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Managing Director

Managing Director

Work Experience

Employment History

Brief employment history prior to NBE

1978-1984 Sentry Holdings
Applications development roles (Project Leader)

1984-1988 Manager Software Products
Sales Manager Asia Pacific
General Manager South America (based in Brazil)
100% quota 1987, 88 (customer and revenue)

1988-1992 Texas Instruments
1988-89 Manager Australia/NZ
Prepare initial business plan for Aust/NZ and Asia markets
Establish Asia Pacific head office and Australia/NZ operations
Establish strategic alliances with leading system integrators
Revenue target $1mil
Closed $1.6mil RTA project (License & Registration system)
Closed $400K Air NZ
1990 General Manager Australia/NZ & Business Development Manager Asia
Established consulting division (135% quota)
Open new offices (Melbourne and Singapore)
Revenue target $1.5mil – achieved $2mil
Hired Asia team, established pipeline, hand-over operations
1991 General Manager Australia/NZ & Business Development Manager Asia
Closed Telecom account $1.2mil initial contract
Telecom account taken from major competitor
Closed $2.36mil SASB project
Establish strategic alliance with IBM, PW
Establish Hong Kong operation
Revenue target achieved $3mil
1992 Director Business Development Asia Pacific
Strategic Alliances throughout Australia
Additional $1.2 mil revenue from Telecom account
$6.0mil revenue Australia
$1.5mil revenue South East Asia

NBE Company Profile (1992 – current)
· CEO and Managing Director
· Established in 1992
· Successful track record in establishing individual products, company divisions, and entire company operations in Australia and countries throughout Asia (including Singapore, Malaysia, Hong Kong, Taiwan, China, Japan, Philippines, Thailand, Philippines, Indonesia, India, New Zealand)
· Successful track record in establishing Distributors, VAR’s, Channels & Resellers throughout Australia and Asia
· Working with the client to develop Strategic Plans for the Asia Pacific region including:
- Market, Industry segmentation and analysis
- Competitive and demographic considerations
- Customer Activity
- Legal & Financial Analysis
· Execution and implementation of the market entry and market
development plans including:
- Identify, source contact potential partners
- Position and sign suitable Distributors, resellers, OEMs, VARs,
Strategic Alliance, partners.
- Sign partner contracts
- Implement direct sales programs
- Execute marketing programs
- Act as an independent arbitrator
· Several roles have required Small to fulfill VP Asia Pacific responsibilities. These companies include Netwise, eGrail.
· Small has also conducted extensive reviews and evaluations of numerous organizations’ sales and channels operations. These assignments have included the entire review and subsequent creation, selling and implementation of a new Channel Program (for companies such as Platinum Technologies) throughout Asia Pacific. Similar activities have been conducted for Software Artistry, LogicWorks, Pilot Software.
· Create pipeline through direct sales and marketing activities, and/or sales and marketing activities in conjunction with partners.





NBE Client List

NBE has completed assignments ranging from the establishment of Distributors throughout Asia Pacific for companies such as Software Artistry and eGrail, the review, evaluation and revamp of the indirect business for companies such as LogicWorks and Platinum Technologies.
NBE has established Distributors, Resellers, VARs and partners in selective Asia Pacific countries for many of the companies listed below.
NBE has provided recruiting services, filling VP Asia Pacific roles and regional management and senior sales positions for companies such as Vignette, Apropos and eGrail.
John Small has also taken longer-term roles with several clients and filled the role of VP Asia Pacific with the charter to establish direct and/or indirect operations throughout Asia Pacific. Small provided these services for eGrail & Netwise.
Small has also filled the void when clients have lost key staff and acted in senior roles. Small provided theses services for Software Artistry and Pilot Software.

Examples of NBE clients include:
Software Artistry - Customer Care/Help Desk/Call Centre
Tivoli/IBM - Customer Care/Help Desk/Call Centre
Actuate - Internet and application reporting tools
Dazel - Printer & Output Management
HP - Printer & Output Management
EGrail - Internet Content Management
Sendmail - Mail Server & Mail System products
Vignette - Internet Content Management & CRM
Platinum Technologies - System support, DB & DBMS tools
Haht Software - Internet CRM & Demand Chain management
Responsys.com - Internet tools
Harbinger/Premenos - Inter/Intranet, EDI, Electronic Commerce
Open Market - E-commerce, e-applications & tools
Netwise Inc/Microsoft - Middleware & Connectivity
INTERSHOP - Inter/Intranet, EDI, E-Commerce
Logic Works - Application Development Tools
Fulcrum - Information and Knowledge Management
SER - Information and Knowledge Management
Apropos - Multi-channel CRM interaction management
Texas Instruments/CA - CASE
Alydaar - Y2K
Pilot Software - EIS/OLAP/ROLAP/Data Warehouse
Techgnosis - CASE
Volano - Intranet and chat room technology


Education

Education Background
Secondary Education
Private School – Waverley College
Tertiary Education
University New England – Economics Degree
Sydney – IT Computing Diploma


Skills

Career Overview

Career experience includes:
· 25 years IT experience enterprise and vendor exposure.
· Nineteen (19) years IT experience in Asia (Singapore, Malaysia, Indonesia, Thailand, Hong Kong, Philippines, India, Taiwan, Japan, and Korea).
· Excellent understanding of Australian & Asian vendor and customer markets.
· Excellent understanding of Asian business practice.
· Outstanding sales skills and proven ability to meet and exceed revenue targets.
· Experience running and managing consulting teams and projects.
· Managed Asia Pacific customer support team
· Specifically focused last 12 years establishing Distributors, VAR’s, and Channels in Australia & Asia.
· Excellent understanding of the Software and Hardware vendor and distribution market in Australia & Asia.
· Established direct sales operations in different countries.
· Expertise in wide range of technologies (see Client List).
· Strong background in business review and evaluation of current business model and practices.
· Experience in sourcing and hiring staff to fill senior management and sales roles in either countries or across specific regions.
· Provided Senior Management “locum” services.
· Senior management experience in roles as VP Asia Pacific, Director Business Development, Country Manager, Director Sales.

In 1992 John Small established New Business Evolution Pty Ltd, offering business and consulting services with specific focus to the Asia Pacific market.
John Small established New Business Evolution (NBE) after 4 years application development experience and a further 10 years experience in Australia and Asia in senior sales and business development roles for leading software application companies.
Small now has over 25 years IT experience with the last 11 years as CEO and Managing Director of New Business Evolution. Companies the size of IBM and HP have retained Small to assist them establish product divisions in Asia Pacific. Likewise small venture capital, start-up companies have retained Small to establish suitable Distributors, Resellers and partners in select countries. Small has worked exclusively for some organizations and he has conducted executive search assignments to find suitable employees for companies in the Asia Pacific region. One of Small’s strengths is conducting reviews and evaluations of existing Asia Pac business operations, and revamping and setting up alternate channels were appropriate and/or necessary.


Languages

English

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