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.
Edward Auriemma is SVP & COO of Field Operations at Infor. Since joining Infor in 2007, he has helped to create, architect and drive its sales strategy and go-to-market approach to pivot Infor to become the world’s first industry ERP cloud company. Leading a global staff of over 400 team members, Ed is responsible for Inside Sales, sales innovation and business development, all aspects of global Field Operations including go-to-market sales strategy, sales effectiveness, field enablement and business planning that deliver on a growth-oriented, progressive and modern selling strategy. Ed has nearly 20 years of experience in field operations, field finance and modern selling. Ed’s proven leadership and operational excellence is an invaluable component of how Infor is scaling out to reach more customers with its innovation.
Prior to joining Infor, Ed held management roles at JDA Software and Manugistics Group. He holds a bachelor's degree from George Mason University and is a member of the Atlanta CEO council.
Judy Buchholz is General Manager for IBM’s Global Markets in strategy and solutions since January 2017. She brings her passion for business transformation, strategic planning and building client success. She leads a team of over 1,000 industry and presales architects globally in our transformation towards becoming a Cognitive Solutions and Cloud Platform Company.
In over 25 years with IBM, Judy has held numerous leadership roles. Most recently, she was General Manager of IBM Digital Sales where she led 4,000 sellers in 99 countries, and responsible for 44 Digital Sales Centers throughout the world. The Digital Sales force excelled in social selling skills and technologies used for broadening reach to new clients and new buyers. Additionally, Judy was previously Vice President for the Prudential account, responsible for the overall global client relationship with Prudential Financial on behalf of IBM. In this role, Judy partnered with Prudential on their Business Analytics and Digital Transformational projects, aiming to change their client experience and provided an Intelligent Solver to drive targeted business outcomes.
When Judy was Vice President of Inside Sales in North America, she was responsible for over $6B. Organizational responsibilities spanned Marketing, Lead Development, Hardware, Software and Services Sales for specific client or offering segments while managing an organization of 1,300 employees in three major sales centers.
In other roles, Judy has also been responsible for the development and go to market of key IBM growth solution areas: Cloud, Business Analytics, Deep Computing and the integration of these solutions with Software and Services as Global Vice President Server and Technology.
As VP of Wall Street, she was responsible for driving $1B of IBMs portfolio of products and services for the largest investment Banks, Insurance Companies, and Stock Exchanges. She grew the business over 200% in her 7 years in that role while maintaining high customer satisfaction. She repositioned the team in driving industry solutions and strategic partnerships.
Judy sits on the Executive Advisory Board for the American Association of Inside Sellers, Women of Power & Passion, and Women’s Bond Club. She holds a Bachelor of Arts in Computer Science and a MBA in Finance.
Bill Crawford brings 17 years of B2B sales experience to the AA-ISP board spanning markets from SMB through Multi-National Corporations (MNC). His current responsibility is leading ADP's distribution engine into the next generation anchored by its Inside Sales strategy that is currently deployed by 1800 sales associates with global reach. Prior to leading Inside Sales, Bill led the World Wide Sales Operations organization comprised of: Sales Enablement, Sales Learning, Sales Automation, Sales Insights and Analytics, Leadership Development, Recognition, Events and Multi-Media. Here Bill built the "ADP Sales Stack" that supports and drives productivity for 8000 sales associates globally.
"At the core of it, the equation is fairly simple. Best in class technology and partnerships across the enablement and automation engine combined with the execution of a world class sales force...growth will be the result." Whether it be operational excellence or distribution expertise in any B2B market, Bill brings a wealth of expertise to the board.
Duane Cummings lives life with a single purpose, “To Aid Others, Act on Ideas, and Achieve Sensational Results.” He is a trusted advisor to organizations and individuals around the world regarding professional and personal development. Duane is an author, entrepreneur, coach, and consultant who speaks regularly on a range of topics that include entrepreneurship, leadership, communication, sales, and finding your purpose.
Duane learned the importance of teamwork and honed his leadership skills early by serving in the U.S. Army, and then by winning championships as a professional soccer player and coach. After retiring from athletics, he successfully transferred to the business world, where he held several sales management positions, before stepping out to build his own start up wholesale clothing company.
December 31, 2014 marked the completion of his most challenging project thus far. As COO and an equity partner, Duane helped guide Erick Flowback Services, LLC during their preparation and sale. Duane is still partners in, or owner of, several other companies in a variety of industries.
Along with several co-authoring projects and writing the next book in the Sensational Series, Duane now spends a great deal of time mentoring and also serves the needs of several non profit organizations.
Megan Dahlen is General Manager of Sales Strategy & Innovation, Worldwide Inside Sales at Microsoft. She has over a decade of specialized experience centralizing and scaling global sales organizations in the technology sector through acquisition integration and transformation efforts.
She is responsible for driving the global strategy and implementation of the Worldwide Inside Sales business. This includes learning and readiness delivery, process and playbook development and execution, and field sales integration. She is also accountable for strategy and revenue execution of Microsoft’s global partner and renewals motions. Prior to Microsoft, Dahlen was Vice President of Global Inside Sales at Infor, where she spent six years building and operating their industry-aligned, global transactional sales division, including lead generation and Inside Sales. Her responsibilities covered all markets including Americas, EMEA, China, India, APAC, and Japan. Previous to Infor, she held multiple roles in field sales and global Inside Sales management at Epicor Software.
Megan sits on the Global Executive Advisory Board for the American Association of Inside Sales Professionals (AA-ISP) and was honored in 2014 and 2016 as one of the 50 Most Influential Leaders by the Sales Lead Management Association. Megan graduated with a MBA from Thunderbird School of Global Management.
Virginia Davis is a proven intrapreneur and transformation leader, leveraging her technical and sales background to develop new ways to solve old and new problems which hinder commercial growth. Virginia is currently focused on defining global strategy and tactics for Digital Sales and Marketing within Schneider Electric. She has led the Inside Sales transformation at Schneider for the last four years, growing from 225ME to 750ME of sales coverage, achieving double-digit organic growth. She has brought the Inside Sales Account Owner model and Social Selling tactics to over 30 countries within Schneider, and has these resources succeeding in developmental roles, where they cover Electricians and Retailers, all the way up to Channel and Tier 2 OEMs, where these resources are seen as a "destination" role.
Since February of 1994 Tom has held various roles at IBM starting as a brand manager for a consumer business leading to Director of Merchandising and Marketing for their direct business. He then became VP of the global small and medium business Inside Sales team and currently is responsible for Inside Sales Online Commerce, Marketing, and Lead Demand Generation. Previous to IBM he worked in retail with a consumer electronics business. He is married with two children and serves on the Board of Directors for Triangle Futbol Club.
Chuck leads the Sales, Marketing and Customer Success practice for Arrowroot Capital Management, a global growth equity firm based in Santa Monica, CA focused on minority, majority, and buyout investments in B2B software companies.
Chuck has 20+ years of experience in Sales, Marketing and Customer Success and has had the opportunity to architect, scale and lead teams in B2B, B2C, start up, mid-stage and large organizations both public and private. Prior to joining Arrowroot, Chuck was the VP of Sales at VelocityEHS, a cloud-based enterprise Software-as-a-Service (SaaS) platform company, which he joined in 2007 and subsequently led the sales function through two exits, Actua Corporation, March 2012 and CVC Growth Capital, December 2017.
Chuck is a past AA-ISP Top 25 Most Influential Sales Leader recipient. He graduated from Columbia College of Missouri with a degree in Business Administration and holds an MBA from the Kellogg School of Management at Northwestern University.
Vernon Irvin is president, government, education, medium and small business and a member of the executive leadership team at CenturyLink reporting to CEO Jeff Storey.
In this role, Irvin is responsible for leading a $3.5 billion business operation with more than 2,000 national employees in 50 markets who are charged with growing profitable revenue through a deep portfolio of communication solutions, security, hosting, cloud computing, managed services and IT services.
Over the course of his career, Irvin has gained a keen understanding of how digital transformation for small to medium sized businesses, as well as state and local government and education institutions can utilize technology to work more efficiently and achieve their business objectives.
Irvin is also personally committed to promoting diversity and women in technology, and serves as a member of CenturyLink’s diversity steering committee.
Before CenturyLink, Irvin led the sales and marketing teams at Charter. Prior to Charter, he oversaw SiriusXM Satellite Radio’s marketing efforts and overall strategic direction as executive vice president and chief marketing officer.
Irvin also served as executive vice president and general manager for VeriSign’s communications services group, as well as worked abroad for British Telecommunications where he led the company’s applications infrastructure management business as president, content hosting and media services.
Ken is an acknowledged industry expert on Inside Sales processes, data management, marketing automation and CRM systems, and has been a speaker at numerous industry conferences. The past 15 years Ken has consulted with hundreds of executives to understand the issues constraining their business, and crafted demand generation and revenue generating solutions to drive growth.
Previously, Ken was Chief Solutions Architect for ConnectAndSell. In this capacity, Ken created and led the professional services team and was directly responsible for product deployment and customer success. Ken created and ran the Inside Sales team at CaseCentral (acquired by Guidance Software) where he also led direct marketing and lead generation activities. He created the Brocade Communications’ inside sales function, scaling it to a global operation. Ken was also responsible for establishing the inside sales functions of Kazeon Systems (acquired by EMC), RingCube Technologies (acquired by Citrix). and PacketMotion (acquired by VMWare).
Ken currently serves as the President of the Silicon Valley AA-ISP Chapter, and is a 4x winner of the AA-ISP Top 25 most influential award.
Laurie is never shy to point out tactics masquerading as strategy. Her straight-forward approach and laser focus make her the go-to resource for both her clients and colleagues.
An expert at developing strategic initiatives and tactical implementation plans, Laurie ensures the delivery of high quality, results-driven solutions to each of The Bridge Group’s clients. As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients.
A trusted advisor, coach, and mentor, Laurie uses her two decades of strategic sales management experience to build the capacity of The Bridge Group and each of its inside sales consultants. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.
Today, Laurie works with clients to conduct sales assessments, improve the effectiveness of sales teams, and assist sales managers in developing the skills required to manage and coach their teams.
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.