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We are a consulting and services firm for marketing and sales execution.

Experienced Practitioners

Our partners have led sales and marketing teams within Fortune 500 and Global 2000 firms, and we understand the importance and challenges of executing to a company’s business strategy and aggressive growth targets. We bring our experience to help our clients transform their marketing and sales organizations into high-performance teams through better execution. Our team speaks several languages, including English, Spanish, and Portuguese, and has worked in multiple countries in Europe, Latin America, Asia and North America.

Pragmatic and Innovative

We are experts at filling the “knowing-doing” gap and helping our clients find the shortest line to revenue and profit growth. Our approach to diagnose, design, implement and execute involves our client teams to ensure permanent and meaningful change. This approach helps develop the client’s capability to drive continuous change without our continued involvement.

Holistic View

We believe that marketing and sales must be aligned to drive business performance. Strategy is the first step, but it must be supported by the effective and efficient processes, skills, tools, and metrics across both marketing and sales for durable change. We firmly believe that high-performing sales and marketing organizations have four components in full alignment to achieve peak performance:

1. Strategy
2. Operations
3. Performance Management
4. Leadership

We assist B2B clients to implement the changes necessary to put these four critical components in harmony for durable and powerful performance change.


 

Partners

Hernan Vera – Managing Partner

Hernan is a proven sales and marketing leader with over 25 years of experience in increasingly responsible management positions with major corporations, including, Pitney Bowes and Ryder System. Most recently, he served as vice-president of Marketing and Sales Operations for Pitney Bowes, where he helped to lead the marketing and sales transformation of the company’s services business. Prior to joining Pitney Bowes, Mr. Vera served as vice-president of Business Development for retail/consumer products within Ryder Supply Chain Solutions. Hernan also worked with a private investment firm specializing in leverage buyouts and acquisitions. He began his professional career as a management consultant with Deloitte. In addition to his exceptional business experience and sales leadership success, Hernan is a recognized expert in the implementation of sales automation tools, marketing and sales operations, sales performance management and sales compensation. He holds an MBA from Florida International University and a Bachelor of Science in Accounting from the University of Florida. Mr. Vera was born in Santiago, Chile and lives in Coral Gables, Florida.

Airton Gimenes – Managing Partner
agAirton is a recognized global business executive, who spent almost four decades leading large and complex field sales and marketing organizations to achieve extraordinary results. He spent 30 years at Hewlett-Packard in a variety of country, regional and global assignments before he retired as head of Worldwide Sales for HPServices Group and Global Enterprise Clients with a revenue target in excess of $47B globally. He then led Ryder System’s Supply Chain Global Sales, followed by CEVA Logistics Executive VP and later Pitney Bowes Management Services Group Vice President. He has accumulated a wealth of experiences in go-to-market and selling techniques for high-tech and logistics industries. Airton holds an MS in Economics from Pacific Western University, and a BA in Business from Universidade de Sao Paulo and has attended Executive Programs at Darden Business School, University of Virginia and IMEDE in Switzerland. He was born in Sao Paulo, Brazil and lives in Coral Gables, Florida.

Marcos Loureiro – Managing Partner
Marcos Loureiro-finalMarcos has over 30 years of Sales and Business Management experience with Halliburton and Hewlett-Packard.  He spent 24 years at HP in a variety of country, regional and global assignments in different business areas, including Test Equipment, Hardware, Software, and Outsourcing, in various  functional areas such as sales, sales management, sales operations, business planning and business management. He retired as Senior Director with the Enterprise Services group. He began his career in the Oil & Gas Industry as a Logging Engineer in the oil fields of Brazil. Marcos holds a Bachelor of Science in Electrical Engineering from Escola de Engenharia Mauá and a MBA from Fundação Getúlio Vargas in São Paulo. He was born in Santos, Brazil and lives in Weston, Florida.

 

Practice Principals

Nicolo Alaimo 
Richard-ThompsonNicolo is an accomplished senior business executive with over 30 years of great international experience leading Sales and Marketing teams. During his tenure at Hewlett-Packard, he held many management positions with increasing responsibilities in services, marketing, sales, and business management. Most recently, as the Global VP for sales enablement for the US$ 4B software business of HP, he led his global team to develop and deliver innovative field enablement programs, with metrics based for the first time on sales productivity. Previously he was a Regional VP for HP’s software business where he delivered impressive growth and market leadership. His coaching style, hands on approach and perfect balance of strategy and execution allows him to develop high performing teams and deliver consistent revenue and profit growth in the High-Tech industry. Nicolo holds a degree in Electronics Engineering from California State University, a Master of Sciences in Professional Management from the University of Miami, and an MBA from the same University. He is fluent in English, Spanish, Portuguese and Italian. He resides in Miami, Florida.

 

Jorge Bacalao – Practice Principal
JB EditedJorge has more than 25 years of Sales and Business experience at Hewlett-Packard. For over 20 years at HP he held Sales & Marketing Management positions at the country and regional levels and was in charge of vertical products (Enterprise Products, Personal Systems and Imaging & Printing) and customer segments (Commercial & SMB) including starting new organizations and new roles. He has in-depth expertise with Distribution Channels and associated Go-to-Market Strategies. Previously he was in administration and finance, including controlling the service business. He started his career in the Oil Industry in Business Planning and Refining Technology. Jorge holds an MBA from the Graduate School of Business – Stanford University and a summa cum laude Chemical Engineering degree from Universidad Simon Bolivar in Venezuela. He was born in Caracas, Venezuela, and lives in Coral Gables, Florida.
 

Enrique Barkey – Practice Principal
photo

Enrique is a highly accomplished global business executive with domestic and international experience in operations, profit & loss management, global sales & marketing, technology consulting, business processes re-engineering & systems integration, multi-channel product distribution, managed services, and strategic business planning. Enrique’s 30-year career is highlighted by an outstanding record of management performance and achievements delivering dynamic business results for major corporations including Hewlett Packard and Pitney Bowes. Most recently, he served as vice-president of Consulting & Integration for Pitney Bowes, where he drove profitable, above market growth across Pitney Bowes focused managed services practice areas. Prior to joining Pitney Bowes, Enrique worked for Hewlett Packard in a variety of country, regional and global positions in various functional areas, including Global Vice President of Technology Services and Global Director of Business Development for Public Sector, Healthcare and Education clients. Enrique holds a Master’s degree in Industrial Engineering from Boston University and a BA in Accounting & Finance from Instituto Tecnologico Autonomo de Mexico. He was born in Mexico City and lives in San Diego, California.

 

Ruben Berron – Practice Principal
RB 1 EditedRuben is an expert in the high-tech electronics segment and has spent over 30 years in senior management positions at Brightstar and Hewlett-Packard. Ruben has also consulted with many firms on how to design, evaluate and implement Go-to-Market Strategies for new product launches or repositioning as well as in transformational channel development efforts. He led Brightstar’s Retail and Dealer sales organization for Latin America. At HP, he held regional positions in Latin America and Asia working with Corporations, Channel Partners and SMB customers. Ruben holds a BS in Engineering from Universidad Iberoamericana and attended Harvard Business School’s prestigious Advanced Management Program. He was born in Mexico City and currently lives in Key Biscayne, Florida.

 

Janet Bumstead – Practice Principal
image002Janet has 20 years of experience in sales operations and analytics, leading sales operations teams and achieving large-scale changes within organizations of all sizes. Janet is recognized for her consistent success in leading and developing people, processes, analytics and technology to create sustainable improvements to business results. She has worked with organizations such as Hearst Magazines, Outerwall (Coinstar and Redbox), Avon Products, Inc., PepsiCo, McNeil Consumer Products and Canadian Tire Corporation. Janet graduated with an Honors Bachelor of Commerce in Marketing from the University of Guelph and obtained both a Master of Science in Management in Strategic Marketing and a Master of Business Administration from the University of Maryland. She was born in Ontario, Canada, and currently resides in Stamford, Connecticut.

 

George Egues – Practice Principal
Jorges-Head-Shot-e1396901339356George has over 25 years of experience with sales automation systems. His years at IBM afforded programming experience with early territory opportunity planning systems and later, in a sales capacity, he participated in a committee to evaluate and implement CRM solutions for the SE New Business Sales Team. As VP of Sales for an IBM Business Partner, George credits CRM technology as a key factor to supporting the company’s 300% revenue growth. During his time as a CRM Consultant for domestic and multinational corporations, he designed solutions based on customized business processes. Once implemented, he trained and coached corporate executives, sales managers, and sales representatives through local training and individual/group web sessions. As Managing Director for Pitney Bowes Software, Latin America Division, he developed a training/coaching program for the region on the use of SalesForce.com. Latin America’s team adoption of SFDC and dedication to the company’s sales procedures aided the group to double sales revenue within three years of adoption. Jorge currently lives in Miami, FL.

 

Helder Eloy – Practice Principal  
Helder-Eloy-finalHelder has more than 30 years of Sales and Operations experience, working for DIGITAL, COMPAQ and Hewlett Packard. Has held different positions from Industry consulting, Sales Leader to Sales Operations for Latin America. At HP has led a sales operations overhaul transforming a traditional back-office sales support organization into a NextGen hub with processes and tools automation. Helder’s experience in both Sales and Sales Operations are at the core of what he can bring to the table, sales efficiency and customer satisfaction. Helder holds a B.S. in Electronic Engineering form UFPB Brazil and specialization in processes automation by Kawasaki Steel in Japan. Speaks Portuguese, English and Spanish and lives in Houston Texas.

 

Jan Feddersen – Practice Principal
Jan-FeddersenJan has influenced the sales methodology market for many years, acting in operational, management, sales, and consultant roles. She founded JF & Associates to help firms improve revenue and achieve competitive advantage through efficient performance. Her clients included IBM, HP and SAS Institute. She worked for Xerox Corporation as an Account Representative, Manager, and Regional Manager. At Adolph Coors she was the National Account Manager in charge of 60% of the off-license revenue, focusing on increased profitability through shelf management. She received the Coors Women of Achievement Award for her efforts. Jan joined Siebel Corporation where she was responsible for the selection and development of more than 100 global consultants. She earned the Siebel Outstanding Performance Award for her work. Jan lives in the Pacific Northwest.

 

David Hoppens  – Practice Principal
image002David Hoppens is an award-winning commercial leader with over 25 years of business-to-business sales, marketing, pricing, and P&L leadership experience. Mr. Hoppens held SVP & VP executive level positions with U.S. Xpress, Inc. and Pacer International, managing sales, marketing, pricing, and operations teams as well having business unit accountability. At CSX Corporation, Mr. Hoppens held a number of progressively more responsible commercial roles including Director of Sales. His breadth of experience ranges from implementing brand and go-to-market strategy transformations to integrating and revitalizing sales, marketing and operations teams. He holds an MBA and a Bachelor of Science in Marketing from the University of Florida and is past President and current Chairman of the Transportation Marketing and Sales Association. Mr. Hoppens lives in Jacksonville, FL.

 

Octavio Leon – Practice Principal
ET EditedOctavio is a seasoned international business executive, who has led large sales and marketing teams for Cisco, Oracle and Hewlett-Packard to achieve high levels of performance for over 30 years throughout the Latin American region. He is well respected for his ability to restructure and revitalize sales organizations and develop and grow strategic alliances and partnerships as well his ability to develop next generation of talent through personal coaching. Octavio has lived in Mexico, Brazil and the USA and speaks English, Spanish and Portuguese fluently. He holds an Industrial Engineering degree from Universidad Nacional Autonoma de Mexico and has attended many executive development training, including practical expertise in sales assessments. He currently lives in Doral, FL.

 

Haroldo Level – Practice Principal
Richard-ThompsonHaroldo is a successful Latin America executive, with +35 year of experience in the technology solution market, broad experience as Senior sales executive, organization transformation, accelerate growth and turn profitability challenges. Solid experience developing and managing diverse and geographically dispersed organizations. He spent 33 years at Hewlett-Packard in several management positions, as Multi Country general manager Haroldo manage the entire HP business ($3.5B). He then became SAP International Sales VP for Innovations (Mobility, Big Data) and drive the growing of the business in Latin America. After he retired from SAP he is a Board member of Only About Innovations LLC.
Haroldo is electronic Engineer from Universidad Simon Bolivar in Venezuela with several specializations in computing engineer. He was born in Venezuela, US Citizen and lives in Weston, Florida.

 

Masaru Someya – Practice Principal
ET EditedMasaru is an experienced global sales & business manager, having spent 30 years at Hewlett Packard, in a variety of roles, including sales & marketing management, corporate strategy, project management, executive leadership, human resources and learning & development.
His focus has always been developing and growing organizations, having led sales and marketing teams, as well in developing next generation of talent through personal and team coaching. Masaru is based in Tokyo, Japan and speaks both Japanese and English. He holds a BS in Computer Software Science & Engineering from Kogakuin University, Tokyo and is an ICC certified coach and a certified Global Career Development Facilitator.

 

Brian Stancampiano – Practice Principal
image002Brian Stancampiano is an innovative executive with 25 years of experience in sales, marketing, consulting and operations of information technology products and services. Brian has a passion for loyalty economics and a proven track record for delivering measurable results. During his career, Brian held leadership positions at Xerox Global Services, Sanofi and Pitney Bowes Management Services. As a senior leader in Xerox’ Document Outsourcing & Communication Services business, Brian was instrumental in growing and transforming the business to over $1B. In addition to leading teams in pursuit of the largest and most complex client contracts, Brian was responsible for offering innovation, consulting pursuit methodology and sales training. Brian holds a Bachelor of accountancy and finance degree and a Master of business administration from Miami University in Oxford, Ohio. He is a native of Buffalo NY and currently lives in Rochester NY.

 

Mary Taylor – Practice Principal
Mary-TaylorMary has over 30 years of sales, business management and business consulting experience with FORTUNE 500 companies. She had a 20-year successful career at AT&T in a variety of sales and sales leadership positions. During the past 16 years as an independent consultant, she has worked with clients globally to impact organizational productivity and to increase sales results. Mary is a proven transformation agent, and holds a Bachelor of Science in Business Management from LSU, has graduate studies in Organizational Development at the University of Phoenix, and has several coaching diplomas. She was born in Phoenix, Arizona and currently lives in Atlanta, Georgia.

 

Richard Thompson – Practice Principal
Richard-ThompsonRichard has over 30 years of international business experience leading companies in the outsourcing and technology sectors. He spent 17 years at Oce (now Canon) in a number of regional and country assignments in Europe and the USA. He then led Riso UK and subsequently Pitney Bowes Management Services UK as Managing Director of both organisations. He recently retired from Pitney Bowes Management Services International as VP of Sales, Marketing & Consulting. His forte is implementing growth strategies enabled through joined up sales and marketing systems, together with sales & marketing transformation. Richard holds a BSc (Hons) in Geography together with a Post-graduate diploma in Marketing, both from from the University of Huddersfield. He has also attended an Executive Development residential program at both Ashridge University and Northwestern University Kellogg School of Management in Chicago. He was born in Oldham, UK and lives in London, UK.

 

Elizabeth Trumbull – Practice Principal
ET EditedElizabeth is a successful leader with over 25 years experience in commercial and public sectors. Throughout her career she has executed change, increased revenues, and optimized operating models across enterprises both as an outside consultant and a company leader. Elizabeth has led numerous transformation initiatives, has started and closed businesses, and has been part of the leadership team in sales, operations, consulting, product management, professional services, and new business development with Pitney Bowes, GTE, and Comsat. Elizabeth also worked in the defense contracting industry as a program manager, systems engineer, software engineer, customer support, and training. Elizabeth graduated from the College of William and Mary with a degree in economics and has attended executive programs at Darden Business School, University of Virginia. Elizabeth was born in Roanoke, Virginia and lives in McLean, Virginia.

 

 

Business Partners

Mario Anseloni – IN.business
JB EditedMario Anseloni is the president and founder of IN.business, a business management consulting company focused on increasing the value generation capabilities of those companies operating in Brazil through improvement in its strategic, operational, financial, and governance frameworks. With more than 20 years of experience in the IT industry, Mario has a deep knowledge of the Brazilian market with a solid network at C-level executives and a strong reputation in business restructuring for sustainable profitable growth. Mario holds a Bachelor of Science degree in Mechanical Engineering from UNICAMP (Campinas, Brazil – 1990) and a Master degree in International Business Management from Thunderbird (Phoenix, USA – 1998) and currently lives in Sao Paulo, Brazil.

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