Tian Horn

Retro Rabbit/SmarTek21 is an international company with offices in USA, South Africa and India employing 600+ consultants and clients in various countries. The company is considered a boutique software consultancy with specific experience in software engineering, UI/UX design, Managed Services and resource augmentation. Their clients include well-known financial services companies, insurance companies, retailers and healthcare providers. Retro Rabbit & SmarTek21

• Head up sales for the organization with full responsibility for sales and marketing.
• Managed international team of Client Account Managers who engages clients and prospects.
• Use vast experience in Fintech and software sales to direct the sales strategy of the company and engage the market on proven methodologies to future-proof their businesses.
• Operate as an innovative thought leader among the team and contribute significantly to the overall success.

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Accomplishments:

• Secured many new clients and closed deals, valued in excess of R40m and responsibility for sales target in excess of R220m per annum.
• Regular commentator on industry developments, most notably on the role of AI and software engineering to promote business performance:
• Leveraged data-driven insights to inform decision-making and set more accurate sales forecasts, budgets, and targets.
• Championed internal collaboration between departments to foster greater synergy in achieving overall company objectives.
• Boosted sales revenue by implementing strategic initiatives and fostering strong relationships with key clients.
• Inspired a culture of accountability within the sales department through transparent goal setting, regular performance reviews, and recognition programs.
• Optimized sales operations by implementing efficient processes, tools, and technology solutions.
• Improved customer satisfaction ratings by streamlining the sales process and enhancing communication channels.
• Increased market share by identifying new business opportunities and collaborating with marketing to develop targeted campaigns.
• Strengthened company''s reputation as a trusted partner by providing exceptional customer service and support throughout the entire sales cycle.
• Developed a high-performing sales team through effective recruitment, training, and coaching strategies.
• Established performance metrics and monitored progress against goals to drive continuous improvement within the sales organization.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Represented organization at industry conferences and events.
• Managed financial, operational and human resources to optimize business performance.
• Cultivated company-wide culture of innovation and collaboration.
• Developed innovative sales and marketing strategies to facilitate business expansion.
• Devised and presented business plans and forecasts to board of directors.
• Communicated business performance, forecasts and strategies to investors and shareholders.
• Founded performance- and merit-based evaluation system to assess staff performance.

Intelligent CIO Introduction

Hyland is an international company with headquarters in the USA. It operates in 30 countries, employing 3500 staff and generating annual turnover in excess of $1 billion (US). It is a leader in content services with well-known brands such as OnBase, Alfresco and Nuxeo. Hyland

• Lead the overall strategy and develop sales roadmaps to generate and maintain constant pipelines.
• Utilize comprehensive understanding of best practices and market trends to proactively educate and influence key executives on future business and technical needs.
• Operate as an innovative thought leader among the team and contribute significantly to the overall success.

Accomplishments:

• Secured two new clients and closed deals, each valued at R4 million+.
• Wrote several articles published in industry publications, to promote Hyland:
• Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
• Increased client satisfaction by building strong relationships and addressing their needs promptly.
• Conducted regular account reviews to identify areas for improvement and ensure continued success.
• Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
• Established clear communication channels between clients and internal teams, ensuring seamless project execution.
• Actively participated in networking events within the industry, expanding professional connections and generating leads.
• Developed targeted presentations for key accounts, effectively communicating value proposition and securing commitments.
• Boosted client retention by developing and implementing comprehensive account management strategy.
• Conducted quarterly business reviews with major accounts to assess satisfaction and identify areas for improvement.
• Facilitated client meetings to gather feedback and adjust strategies accordingly, ensuring alignment with client objectives.
• Leveraged CRM tools to maintain accurate records of client interactions and transactions.
• Drove revenue growth by identifying new business opportunities within existing accounts.
• Negotiated contracts with focus on maximizing profit and ensuring client satisfaction.
• Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
• Selected correct products based on customer needs, product specifications and applicable regulations.
• Negotiated prices, terms of sales and service agreements.
• Recorded accurate and efficient records in customer database.
• Achieved or exceeded company-defined sales quotas.
• Kept detailed records of daily activities through online customer database.

Taming content chaos

Connecting the cloud dots

Building transparent ethics into artificial intelligence

OWIT Global offers every insurance-related company the ability to access and manage its data more accurately, and more productively. It has created solutions such as Bordereaux Management, B2B and B2C Portals, Document Generation, Submission Management and Point of Sale. www.owitglobal.com

• Conducted research and prepared feasibility studies outlining the marketing potential for OWIT products in South Africa.
• Provided expert insight on how to enter the Southern African market and establish a local presence.
• Gathered and organized information for research purposes.
• Conducted thorough literature reviews to identify gaps in knowledge and inform board about likely success in local market.
• Conducted interviews with local stakeholders in the insurance industry to solicit an opinion on the feasibility of success in the South African market.
• Presented outcome to Executive Board which ultimately resulted in them deciding against entering the South African market and rather focusing on already established markets.

Tia was acquired by Sapiens in 2020, which is a global provider of insurance technology to customers in 30 countries. It employs over 5000 staff and generates annual revenues of $400 million (US). Sapiens is listed on NASDAQ and TASE. Sapiens.com

• Reported to the CEO of Tia Technology.
• Recruited and managed 19 staff, including a Professional Services Director, Project Manager, Office Manager, Developers and Business Analysts.
• Focused on establishing a local presence, securing new customer contracts and nurturing relationships.
• Developed and implemented a sales and execution strategy for Sub-Saharan English-speaking African countries.
• Full P&L responsibility for all company budgets.

Accomplishments:

• Grew company revenue from £80,000 in 2017 to £2,5 million in 2019.
• Expanded the customer base from 11 clients in 2017 to 14 clients in 2018.
• Delivered the 3-year business plan in 14 months with substantial over-achievement.
• Oversaw operations and provided corrective feedback to achieve daily and long-term goals.
• Increased overall company performance by implementing strategic management initiatives and streamlining operations.
• Delivered consistent revenue growth by identifying new business opportunities and expanding service offerings.
• Directed large-scale projects from inception to completion on time/budget with strict adherence to quality standards.
• Cultivated a strong organizational culture built on integrity accountability teamwork which resulted in higher retention rates among staff.
• Expanded market presence through successful negotiation of key partnerships and acquisitions.
• Oversaw complex negotiations with suppliers/vendors for favorable contract terms that led to cost savings.
• Strengthened client relationships with regular communication, timely project delivery, and high-quality services.
• Launched innovative products/services that captured new market share while maintaining competitive pricing structures.
• Led negotiation of landmark deal, establishing company as key player in new market segment.
• Negotiated high-value contracts with key clients, securing long-term revenue streams.
• Cultivated high-performance organizational culture by implementing robust talent management and development program.
• Drove company revenue growth, orchestrating effective sales and marketing strategy that targeted untapped markets.
• Facilitated entry into new international markets, conducting thorough market research and establishing local partnerships.
• Boosted company market share by leading strategic partnerships and negotiations with key industry players.

Denmark's TIA Technology descends on SA

Roundcube is a subsidiary of CCS, a global software company headquartered in The Netherlands that focuses on providing solutions to the insurance industry. Roundcube is a smart mid-office solution aimed at insurance companies with legacy applications. CCS

• Reported to the CEO of CCS.
• Appointed to establish a South African subsidiary for this Dutch company, heralding their entrance into the African market.
• Provided local context for an R&D roadmap for international solutions.
• Promoted brand identity with financial services companies and developed a sales pipeline.

Accomplishments:

• Led company through successful digital transformation, enhancing operational effectiveness and customer engagement.
• Developed comprehensive business plans, outlining long-term goals and actionable steps toward success.
• Successfully launched the company into South Africa, representing Roundcube at industry events.
• Won a major new client (insurance company) within the first 6 months.

Ricoh is an international supplier of imaging and printing hardware and software with approximately 400 employees in South Africa. Ricoh

• Reported to the MD.
• Responsible for 300+ employees with the following direct reports:
• 6 x Regional Managers (in various regional cities)
• 1 x Corporate Sales Manager (Sandton)
• 1 x Marketing Manager
• 1 x Services Manager
• 1 x Consumable Sales Manager
• 1 x Software Sales Manager
• Full responsibility for direct operations, with annual revenue target of R300 million.
• Introduced software solutions to enhance copy / print technology.
• Managed marketing, billing and technical service capabilities.

Accomplishments:

• Successfully introduced software products and partnerships to complement hardware sales.
• Restructured the direct business operations (300 FTEs) to be more optimal and profitable.
• Spearheaded the introduction of consultative selling (software annuity-based business) as a major change to the revenue model of the business.
• Drove year-over-year business growth while leading operations, strategic vision, and long-range planning.
• Fostered a culture of open communication across departments to improve collaboration and problem-solving capabilities.
• Provided guidance on talent acquisition strategies, resulting in an exceptional team of professionals.
• Boosted overall company growth by implementing strategic business plans and overseeing daily operations.
• Managed cross-functional teams, fostering a collaborative work environment to achieve company goals.
• Optimized resource allocation by identifying areas of improvement and reallocating resources accordingly.
• Analyzed sales statistics to properly forecast, schedule and control labor costs.
• Developed strong partnerships with clients, increasing customer satisfaction and repeat business.

QUOCIRCA REPORT CONFIRMS RICOHS POSITION AS MPS LEADER

Sweden moves to on-demand newspaper, magazine printing from kiosk