Bob Apollo

Current

UK Business Development at Sparus Software
Managing Partner at Inflexion-Point

Past

Virtual Executive at Enterprise Mobile Software Companies including Aspective, Cognito, Antenna and Sparus Software
VP Marketing (Interim) at Dexterra
EVP Worldwide Field Operations, XcelleNet Business Unit at Sybase/iAnywhere

COO/EVP Worldwide Field Operations at XcelleNet
VP Market Development at Protege Group
VP International at eGain
VP Europe - Internet Systems Group at Sterling Commerce
VP and Managing Director International at XcelleNet
VP International Marketing at SCO
Sales and Marketing at Hewlett-Packard

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Bob Apollo’s Summary

From my earliest days in high-tech at Hewlett-Packard, I’ve been struck by the potential for systems thinking to improve sales and marketing performance - and applied the approach in a series of executive leadership roles in high growth technology companies, many of which emerged as market leaders.

We founded Inflexion-Point three years ago with a mission to help the leadership of promising high-tech companies to realise their potential by elevating customer value and eliminating wasted effort - through systematically facilitating their prospect’s buying process.

Our clients come to us because they sense that they could and should be getting a better return from their sales and marketing investments - but are struggling to put their finger on the bottlenecks and constraints that may be holding them back.

We would be happy to share what we've learned about systematically removing constraints, eliminating wasted effort and increasing the ROI from marketing and sales activities - by enabling our clients to clearly identify their most promising prospects and understand what really matters to them - and how and why they choose to buy.

We use a ground-breaking and highly effective approach that draws upon the widely-proven principles of lean production - and applies them to marketing and sales activities in order to facilitate the B2B buying process. I hope that you will want to find out more by visiting www.inflexion-point.com.

Bob Apollo’s Specialties:

- Systematic sales and marketing performance improvement

- Mastering the complex sale from the buyer's perspective

- Applying Lean Thinking to the B2B sales and marketing process

- Mobile Enterprise Software and other high-growth segments

- Hoshin, Kaizen, TQM, Value Stream Mapping, 5S

Bob Apollo’s Experience

UK Business Development

Sparus Software

(Privately Held; Computer Software industry)

2008 — Present (1 year)
Managing Partner

Inflexion-Point

(Privately Held; Management Consulting industry)

2005 — Present (4 years)

Inflexion-Point Strategy Partners help the executive leadership of promising technology companies to systematically eliminate wasted effort and increase the ROI from their sales and marketing activities - by enabling them to clearly identify their most promising prospects and to understand what really matters to them and how and why they choose to buy.

We apply systems thinking and lean six sigma methods to systematically diagnose and deal with the constraints that are preventing them from realising their potential - and we help them ensure that all their sales and marketing resources and activities are completely aligned around a superior understanding of the drivers of customer value.

We use proven discovery techniques to quickly identify what needs to be done, and provide tailored transformation services to help clients to achieve accelerated results. Typical outcomes include dramatic improvements in efficiency and effectiveness, shorter sales cycles, higher win rates, accelerated growth, increased profitability, and increased market share.
Virtual Executive

Enterprise Mobile Software Companies including Aspective, Cognito, Antenna and Sparus Software

(Computer Software industry)

2005 — 2009 (4 years)

Helped high-potential enterprise software companies (including Cognito, Intellisync - later bought by Nokia, Antenna Software, Sparus Software and Aspective - a Vodafone Company) to build high-performing sales and marketing organisations in Europe and the United States.
VP Marketing (Interim)

Dexterra

(Privately Held; 201-500 employees; Computer Software industry)

January 2006 — October 2006 (10 months)

During my involvement with Dexterra, we moved from a "cautionary" to "visionary" rating in the Gartner Magic Quadrant and came to be recognised as the world's fastest growing mobile applications company.

After a thorough review of our vision, position and messaging, we established Dexterra as the company leading the charge towards "The Mobile Way of Business". Triple digit growth and an impressive list of blue chip clients went a long way towards proving our claim that "Companies that Get Mobile, Get Dexterra".
EVP Worldwide Field Operations, XcelleNet Business Unit

Sybase/iAnywhere

(Public Company; 1001-5000 employees; Computer Software industry)

2004 — 2005 (1 year)

Continued to run and grow the XcelleNet Business Unit following acquisition by Sybase/iAnywhere.
COO/EVP Worldwide Field Operations

XcelleNet

(Privately Held; 201-500 employees; XNET; Computer Software industry)

2001 — 2004 (3 years)

Returned to XcelleNet following a private equity (Francisco Partners) funded management buy-out. Led the worldwide field organisation, responsible for 80+ people and $40m+ revenue, including sales, marketing, business development, professional services and support, engineered a major turnaround in the company’s fortunes, culminating in a successful trade sale to Sybase.
VP Market Development

Protege Group

(Computer Software industry)

2000 — 2001 (1 year)

Joined Protégé at the peak of the “dot.com boom”. Enabled NA-based high-technology vendors to implement successful European market entry strategies, typically accelerating their progress by 9-24 months, and built local subsidiaries for more than 25 companies, including Kana, NetGravity, Vignette, Delano, Preview Systems, AvantGo, Virage, Changepoint, GlobalSight, PlaceWare and FaceTime.
VP International

eGain

(Public Company; 51-200 employees; EGAN; Computer Software industry)

1999 — 2000 (1 year)

Launched eGain’s business operations in Europe and Asia-Pacific. From an initial core of 2 employees, rapidly built out a team of 25 and grew International revenues from zero to a $3m run rate in under 12 months, leading to a merger with Inference.
VP Europe - Internet Systems Group

Sterling Commerce

(Public Company; 1001-5000 employees; T; Computer Software industry)

1998 — 1999 (1 year)

Joined Sterling Commerce as a result of their acquisition of XcelleNet. Responsible for European sales of EDI and BPI product families, and grew revenues 25% p.a.
VP and Managing Director International

XcelleNet

(Public Company; 51-200 employees; XNET; Computer Software industry)

1996 — 1998 (2 years)

Built a highly successful International operation with offices in the UK, France, Germany, the Netherlands, Singapore and Australia. The increase in international contribution during this period represented 80% of w/w profit growth. In 1998 we were acquired by Sterling Commerce and as part of the consequent reorganisation I was appointed VP EMEA Internet Systems Group for Sterling Commerce.
VP International Marketing

SCO

(Public Company; 501-1000 employees; SCOC; Computer Software industry)

1990 — 1996 (6 years)

During my time at SCO, we emerged as undisputed global market leaders in the UNIX-on-Intel market, built Europe and Asia-Pacific to more than 50% of world-wide revenues and created a dominant network of distributors, resellers and channel partners. It's only in retrospect that I realise how far ahead of the game we must have been at that time in creating a truly effective multi-channel strategy.
Sales and Marketing

Hewlett-Packard

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

1981 — 1989 (8 years)

Worked for a great company, at a great time. Enjoyed sustained success in a variety of senior sales and marketing roles with both hardware and software responsibility.