Moufarrege spent the past 25 years in cross-functional positions that included responsibilities for technology, solutions, customer service, and sales. For the past decade, he has held Director and Vice President positions in diverse companies, such as Sutherland Global, pcSupport.com, CPI Business Groups, and Clarity Customer Management. Currently he is Chief Operating Officer of clickworker.com, Inc., the U.S. subsidiary of a leading European crowdsourcing company. David is a recognized authority in the technology and telephony space. Technology companies, as well as voice and data providers, in the UK and in North America have relied on his expertise to combine technology with process improvements to address business challenges. Mr. Moufarrege holds a Master of Business Administration degree from the Rochester Institute of Technology.
PC Helps Support
SVP of Sales
David Sill continues to be excited about helping Fortune 1,000 firms free up valuable knowledge worker time. His company, PC Helps, delivers desktop, cloud-based, and mobile device "how to" solutions to corporate end-users over the phone and Internet. His inside sales teams have forged sustainable relationships with industry-leading brands and have increased annual revenue for 13 straight years, highlighted by a successful private equity-sponsored liquidity event in 2005 and dividend recapitalization in 2007. David Sill is a practitioner and true believer in the potential of inside sales.
David graduated magna cum laude with a BA in Writing and Communication from the University of Pittsburgh. He holds a JD from the Pennsylvania State University Dickinson School of Law and is licensed in the Commonwealth of Pennsylvania. While working at PC Helps, he received an MBA from Villanova University.
David volunteers as a Board member for the Wolf Performing Arts Center and lives outside Philadelphia, Pennsylvania, with his wife and four daughters.
VP Global Sales
Jyllene Miller was born and raised in Connecticut, was graduated with Distinction from Connecticut College in 1987, and moved to Arizona in 1990. Her 20+ year career in Direct Sales and Executive Sales Management spans several verticals and multiple countries.
Jyllene began her career as an individual contributor Team Air Express. Within 3 years, she held a Regional Sales Manager position, with sales management responsibilities for 5 offices in the Southwest region of the United States. Jyllene joined Insight in 1996 as an Account Executive, was promoted every year, and in her final role in 2004 served as Vice President of SMB Sales with responsibilities for 900 inside sales professionals and $1.2 Billion in annual revenues. From 2004 to early 2008 Jyllene served as Executive Vice President of Arete Sleep Health where she renamed/rebranded/ and restructured the organization, and implemented sales and marketing teams to grow the organizations from 1 state with $1million revenues to 5 states with $22 million in annual revenues. Jyllene joined Direct Alliance in 2008 as Senior Vice President of New Business Development and remains in that roll today.
Jyllene has been recognized with multiple sales awards, as one of Arizona's Top 10 Women in Technology Sales by Today's Arizona Woman Magazine, and was the recipient of the Prestigious Phoenix 40 Under 40 Distinction is March 2001.
Jyllene is extremely active in the community. She served on the Board of Trustees for Homeward Bound for 10 years and on the Board of Directors for The Partnership for a Drug-Free America as Secretary and Chair of the Development Committee for 3 years. Today she serves on Fresh Start Women's Foundation Board of Directors where she holds several committee positions. Jyllene's passion lies within helping others learn how to help themselves.
VP of Sales & Marketing
Tom is an accomplished specialist in giving startups what they desperately need (after a great idea) and that's revenue. He has spent two decades successfully generating early growth on a large scale, most recently by transforming Glance Networks from a company with a screen-sharing tool to the leader in the burgeoning Sales 2.0 movement. He is adept at integrating marketing, sales and support for both cost efficiency and maximal results, as he demonstrated at Empirix, Microsoft, and Informatica, among others. He blogs on sales, business, technology and culture.
Director of Sales
Brett Wallace is a Director of Sales at LinkedIn and also co-President of the Silicon Valley Chapter. Prior to joining LinkedIn, Wallace was the Vice President of Sales and Business Development for ZoomInfo. While at ZoomInfo, he reorganized the direct sales force and customer segmentation model to increase revenue over the last two years. Previously, Wallace spent nine years at Forrester Research, Inc. where he led new client acquisition as the Director of New Business. Wallace is incredibly passionate about winning the right way, empowering people to achieve their goals and finding simple levers to create revenue streams. Outside of work, he is also an accomplished artist with hundreds of clients across North America, including Suffolk University and Fidelity Investments. Wallace lives in the Bay Area with his wife and two children.
VP of Applications Sales
Paul has been instrumental in the building, development and expansion of high performing inside sales organizations over the last 12 years. Combining operations, staffing, sales execution, motivation and culture have been the cornerstone to his success. Paul's inside sales career includes management positions at Silicon Graphics, PeopleSoft and Oracle Corporation.
Currently Paul manages a 100M National Inside Sales Team at Oracle. While at Oracle, Paul helped to transform the Oracle Direct's Inside Sales organization into one of the top performing teams in the industry.
Paul received his Bachelor of Arts degree with an emphasis on Marketing and Communication at
Bowling Green State University, Ohio.
Laurie has 30 years experience in sales and sales-management, training, coaching and consulting. Companies include Honeywell, Personnel Decisions, Capella University and several small manufacturers and distributors. She is currently operating Strategic Performance Consulting,LLC ,providing sales training and coaching powered by Telemasters, Inc for organizations such as Securian, US Bancorp Investments, Thomson-Reuters, and Wells Fargo. Laurie also specializes in consulting and coaching for companies who are looking to start up or turn around their sales and customer service teams.