Responsible
for customer-facing consultancy in a new business area, focused around
advanced
Customer Analytics and Business Intelligence solution based on
behavioural
profiling, segmentation and customer marketing.
Target market is mobile phone operators in Asia, Europe
and
- Led and executed a successful lead-customer trial engagement with mobile operator in Asia
o Established LogicaCMG/Acision’s credibility in this new business area, by researching and successfully identifying operator’s business issues and concerns
o Led workshops with operator C-level and senior management teams, successfully sold solution concepts and roadmap
o Created business case for customer for the solution purchase
o Delivered additional value-add consulting to Marketing department focused on prepaid customer voucher purchase behaviour and impact of new voucher product launch, delivered fundamental new insights into customer behaviours
- Contributed substantially to building and developing the new business for LogicaCMG/Acision
o Successfully
led pre-sales workshops with other
potential customers (
o Researched the relevant market context and key business drivers and issues for each customer engagement, then identified and recommended the successful sales approach
o Presented
and successfully demonstrated the
solution to customers in meetings and during major international
industry
conferences and events (e.g. 3GSM Barcelona 2007, CTIA Wireless Orlando
2007,
and others)
- 
Delivered
internal consulting to
solution team, identified relevant industry standards (TMForum eTOM)
and led
the adoption of these for the new solution set
Promoted
into programme mgmt role, responsible for developing and delivering
multiple
new
o Used influence to pull together, lead and manage the cross-functional team (4 other mgrs) to back the programme, successfully turned around negative attitudes from other functions
o Re-structured, re-focused and re-motivated Programme team for long-term scalability and success
o Successfully delivered multiple new product solutions for analysis of voice, GSM, GPRS data, UMTS RF and interconnect networks, within network/service/revenue assurance segments
o Managed
multiple teams and projects (peak count of
13 projects), mixed on-site (
- Designed, created and delivered a programme capacity planning tool (Excel-based), then rolled this out to peer managers and successfully influenced the adoption of this across the entire Business Unit
Promoted
cross-functionally
into Marketing role, responsible for recovering and revitalising a key
product
set of existing
o Introduced innovative customer commitment tracking, enabled clear roadmap and direction for the delivery team and management
o Introduced financial metrics into products, prioritised investments in relation to corresponding enabled business
o Created product structure and pricing mechanisms that generated substantial additional revenue ($3-4M) and further opportunities. Products were central to a $40M annual products and services business.
o Presented BI products to new and existing customers (C-level executives to technical experts), increased credibility with customers and enabled many successful sales
o Successfully established and improved relationships at all levels (C-level and below) with OEM solution partner, increased credibility of Agilent. Responsible for defining and maintaining all interfaces to OEM partner (technical and organisational) for Telecoms Fraud product.
o Enabled account teams to secure many solution sales (e.g. $5M+ to a South American telco)
After
successfully recovering and revitalising the existing product set, I
then led
the division into a new business area (Revenue Assurance), based on
leveraging
existing products and solutions with minimal additional investment
o Created and delivered Revenue Assurance value proposition messaging to market through sales literature, presentations, conference papers and workshops.
o Delivered
presentations to industry conferences
(US,
o Articles published in trade journals (e.g. PSCA), interviewed and quoted by Trade Press (e.g. BillingWorld) and Industry Analysts (e.g. Yankee Group)
o Successfully
pulled together and led
international cross-organisational teams to create and deliver
successful
Revenue Assurance conference track at several Customer Conferences
(200+
attendees, US and
- Promoted to lead new business team to develop a prototype platform for a new market area, successfully influencing management and peer teams across divisional boundaries.
- Consulting PM role to evaluate two foundering product delivery programmes, recommended way forward to R&D Management Team then reset and led programme team of 10 engineers to rapidly develop & deliver radical re-designs. Re-motivated a demoralised team, introduced new delivery methods, resulting in reduced cost of customer ownership and improved system installation and supportability
- Consulting PM role to help Business Intelligence delivery team struggling with technical issues, over-commitment and unclear priorities. Introduced new management processes to enable delivery of multiple inter-related product releases, established credibility and close working relationship with Product Manager to balance and prioritise long and short-term requirements.
- Led an improvement initiative with peer group of R&D Project Managers to define Project Management Processes for the division, successfully defined, documented and delivered these into the Divisional lifecycle.
- Delivered
on–time and on-budget testing and
verification programme for multiple OSS Network and Service Assurance
software
releases (core divisional products, worth >$60M/year) to strict
quality
criteria, managing multiple teams of up to 25 engineers.
Led team to
deliver prototype system solution for GSM RF network data analysis
using
leveraged platform, demonstrated this to senior management to gain
further
investment for programme
Developed and delivered new telecoms test instrument module and firmware to market. Personally responsible for MMI design and development, measurement system code for complex new measurements and graphical results
Starting from scratch, successfully planned, designed, documented & implemented ISO-9000 (TickIT) compliant Quality Management System, covering all aspects of company business (Software Development, Bid & Contract Management, etc.)
Delivered subcontract software development work for HP, on time and to budget. Responsible for project management, initial feasibility study, rapid prototyping, implementation, product was then delivered successfully to market. Also contributed substantially to core product development for distributed, fault-tolerant, client-server network management system, and was responsible for pre-sales customer and partner presentations and bid management.
Design, Implementation and Documentation of EPOS and EFTPOS software from application level down to low-level hardware interface
Research, design, implementation, documentation and verification of real-time communications software for a new digital multiplexer product