Employees

Paul Turner BSc(Hons) MBA CEng MIET
Managing Director

PROFILE

A visionary salesforce.com business leader and an experienced head of professional services who combines operational leadership expertise in a variety of sectors with hands-on salesforce.com management and implementation skills.

Key achievements include:

· Selected and successfully implemented salesforce.com at Arieso, extending it to manage all aspects of the business, including sales, leads, opportunities, campaigns, contracts, projects, products, releases, invoices, purchase orders, HR, expenses, travel and timesheets. All internal paperwork removed and all internal business approvals made electronic.

· Speaking at numerous salesforce.com events, including new and existing customer workshops, Dreamforce ’08 and Cloudforce ’09. Selected as one of a small number of customers to speak at a Gartner event. Chosen as one of only two customers to speak at the Cloudforce analyst roundtable. Selected for a video to highlight the implementation success for the salesforce-Google campaign.

· Growing global services revenue from $4M to $28M at margins in excess of 70% over 4 years for ADC Metrica, the world’s leading telecoms performance management solutions provider. Building the Metrica Professional Services team from 30 to 160 staff in 10 locations world-wide, establishing offices in every continent and offshoring all client support operations to Malaysia. Spending 6 months managing operations in the US.

CAREER HISTORY AND ACHIEVEMENTS

Managing Director Asia Pacific and Vice-President Global Operations

Arieso Ltd (Leading global provider of telecoms geo-location solutions), 2006 - 2009

· Selected salesforce.com, initially for sales force automation. Prior experience as a supplier of alternative CRM and BI solutions, while CEO of Panacea Ltd.

· Set out a vision for adoption, and carried out all customisation to fully implement salesforce, including the use of AppExchange solutions and the development of custom applications. Removed all paperwork and implemented electronic approvals for all business processes. Sole salesforce administrator.

· Developed many applications and business processes, including:

a complex Projects application for client and internal projects;
a set of Product Management applications, including bugs, test cases, features and release management;
a “back-office” system including HR, travel, timesheets, expenses, invoices and purchase orders.

· Led a number of client projects, including the successful implementation of a significant network optimisation solution for at&t mobility requiring the rapid development of a major client support operation using salesforce’s self-service portal to support hundreds of users and hiring staff in the US to support the deployment.

· Generated upwards of 100 leads per month through regular email and webinar campaigns using salesforce’s mass email functions, web-to-lead, and Webex.

· Set up business in Asia for Arieso, including hiring the first staff and opening an office in Hong Kong; generated numerous leads and closed and signed the first deal with a distributor in China, leading to the first order from Asia.

Chief Executive Officer

Panacea Ltd (UK mid-market software and services business), 2005 - 2006

· Reorganised the professional services division around 4 practices (ERP; CRM; Business Intelligence and Microsoft/IBM), creating a culture of accountability around implementations and driving the generation of repeat business through stronger technical account management.

· Instigated stronger ties with the major suppliers (Microsoft, Sage, Business Objects and IBM) and totally overhauled the sales function, resulting in the largest pipeline of opportunities for some years.

Vice-President Professional Services & Product Strategy

ADC Metrica, 1996 - 2005

· Grew the business from 30 to 300 customers in 55 countries, from 30 to 160 professional services staff in 10 locations world-wide by:

Defining, developing and marketing the service offerings.
Developing repeat business to over 70% of sales.
Building an infrastructure to support a rapidly growing global business.
Implementing systems and processes achieving ISO 9001/TickIT certification.

· Turned around operations in the Americas by moving to Boston for six months and taking personal charge of the delivery teams and the customers resulting in a doubling of revenue for the year to $6M.

· Reduced expenses and headcount during an industry downturn, achieving $3M of cost savings, providing a firm foundation for future growth.

· Improved customer satisfaction and reduced costs by consolidating customer technical support operations offshore to Malaysia, resulting in extremely positive feedback from customers, sales and operations staff.

Software Consultant / Team Leader

IPL (software house focused on the telecoms, aerospace and utilities sectors), 1987 - 1996

Undergraduate / Software Engineer

Westland Helicopters, 1981 - 1987

QUALIFICATIONS

MBA (Henley Management College), 1995

Chartered Engineer, Member Institute of Engineering & Technology, 1990

BSc Hons (2:1) Electrical and Electronic Engineering (Brunel University), 1986