Ken Paskins

The Shift Spot is one of a kind CEO coaching and peer advisory community where business owners go to make radical shifts in their businesses and lives. Our mission is to help you achieve your vision and reduce risk and scale with ease to eventually exit. We work with companies of 100 employees or less and CEO’s with 10 years or less of CEO experience elevate and begin to work on the business vs. in the business. We focus on six core areas: Leadership and Management, People, Sales and Marketing, Finance, Process and Systems along with Mind and Body unlike anything else out there because we believe that to be the best CEO you must have a sound mind and body. We have 144 events per year in our community all focused around solving some of your most difficult business problems that may be preventing you from scaling and meeting you where ever you are in your journey. www.theshiftspot.com https://www.linkedin.com/company/the-shift-spot/?viewAsMember=true Shift happens; we can help!

I am the CEO and Founder of GCE Strategic Consulting. I am passionate about pushing people, divisions, and companies to achieve breakout results and accomplish revenue results that have never been accomplished before. With GCE Strategic Consulting, we work with business owners who embrace the principles of the Entrepreneurial Operating System® EOS® to get the results that they both need and deserve at an investment they can afford. We do this by offering a fractional executive who gets full-time results, focusing on the greater good of your business, or by hiring and training the right Integrator for your business. As a company, we fully believe what Rocket Fuel preaches: good Integrators are in great demand and only make up 2% of the population. We are dedicated to supporting you as a Visionary whether you are at $500k or $50m. We provide a three-legged stool that no one else in the market has: Fractional Integrators, Training and grooming Integrators and Recruiting the right Integrator to grow your business. Our Core Values: Operate with Integrity Always Greater Good First Execute Methodically Have Fun MORE INFORMATION: Schedule a meeting today: https://ken-paskins.youcanbook.me/ Call: 303.807.3618 Visit: http://www.gcestrategicconsulting.com/ Visit: https://www.theshiftspot.com/

Eagle Technology has been a leader in development and sale of Enterprise Asset Management (EAM) and Computerized Maintenance Management Systems (CMMS) since 1986. With over 3000 users in 34 countries, Eagle has developed partnerships with companies such as: Johnson Controls, Honeywell, Delta Controls, Trane, and Tridium to promote, manage and service its customers worldwide. ➫ For more information visit: http://http://www.eaglecmms.com/en/

24Seven Commerce provides a cloud-based platform that enable retailers to sell online and synchronize online sales, inventory and customers with their in-store point-of-sale system. Focused on making integrated eCommerce accessible to every retailer, 24Seven’s services are sold direct to the merchant. Software developers can partner with 24Seven Commerce providing integration from their eCommerce or POS applications, to further provide value to their clients. ➫ For more information visit: http://www.24sevencommerce.com/

Recruited and reported to the CEO to lead an entire business transformation and turn-around growth strategy. I joined the company as CRO and immediately stepped in to run these aspects of the business as President including HR, SaaS, Sales, Marketing, Operations, and Product Development in addition to making the following contributions: ♦ TURNAROUND LEADERSHIP | SALES TEAM CREATION & RESTRUCTURING Built sales process from the ground up, formalized sales territories, revamped the sales business and accountability model, and introduced CRM. ♦ PROGRAM DEVELOPMENT Established a mentoring program as well as a new employee and partner onboarding program. ♦ EOS INTEGRATION | SALES ENABLEMENT Drove the adoption of Entrepreneurial Operating System (EOS), Challenger, and Salesforce.com. Notable achievements include: ◈ Increased the software ASP by 10x. ◈ Decreased the sales open to close cycle from 240 to 92 days in 6 months. ◈ Reduced headcount cost and DSO by 20%. ◈ Increased company margins by 45%within 12 months.12 months ◈ Expanded the average software contract term from 1 month to 1.5 years a 50% increase in 12 months. ◈ Extended the average managed service deal term from 3 months to 9 months. ◈ Increased Total Contract Value (TCV) by 450% in 12 Months. Specialties: Salesforce.com, SaaS, Entrepreneurial Operating System, Sales Enablement, International Expansion, Turnaround Management, EOS, Challenger Selling, Business Transformation, Strategic Planning, Management Consulting

Initially, recruited to serve as the VP of Eastern Sales and then promoted within the first year to Vice President of North American Sales by the General Manager & President -- responsible for 60% of the company’s revenue or $500M. Direct oversight of 8 RVP’s of Sales plus Business Development, and Inside Sales, I was a key contributor to company strategic planning and systems re-engineering and part of the Executive Leadership Team. ◈ Increased YOY pipeline 54% by converting to a new GTM coverage model. ◈ Outshined plan 128% in the first six months as East Area VP of Sales. ◈ Exceeded plan 121% in Q3 as VP NA Sales in FY13 and finished FY14 at 114% of plan. ◈ Introduced a mentor program to groom and elevate high-potential employees to A-level. ◈ Implemented a “mega-deal” program to drive significant strategic enterprise transactions. ◈ Launched FRONTLINE prospect management software training/methodology, subsequently adopted companywide. Specialties: Performance Management, Change Management, Professional Mentoring, Software Project Management, Business Transformation, Strategic Growth Planning ‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾ Verint® (NASDAQ: VRNT) is a global leader in Actionable Intelligence® solutions. Verint’s Actionable Intelligence solutions help organizations address three important challenges: Customer Engagement Optimization; Security Intelligence; and Fraud, Risk and Compliance. Today, more than 10,000 organizations in 180 countries, including over 80 percent of the Fortune 100, use Verint solutions to improve enterprise performance and make the world a safer place.

Engaged as Director of Sales to revitalize three newly acquired and underperforming product groups, and promoted to RVP of the North American sales organization 18 months later, devised a strategy that ultimately built a multi-million dollar pipeline of new business. Named AVP of Sales inside/outside sales organization over large strategic accounts, and accountable for a $250M quota, I managed a team of five directors and 50+ field sales personnel. Notable achievements include: ◈ Hit sales target 14 consecutive quarters. ◈ Attained 500% of plan in Year 1 and 170% in Year 2. ◈ Drove $145M by steering North America team to 136% of plan FY11. ◈ Mentored and elevated colleagues to top performer status, reach Top Region for 3 consecutive years. Specialties: Managing Multi-million Dollar Budgets, Multi-million Dollar Projects, Pipeline Management, Quota Achievement, Quota Management, New Business Development. ‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾ With more than 380,000 customers—including 100 of the Fortune 100—and with deployments across a wide variety of industries in more than 145 countries around the globe, Oracle offers an optimized and fully integrated stack of business hardware and software systems. Oracle engineers hardware and software to work together in the cloud and in your data center–from servers and storage, to database and middleware, through applications.

Reporting directly to the CEO, recruited to run a global team and responsible for all customer facing aspects of business including direct, channel, outside/inside sales, services and system engineers. Also held full P&L accountability and reporting obligations to venture capitalists partners. Challenged to lead turnaround with the goal of doubling YOY sales revenues, I integrated a global sales strategy and organizational model moving worldwide sales teams from the San Francisco Bay area into targeted geographies that was ultimately adopted on a global scale. Notable achievements include: ◈ Quadrupled sales force from 7 to 30 by attracting high-potential, enterprise-level talent. ◈ Achieved 188% YoY growth by raising the ASP from $52K to $100K in one year. ◈ Doubled number of $100K+ transactions in Q2 and Q3 and tripled them in Q4. ◈ Converted the Army/Air Force Exchange to adopt StrongMail solutions. ◈ Successfully negotiated and secured prized account, unseating incumbents at TRowe Price, JP Morgan, eHarmony, and Williams-Sonoma. Specialties: Sales Talent Development, Start-up Leadership, Start-up Ventures, Start-up Management, Enterprise Account Management, Operational Turnaround, Turnaround Specialist ‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾ Combining a powerful cross-channel marketing campaign management solution with market-leading data access and analysis, StrongView enables enterprise marketers to understand the current context of each customer and respond in real time with relevant messages across email, mobile, social, display and web. StrongView has been helping global brands in retail, travel, finance, entertainment and online services overcome the limitations of other marketing platform providers for more than a decade.

As the Director of Worldwide OEM Sales, reporting to the Global SVP of Sales, constructed and executed a strategic, global businesses plan that converted the lowest performing OEM sales force into the company’s second-highest sales producer. In addition, while mentoring and supporting four award-winning sales reps, led the team to close the largest deals and best revenue quarters in division history. Notable achievements include: ◈ Named (1 of 3 worldwide) Top Sales Managers in 2005. ◈ Transcended aggressive quotas set 30% higher than any previous results. ◈ Hand-selected by President of Worldwide Sales to engage Gartner industry analysts through presentation on OEM strategies. Specialties: OEM Management, OEM Contracts, OEM Negotiations, Award Winner, Global Business Planning, Global Business Management, Turnaround Strategy, Turnaround Management ‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾ TIBCO Software takes businesses to their digital destinations by interconnecting everything in real time and providing augmented intelligence for everyone, from business users to data scientists. This combination delivers faster answers, better decisions, and smarter actions. For nearly 20 years, thousands of businesses around the globe have relied on TIBCO technology to differentiate themselves through compelling customer experiences, optimized assets, and innovative new business models.

Promoted from my position as a Major Account Rep (07/1999–04/2003), I grew immensely as a sales professional and sales leader in my first management role as the Director of Sales. Reporting directly to the SVP of Sales, responsible for recruiting, hiring, training and developing competent sales people consistent with business needs and policies. Built a team of overachievers who to developed strategic account plans, maximized revenue opportunities, and consistently surpassed sales objectives beating such as Oracle, IBM, and Microsoft. Notable achievements include: ◈ Managed a team with the highest quota (29% of overall at $22.6M) and smallest headcount. ◈ Closed a $40M+ deal; the largest sales deal in company's history with Qwest Communications. ◈ Successfully penetrated and positioned Account as company’s largest license, services, training, and e-commerce integration account. Specialties: Leadership Management, Leadership Accountability, Sales Talent Development, Strategic Planning for Growth ‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾‾ BEA is a leading provider of enterprise application infrastructure solutions. The addition of BEA is expected to accelerate innovation by bringing together two companies with a common vision of a modern service-oriented architecture (SOA) infrastructure and to further increase the value that Oracle delivers to its customers and partners. Together, Oracle and BEA provide a complementary best-in-class middleware portfolio that spans Java Application Servers, transaction processing monitors, SOA and business process management, user interaction and Web 2.0, identity management, business intelligence, enterprise content management and vertical-specific technologies.