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Value Based Selling Methodology

The Value Based Selling Methodology (VBSM) was originally created by Jim Maikranz industry veteran, Bain Capital Special Advisor, and former SVP of Global Sales for SAP.

Companies including SAP, Peoplesoft, Servigistics, aPriori, Adexa, IONA, and Data Synapse have all used this proven methodology to attract and sign customers and position themselves as market leaders.

Here is what VBSM has done for clients:

• Improved sales close rates from 10% to >70%• Increased average deal sizes by 330% to >$1.0M • Decreased average sales cycles by as much as 50% • Increased revenue from $1.0M to >$40M, 70% CAGR

Volatus Consulting provides Sales & Marketing process & campaign design, support & reporting systems, delivery tools, outreach programs & materials, and training all custom designed and integrated to accelerate sales efforts, build sales pipelines, and produce new referencable customers. 

Helping technology companies increase their momentum and capitalize on their window of opportunity to maximize earnings while such a window exists is what I do!


> Created a lead generation system which increased revenue from $10mil to $25mil in 2 years at Servigistics> Deployed a Value Based Selling Methodology which increased the # of pipeline opportunities by 3x at Adexa> Engineered a closed-loop lead management system which enabled 40%+ growth per year at Impetus> Wrote the tactical marketing part of the strategic business plan which resulted in VC funding for Deposco> Increased business in SE by 300% from previous year at Persistence Software> Doubled business in Mid-Atlantic from previous year at Syntax> Elevated assigned territory from dead last to #1 in the company at Kinetic Marketing

Project Management Approach

Lean project management.......
  1. Satisfying the customer is the highest priority.
  2. Always provide the best value for the money.
  3. Success depends on active customer participation.
  4. Minimalism is essential.
  5. Needs determine technology.


American Marketing Association

Sales & Marketing Executives International


Kennesaw State University - MBA, Information Systems, Marketing, International Business Georgia State University - BBA, Marketing, Management


Results-oriented B2B technology Marketing & Lead Generation Executive with experience in all phases of marketing strategy & tactics, sales pipeline development, sales & marketing process engineering, implementation, tracking & analysis, and marketing program creation & execution. Filling pipelines and driving revenue for early stage technology companies is what I do!


Trade Shows and Partner Events
budget forecasting. planning, staffing, promotion and support
Market Segmentation & Customer Profiling
facilitated customer & prospect profiling, segmentation, and prioritization both vertical and horizontal, custom campaign messaging, using Stratascope, Hoovers, OneSource, Zoominfo, NetProspex
Social Media
facilitated sales team networking, viral marketing, fan base building using Linked-In, Facebook, social networks, online communities, blogs
Media Relations
facilitated corporate market positioning, authored & distributed press releases using Marketwire, Businesswire, and direct editorial outreach
facilitated web traffic analysis, meta & alt tag optimization, key word optimization, pay per click effectiveness, top search engine ranking using WebTrends, Google Analytics, Google Adwords
Reporting, Presentaion & Analytic Tools
Crystal Reports, Word, Excel, PowerPoint, SPSS MCSE training on Win NT / 2000
Web & Digital Marketing
facilitated website content management, graphic design, banner ads, webinar broadcasting & recording, video editing using Adobe Dreamweaver, Photoshop, Illustrator, PremierPro, Webex
Marketing Automation
integrated and managed marketing automation tools such as Hubspot, Eloqua, ConstantContact, ClickTools, DemandTools which facilitated database segmentation, email marketing, lead scoring, lead nurturing, activity based content, campaign ROI analysis, and marketing & sales process dashboards
3 full life cycle implementations, customization, integration and administration

Work experience

Dec 2006Present

Strategic Consulting & Delivery

Volatus Consulting

Clients include Adexa, Impetus Technologies, Intellicus, ProXel Solutions, Deposco, Xellent Solutions, Data Synapse, IONA, PerformancePR, Arbela Technologies,,

Oct 2004Nov 2006

Director of Marketing Operations


Supervised all marketing functions and operations

Managed corporate website content & design

Implemented VBSM program

Implemented, customized and administrated SFDC and Marketing Automation

Jan 2002Aug 2004

Sales & Marketing Operations Manager


Provided telemarketing Lead Generation & reporting

Implemented VBSM program

Implemented, customized and administrated SFDC

May 1999Mar 2001

Regional Sales Manager

Persistence Software

Responsible for all Southeast territory prospecting & sales

Managed client renewals

Implemented CRM system


Key Account Executive Mid-Atlantic

LSI Logic / Syntax

Responsible for all Mid-Atlantic & Federal territory sales


Director of Sales

CoLinear Systems

Responsible for all National prospecting & sales


Sales Operations Manager

Kinetic Marketing

Responsible for assigned territory prospecting, sales and support

Managed computer network and provided vendor sales reports