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Clarity

Denny Adams

Tarpon Springs, Florida Area

I have an extensive background in creating and managing business partnerships both as a small business and working for very large companies. I have created reseller relationships, services relationships. and OEM partnerships. I have acquired business units from IBM. If have signed IBM to resell my small company's products and services. I have created a movement in large companies to create a partnership and advance a partnership. I have trained sales reps on leveraging partners to grow business. If you are a small business or large, chances are, I can add value to your team to partner for success.

$3.33/min

9 Calls

4 Reviews

21 minutes
Avg. call

Start-ups Business Strategy Mergers & Acquisitions Strategic Alliances Consultative Selling Channel Management Resellers OEM

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LEVERAGE - Partnering for Fast Growth

Leverage is the most important word in business. How do you leverage yourself, your business, other people, and other businesses to be more successful?

Director of World-Wide OEM sales for LinguaSys. Former Director of Alliances at Aspect/Voxeo and channel partner wizard at IBM.

How do you leverage a larger company to move your goods and services? How do you negotiate an OEM agreement, reseller agreement? How do you reach out to a larger company? How do you target? How do you approach? How do you show the value you offer? How do you create a channel program?

Answers 4
Reviews 4

Answers

Denny Adams answered

What do sales reps (inside sales, outsides sales, account managers, etc) absolutely love about their job? What do they really find frustrating?

Building loyalty with clients and creating a situation where you become their trusted advisor takes time, but I believe is the ultimate for a sales professional. Not only does it make you feel like you've accomplished something, it moves you up in the tax bracket.

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Sales

Direct Sales

Sales Process

Denny Adams answered

I am having difficulty finding a technical co-founder. What is the best way to find and validate a technical co-founder?

Certainly finding someone who believes in what you are trying to accomplish is extremily important. From there, test the person through some agreed upon goals. Watch, listen, read between the lines. People are people, aside from the qualifications, test the human side. Is this person committed? Do you connect. There are many ways of accomplishing this without making a business commitment. Take the time. Have several meetings with them. If they truly believe in you and what you are attempting to do, they will appreciate the process.

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Team Building

Denny Adams answered

If I have a business idea for a large company, how can I give it to them and mutually profit, without them just taking the idea and squashing me?

Some really good perspectives here. All a great. If you are determined to leverage a large company, you can try try this approach. I brought several small companies into IBM with big ideas and a couple leveraged the IBM machine to build sizable companies in a similar way.

First, find people who will pay for your idea. Research all sides of the solution. What other technologies can be incorporated in your idea. If your idea requires other software components, professional services, and hardware, you have more points of leverage. Approach a large company with your idea and back that up with a list of people who will pay for a delivered solution. If you present a solid case with paying customers, most large companies, like IBM, have people who can make an investment and prime a solution. Of course, there are many things for you to worry about here, but it can be done; I lived it.

This only works in the enterprise software business. Since we do not know what your idea is, it is difficult to be more helpful. I offer this up because anything is possible. :)

Best of luck.

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Business Strategy

Entrepreneurship

Denny Adams answered

We have leads for our solution. However, we don't have the sales people to follow-up and close opportunities. How can we solve this problem?

You have some great advice here. Of course the devil is in the details. We don't know what you are selling. I assume you are working as hard as possible. How do you make your company look and operate larger than it actually is? LEVERAGE. Can you hire sales agents to sell your product? Can you find resellers? Is your product part of a broader solution? If so, can you recruit integrators. Also, are there master reseller opportunities. These are just a few questions I would have. Also, are we talking about qualified leads are inquiries?

Best of luck.

Denny

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Direct Sales

Sales

Sales Management

Reviews

I had very specific questions for Denny and he gave me great explanations and defined an approach for me to be successful when working with companies to form sales partnerships. I appreciate his insight and would recommend his advice for businesses moving into resale or partner channels.

Lisa Cloutier Source: Clarity

Great call, knowledgeable guy and very helpful with his time.

Alejandro arce Source: Clarity

Denny is super resourceful and kind. He guided us very well and also extended the support by sharing relevant details post call. Thanks a lot Denny! Love to meet you soon.

Srinivas Njay Source: Clarity

I spoke with Denny for less than 20 minutes and got confirmation on our approach and good feedback on managing channel conflict. Very happy to have had the opportunity to discuss with Denny and would recommend him to others.

Damon Flowers Source: Clarity

Member since June 2013