Principal at Sales Scale Partners
San Francisco Bay Area
- Current
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- Principal at Sales Scale Partners
- Past
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- VP Sales at Cloud9 Analytics
- VP Sales & Marketing at MotionPoint
- VP Sales at Nimblefish
- Director, Inside Sales at Mercury Interactive
- Director, Business Development at Mercury Interactive
- Sales at Oracle
- Sales at IMA
- Sales and Marketing at J. D. Edwards & Company
- Education
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- University of Pennsylvania - The Wharton School
- University of California, Los Angeles
- Miramonte
- Recommended
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7 people have recommended Paul - Connections
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500+
connections
- Industry
- Computer Software
- Websites
Paul McGhee’s Summary
A senior executive with 18+ years in enterprise software / SaaS / technology-enabled services:
• Building new markets
• Selling to early adopters
• Rapidly scaling businesses with inside and outside sales
• Dramatically increasing average selling price
• Selling to CMOs, VPS eCommerce, VP Sales with CRM solutions
• Arming field with tools / CRM systems to accelerate sales
Paul McGhee’s Specialties:
• Figuring out an emerging market
• Understanding how to articulate value
• Writing the sales playbook
• Building / training the sales team
• Selling hosted solutions to the enterprise and middle market
• Using / deploying / selling CRM
Paul McGhee’s Experience
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Principal
Sales Scale Partners
(Privately Held; Management Consulting industry)
October 2008 — Present (1 year 2 months)
Sales Scale Partners helps Sales VPs identify and capture the best practices of the top sales reps and transfer these skills to the rest of the sales team. It uses online sales playbooks filled with these best practice sales tools to help its clients more predictably scale their sales efforts. Clients include:
• AdBrite
• Nimblefish
• Finario
• Modius -
VP Sales
Cloud9 Analytics
(Computer Software industry)
June 2008 — September 2008 (4 months)
Led sales for SaaS Sales Analytics Company
• Delivered record quarter and increased average selling price 2.4X
• Retooled sales process, sales deck, sales compensation
• Created the sales playbook with best practice tools to scale sales -
VP Sales & Marketing
MotionPoint
(Privately Held; 51-200 employees; Information Technology and Services industry)
February 2007 — March 2008 (1 year 2 months)
Built and managed sales and marketing functions for hosted website translation company
• Grew revenue 2X in 1 year
• Added 100 new accounts, including 3 Fortune 100 clients
• Propelled company onto the Inc 500 at #201
• Delivered first million dollar deal
• Performed market analysis to define sweet spot
• Initiated thought leadership program to drive web leads
• Built sales / marketing database for marketing programs -
VP Sales
Nimblefish
(Privately Held; 51-200 employees; Computer Software industry)
January 2002 — March 2006 (4 years 3 months)
Built team and managed sales for hosted micromarketing company
• Grew bookings 11X
• Increased average selling price 35X: $25K to $880K
• Successfully recruited 9 ‘A’ players from personal rolodex
• Led focus on B2B tech and refocus on B2C retail
• Established rigorous sales training and coaching programs
• Sales lead on three successful VC fundraising rounds -
Director, Inside Sales
Mercury Interactive
(Public Company; Computer Software industry)
2001 — 2001 (less than a year)
Built inside sales group to boost field sales productivity
• Field sales productivity increased 69% in < year
• Member of President’s Club (Top 6% of Company) -
Director, Business Development
Mercury Interactive
(Public Company; Computer Software industry)
1999 — 2000 (1 year )
Opened up eCommerce market by figuring out pitch, positioning
• Sold 16 new eCommerce deals with field
• Market contributed 10% of Y2000 license revenue
• Published playbook and trained field to make sale repeatable -
Sales
Oracle
(Public Company; Computer Software industry)
1995 — 1999 (4 years )
• Charter member of CRM sales team
• Performed site surveys, product demonstrations
• Led team that built CRM master demo
• Trained 700 salespeople on CRM positioning
• CRM Sales Consultant of the Year, 1999
• Member of President’s Club (top 2% of company) -
Sales
IMA
(Public Company; Computer Software industry)
1993 — 1995 (2 years )
Developed southern region through new account sales
• New accounts included Prudential, IBM, Westinghouse
• Rookie of the Year, 175% of Quota, Quota Club -
Sales and Marketing
J. D. Edwards & Company
(Computer Software industry)
1991 — 1993 (2 years )
• Built $4M pipeline with 30 direct marketing campaigns
Paul McGhee’s Education
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University of Pennsylvania - The Wharton School
MBA , 1988 — 1990
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University of California, Los Angeles
BA , Economics , 1980 — 1984
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Miramonte
Additional Information
Paul McGhee’s Websites:
Paul McGhee’s Interests:
Trumpet playing, swimming, reading, croquet, surf vacations, throwing artichoke parties
Paul McGhee’s Groups:
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Wharton Technology and Technology VC Network -
Club ex-Oracle.org -
Mercury Alumni Association -
The JD Edwards Group (JDE) -
Wharton School MBA & PhD Alumni -
Sales/Marketing VP's & Directors - Software & Technology -
Software as a Service (SaaS) Group -
The OracAlumni Network -
Sales 2.0 -
Churchill Club -
Walnut Creek Masters Swim Team -
Wharton School MBA Class of 1990
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Sales Playbook! -
Maverick Sellers, Sales People who are selling better than A-Players
Paul McGhee’s Honors:
Maverick Award - Nimblefish
CRM Sales Consultant of the Year - Oracle
President's Clubs - Kintana / Oracle
Quota Clubs - IMA / Oracle / Kintana
Rookie of the Year - IMA
Paul McGhee’s Contact Settings
Interested In:
- career opportunities
- consulting offers
- new ventures
- job inquiries
- expertise requests
- business deals
- reference requests
- getting back in touch
