Paul Mulvenna Sales, Business, & Technology Consultant ● Mobile ● Messaging ● Middleware ● Crm ● Service Provider ● Enterprise ● ABN: 96 381 921 515 Mailing Address: PO Box 192 North Sydney 2060 New South Wales Australia 9Box Consulting tel: email: skype: twitter: web: +61 2 8007 5305 [email protected] paulmulvenna @pmulvenna www.9boxconsulting.com linkedin: www.linkedin.com/in/paulmulvenna October 2014 Page 1 of 6 Table of Contents ABOUT 9BOX CONSULTING ............................................................................................................ 3 ABOUT PAUL ................................................................................................................................. 3 MOBILE NETWORK TECHNOLOGY & VAS – DOMAIN EXPERTISE ..................................................... 4 MESSAGING SYSTEMS & SECURITY – DOMAIN EXPERTISE .............................................................. 4 CRM SYSTEMS & VAS – DOMAIN EXPERTISE .................................................................................. 5 LEGACY SYSTEM MODERNIZATION & ENTERPRISE MIDDLEWARE – DOMAIN EXPERTISE ................ 5 CONSULTING & DELIVERY – DOMAIN EXPERTISE............................................................................ 5 TYPICAL SCOPE OF WHAT A CLIENT CAN EXPECT FROM 9BOX CONSULTING .................................. 6 9Box Consulting October 2014 Page 2 of 6 ABOUT 9BOX CONSULTING  Leveraging extensive business, technology, and sales skills, and operating through a global network of associates; 9Box Consulting is a retained boutique organization providing innovative Telecom, and Enterprise solutions on behalf of international software companies (our clients).  Working with our clients, 9Box Consulting takes ownership of the complete pre and post sales solution lifecycle on their behalf.  The 9Box Consulting model enables our clients to explore new markets, develop competitive separation, and better serve existing markets without making an immediate investment in local company setup.  The 9Box Consulting brand is not promoted to our clients’ customers and prospects, instead 9Box Consulting operates solely as an extension of our client.  Specialist areas include Mobile Network Technology & VAS, Messaging Systems & Security, Legacy System Modernization & Enterprise Middleware, and CRM Systems & VAS.  Founder & Principal Consultant, Paul Mulvenna currently concentrates on the Australia, New Zealand, and South East Asia markets. ABOUT PAUL        B.Sc. (Hons) Comp. Sci., JP, MACS(Snr) CP Seasoned business hunter, market builder, educator & conference speaker. History of leadership (VP) & individual contributor success in the EMEA/APAC Service Provider-Telco, & Corporate-Enterprise sectors. Unbroken career has included strategic business, technology, and sales roles with both public & private international software & services vendors. Extensive experience in channel & partner management. Proven M&A experience (both directed, and participant). Citizen of Ireland, UK, Australia, and an Employment Pass Holder for Singapore. ________________________________________________  Mobile Network Technology & VAS skills in Unified Communications, Devices, Data & Optimization, Security, M-commerce, OS, UX, M2M, OTT, and APIs.  Solid understanding of Messaging Systems, Cloud, and SaaS.  Expertise in Radio, Packet Core, Middleware, SOA & Enterprise architectures.  Experienced in Discovery, Dependency-mapping, Build, & Test Tools for Legacy System Modernization.  CRM Systems & VAS skills. ________________________________________________      Highly refined sales 2.0 skills. Sales Methodologies utilized have included Miller Heiman, Holden, & Solution Selling. Possesses extensive Consulting & Delivery practice, and Sales Management skills. P&L accountability across multiple countries, & continents. Highly developed pipeline generation, deal size, staff utilization, revenue, margin, & working capital skills.  Comfortable working as part of an in-country team, or remotely as the company representative. ________________________________________________ 9Box Consulting October 2014 Page 3 of 6  Board member of the New South Wales ACS, which advances professional excellence in Information and Communications Technology. Over 20,000 ACS members work in business, education, & government within Australia, with 40% of those members based in NSW.  Active in industry groups such as Enterprise Ireland, Australian Information Industry Association, Telecoms Australasia, the Australian Information Security Association, Irish Chamber of Commerce Singapore, and the Lansdowne Club.  Acts in a voluntary role as a Justice of the Peace. MOBILE NETWORK TECHNOLOGY & VAS – DOMAIN EXPERTISE  Mobile Devices (handsets, tablets)  Mobile Data & Optimization/Congestion Management (technology and application)  Mobile Messaging (technology and application)  Mobile Security (anti-spam, anti-virus, anti-phishing)  Unified Communications (UC) & M-commerce  Mobile OS (iOS, Android, Windows, Symbian, Series40, Java MIDP)  Mobile UX (architecture, design, content, usability)  M2M (technology and application)  OTT (technology and application)  APIs  In addition to having a deep, and practical knowledge of 'what makes the mobile ecosystem work', Paul also brings skills in GSM/CDMA radio and core network architecture (including 2.5G, 3G, 3G+, 4G/LTE, IP, SIP, IMS), wireless device operation, switching, multiplexing, and routing concepts, firewalls, active traffic management techniques and tools (including NATing, caching, optimization, compression), network security (including SSL, IPSEC), WiFi, and xDSL. MESSAGING SYSTEMS & SECURITY – DOMAIN EXPERTISE  Email (technology & application)  Security (anti-spam, anti-virus, anti-phishing)  SMS (technology & application)  MMS (technology & application)  IM (technology & application)  Voicemail (technology & application) 9Box Consulting October 2014 Page 4 of 6 CRM SYSTEMS & VAS – DOMAIN EXPERTISE  Sage (technology & application)  Salesforce.com (technology & application)  Microsoft Dynamics (technology & application)  Sugar (application)  Zoho (application) LEGACY SYSTEM MODERNIZATION & ENTERPRISE MIDDLEWARE – DOMAIN EXPERTISE  Paul has acted as an eBusiness Technology Adviser to Corporate clients (EMEA), and spent many years as a Qualified Compuware (NASDAQ: CPWR) Educator, instructing Compuware’s Consultants and Trainers (US, EMEA, APAC) on Application Model Development & Automated Software Construction, Network Connectivity, and Distributed Computing.  With an extensive ERP, Financial Systems, Plant Floor Automation & SCADA, HR & Payroll background – Paul is well placed to provide Sales, Business, and Technology expertise on Legacy System Modernization & Enterprise Middleware, and Software Transformation. CONSULTING & DELIVERY – DOMAIN EXPERTISE  Running an ICT Consulting & Delivery Practice (EMEA, APAC) for those companies he represented, Paul’s key responsibilities included: o o o o o o o o o Recruitment and staff management, across multiple countries and continents. Managing the customer lifecycle, which included executing on program plans to aid product insertion, drive operational excellence, and accelerate market uptake. Overall responsibility for coordinating teams to meet customer expectations and needs. Application of continuous improvement methodologies, and best practice to program and project delivery. Providing advice, and guidance to the company based on field and customer experience. Aligning company HQ toward the delivery of products and services to new customers. Providing immediate, concentrated and sustained focus on urgent customer matters that, if left unresolved, would severely damage the company's customer relationship. Working with the company’s partners to maximize the effectiveness of the company’s product deployments, and revenue growth. Advised, and guided the company’s account teams in Pilot and Production customer deployments. 9Box Consulting October 2014 Page 5 of 6 TYPICAL SCOPE OF WHAT A CLIENT CAN EXPECT FROM 9BOX CONSULTING  Build a strong relationship with customers and prospects (accounts) at all management levels, and introduce CLIENT to a network of decision makers within the target organisations.  Develop and drive a focused strategy towards the account by knowing the account and market; able to differentiate CLIENT’s solutions, delivery capabilities and service offerings to win adjacent and repeatable work, and translate the chosen strategy into an action plan.  Actively involved in identifying, qualifying and developing CLIENT sales opportunities in the Territory.  Provide early visibility of opportunities to ensure proactive CLIENT sales efforts can be mobilised, as well as driving bids and closure of deals.  Proactively engage face to face within each account, and ensure consistent CLIENT messages in every aspect of the account relationship at all appropriate levels.  Actively monitor and ensure CLIENT customer satisfaction.  Proactively and strategically develop and execute a CLIENT business development plan across the Territory, including providing regular updates, revisions and modifications to the plans.  Work with CLIENT’s HQ team to tailor and position CLIENT’s solutions to the designated Territory. Actively take the lead on generating sales, marketing and technical material as needed.  Act as the primary CLIENT focal point for each account within the designated Territory, and proactively identify and penetrate new accounts for CLIENT within the designated Territory.  Develop CLIENT relationships with each account at all management levels.  Develop a network within each account at strategic and tactical level in order to retain and expand the CLIENT client base.  Understand each account’s business issues, strategies and capabilities and communicate these internally within CLIENT at various levels.  Define and drive CLIENT’s strategy for propositions, alliances and partnerships into each account.  Work with CLIENT’s other team members and recognized partners to identify sales opportunities, and establish entry points in each account for the Practice Leads and Subject Matter Experts SME.  Work with CLIENT’s Delivery Practice to maximise delivery of the agreed services and products to each account, and ensure the correct billing and account receivable status.  Work with key stakeholders in legal, commercial and procurement functions to ensure risks are identified and managed, and bids are compliant with CLIENT’s internal policies and processes.  Monitor all CLIENT delivery projects for each account, with the aim to achieve successful (and repeatable) sales results, and maximise customer satisfaction.  Build and maintain relationship with local Legal representation if required, and monitor compliance with CLIENT’s paperwork. --End-- 9Box Consulting October 2014 Page 6 of 6