Brian Allison

Current

Director Worldwide Channel Strategy at Microsoft

Past

Director US Mid-market/SMB Segment Marketing at Hewlett-Packard
Director US Field & Inside Marketing at HP
Director Alliance Sales & Marketing at Hewlett Packard

Director North America Enterprise Alliances & Programs at Compaq
Director US SMB marketing at Compaq
Systems Business Development Manager, EMEA at Compaq
Product Manager, Systems Division at Compaq
Product Marketing Manager at Convex Computer

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Education

The University of Texas at Austin

Recommended

4 people have recommended Brian

Connections

143 connections

Industry

Information Technology and Services

Brian Allison’s Summary

An executive expert and transformational change agent in business-to-business technology marketing, sales/marketing operations, and channel sales & marketing. Proven 18-year execution track record in domestic and international markets, and in enterprise, mid-market, and SMB customer segments. Over 10 years experience in forming and leading high-performance teams. Representative accomplishments include:
• Drove a seven-fold increase in marketing contribution to multi-channel mid-market sales pipelines in 9 calendar months; led creation and execution of an inside sales-centric marketing campaign methodology that produced over 1,000 sales opportunities for channel partners within 6 months of idea conception
• Created and launched multiple transformational channel programs for select US distributors and resellers, which succeeded in driving mutual incremental revenue in enterprise or mid-market customer segments
• Designed, implemented, and drove ongoing execution of three successive closed-loop leads distribution, qualification, and marketing forecasting processes
• Co-led a 12-month effort to restructure marketing campaign planning based on a sales pipeline “gap to goal” methodology across all customer segments; resulted in enabling an estimated $8m incremental revenue in its first year across enterprise, mid-market, and public sector segments.
• Consistently achieved or over-achieved key performance metrics across a number of diverse roles: segment marketing (pipeline contribution), alliance sales (leveraged revenue quota), and European business unit marketing (market share and revenue/profit contribution objectives)
• Led the arrest and reversal of market share losses for Compaq’s Europe/Middle East/Africa region in the multiprocessor server category, restoring Compaq to a near-50% market share position in this category.

Brian Allison’s Specialties:

• Partnerships & channels
• Business transformation & re-engineering
• Product, customer segment, and field marketing
• Lead and pipeline management processes
• Strategic channel program design
• Direct & channel sales model design & implementation
• Sales/marketing optimization
• Talent development & retention

Brian Allison’s Experience

Director Worldwide Channel Strategy

Microsoft

(Public Company; 10,001 or more employees; MSFT; Computer Software industry)

November 2008 — Present (1 year 1 month)

Lead the work to build out Microsoft's longer-term transaction channel strategy and roadmap, and drive an effective implemention plan across the globe with Microsoft and its partners.
Director US Mid-market/SMB Segment Marketing

Hewlett-Packard

(Public Company; 10,001 or more employees; HPQ; Information Technology and Services industry)

November 2007 — October 2008 (1 year )

• Achieved aggressive marketing contribution growth goals on or ahead of schedule
• Led closed-loop lead management processes on behalf of all US segments and aligned partners
• New position dual-reporting to VP US Mid-market sales and VP US marketing responsible for pipeline contribution
Director US Field & Inside Marketing

HP

(Public Company; HPQ; Computer Hardware industry)

November 2005 — October 2007 (2 years )

• Enabled mid-market segment quota over-achievement by conceiving and leading the first annual territory sales planning process in 2006
• Led adoption and use of an initial US customer knowledge management system and drove its ultimate adoption into a supported tool across the Americas region
• Co-led the creation and execution of the initial closed-loop lead management processes; formed and managed a team of lead qualification specialists for all US segments.
Director Alliance Sales & Marketing

Hewlett Packard

(Public Company; 10,001 or more employees; HPQ; Information Technology and Services industry)

November 2002 — October 2005 (3 years )

• Quota-bearing sales management position responsible for driving leveraged revenue in the Americas with Siebel Systems and a portfolio of ISV’s, most notably VMware, Citrix, JD Edwards, Hyperion, and SAS, via targeted sales activities and (where applicable) supporting co-marketing programs, and setting of sales quota and marketing budgets accordingly
• Regularly exceeded group pipeline and quota objectives (for example 118% group quota attainment in fiscal 2005) while remaining within tight expense and headcount targets.
• Conceived and led an integrated Siebel co-selling & marketing program, leveraging HP’s adoption of Siebel MRM.
Director North America Enterprise Alliances & Programs

Compaq

(Public Company; 10,001 or more employees; CPQ; Computer Hardware industry)

November 1999 — October 2002 (3 years )

• Responsible for leveraged revenue in the US/Americas with Siebel Systems and a portfolio of ISV’s via targeted field sales activities and co-marketing programs.
Director US SMB marketing

Compaq

(Public Company; CPQ; Computer Hardware industry)

October 1998 — November 1999 (1 year 2 months)

• Responsible for revenue growth for PC, server, and storage product in the US SMB market through joint programs with targeted technology alliance partners such as Microsoft and Great Plains Software.
• Led Compaq’s US strategy to penetrate affinity programs targeting small businesses and launched the first example in partnership with CDW.
Systems Business Development Manager, EMEA

Compaq

(Public Company; 10,001 or more employees; CPQ; Computer Hardware industry)

October 1996 — September 1998 (2 years )

• Responsible for Compaq’s application and database server business for the Europe, Middle East, and Africa (EMEA) markets. Duties included developing effective pricing strategies, managing product forecasting and channel inventories, managing product transitions, driving regional analyst relationships and PR plans, and regional sales training efforts.
• Led the Intel-based server go-to-market integration of Tandem and Digital following these acquisitions.
Product Manager, Systems Division

Compaq

(Public Company; 10,001 or more employees; CPQ; Computer Hardware industry)

April 1994 — September 1996 (2 years 6 months)

• Led the product strategy and launch of Compaq’s first credible alternative to RISC/UNIX servers for data center environments. Duties included product planning, market research, pricing, business analysis, and other functions.
Product Marketing Manager

Convex Computer

(Privately Held; 51-200 employees; Information Technology and Services industry)

October 1991 — March 1994 (2 years 6 months)

• Managed product marketing of Convex’s PA-RISC computer systems and software designed for the technical computing market, and led the daily marketing aspect of the company’s strategic relationship with HP.