Omniture

Company: Omniture, Inc.
Company Description: Omniture is the pioneer of next-generation web analytics and is the most experienced provider of adaptable solutions to large, complex websites. Omniture develops and markets SiteCatalyst, which has been designed specifically for the needs of enterprise companies to monitor visitor and commerce activity, identify specific points of change, and drive business decisions that increase ROI.
Nomination Category: Organization Awards Categories
Nomination Sub Category: Best Sales Organization

Nomination Title: Omniture, Inc. Sales Organization

Tell the story about what this nominated functional organization achieved in 2003 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

2003 was a banner year for Omniture’s Sales Organization.  The team achieved
overall sales growth of 370% versus 2002 while capturing such accounts as
Walmart.com, Nike, Macromedia, Ameritrade, General Motors, Tiffany &
Company, CBS Sportsline, New York Times, Oracle, Intel and over 100 others.
However, the strategic nature of the sales growth is perhaps more important than
the number itself. In evaluating how to reach and exceed their goals, the team
setout to accomplish several key objectives:

- Increase adoption within the existing customer base.
- Increase average transaction size of each sale for new customers
- Target key accounts that would not only provide significant revenue to Omniture,
but would be crippling losses to the competition.

Chris Harrington was hired in January 2003 to head up this team.  He restructured
the sales organization from an entirely "on the road" team to a more focused tiered
selling approach. This involved creating an in-house sales team that could support
the sales efforts of a reduced number of outside sales executives.  This was done
without increasing the overall size of the organization.

As a result of their 2003 accomplishment, the Omniture Sales Organization has
able to reach the following milestones:
 
- 5 of Omniture's largest accounts increased their usage of the product by over
85% during 2003.
- The average transaction size increased in 2003 by over 120%.
- 7 of the 9 very strategic and top accounts held by competitors in 2002 were fully
captured by Omniture in 2003.
- Achieved 188% of Annual Quota.

List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: List each link on a separate line, begin each link with http://, and enclose each link in square brackets; for example, [http://www.website.com]:

http://www.omniture.com/press.html
Notable Announcements:
December 2003
Omniture’s SiteCatalyst™ 9.5 Recognized by Software & Information Industry
Association as Codie Awards Finalist

October 2003
 Omniture Recognized as one of the Fastest Growing Companies in North
America by Inc. 500 and Deloitte Technology Fast 500 

August 2003
Omniture Closes Record Quarter Exceeding Plan by More than 100%

March 2003
  Omniture Demonstrates Industry Leadership Through Growth and Profitability 

http://www.omniture.com/awards.html
Notable Accomplishments
Inc. 500
Omniture is ranked as #185 on the Inc 500 with a 1012% revenue growth over five
years.
"The entrepreneurs you'll find on the Inc. 500 have the type of attitude we need to
get this economy moving again," said Inc. editor-in-chief John Koten. "For them, a
tough market is not an excuse for poor performance, but an opportunity to innovate
and rise above the competition."

Deloitte & Touche Technology Fast 500
Omniture ranked as number 289 on the Deloitte Technology Fast 500.
"Because the Deloitte Technology Fast 500 measures sustained revenue growth
over five years, being one of the 500 fastest growing technology companies in
North America is an impressive achievement," said Mark Evans, national
managing partner of Deloitte's Technology, Media & Telecommunications
Group. "Omniture deserves a lot of credit for its remarkable growth."

http://www.omniture.com/case_studies.html
Notable Case Studies:
Discovery Channel
Discovering Marketing ROI and Improving Ecommerce Performance
SiteCatalyst is critical to measuring and tracking retailers' online objectives to
improve ROI. Learn about Discovery's Five Keys to Converting Visitors to Buyers
that lead to a 35% increase in overall site-wide revenues by using SiteCatalyst.

Half.com
Half.com Gets a 15% Conversion Rate Increase by Using SiteCatalyst
Creating a marketplace where buyers and sellers can interact is critical to an
online retailing site's business. Learn how Half.com uses SiteCatalyst to track
activity, spot usage trends and make changes to influence visitor purchases.

MyFamily.com
Changing the Mindset
Being able to access the right information can be the key to making the decisions
that help achieve objectives. No data can leave your online business in a state of
marketing paralysis. Learn how using SiteCatalyst changed the mindset of
MyFamily.com to one of empowerment.

MediaNewsGroup
MediaNews Group Simultaneously Tracks Multiple Sites With SiteCatalyst
SiteCatalyst provides a premium combination of functions, features and web
analytic accuracy. See how MediaNews Group found a solution that enabled them
to evaluate web site performance and consumer behavior on a corporate, regional
or local property perspective as well as across published content sections.

American Marketing Association
Finding Validation in Site Traffic Reporting
It is critically important for site owners to accurately understand user utilization of
the site in order to gauge customer satisfaction. Find out how inaccurate log file
reporting distorted the American Marketing Association's decision making ability
over 500%. And learn how they are now able to keep inventory in stock and make
educated web site design changes with SiteCatalyst™.

http://www.omniture.com/customers.html
Customer Quotes:
Maytag
The leading producer of home and commercial appliances
"A large portion of our online consumers use our website for researching new
appliances. The Appliance Finder is an intelligent search tool that uses specific
information from the consumers to recommend particular products best suited for
their needs. It is important to our business that we understand what type of
features our customers want the most. In addition, we want to know what products
the Appliance Finder recommends the most and how consumers respond to those
recommendations. SiteCatalyst™ does all of this for us. At any time of the day,
we are able to get up-to-the-minute, accurate information that helps us make
better business decisions."
- Senior Director of e-Business 

 Gannett
The USA's largest newspaper group
"SiteCatalyst gives Gannett andUSA Today Careers a greater ability to capture
an accurate and complete picture of our web audiences and traffic dynamics. For
example, the new weekly reports will let us report our site traffic in whichever way
our advertisers most prefer. As a large collection of sites, we also appreciate the
new features for aggregating site traffic and creating access levels for different
users of our traffic statistics."
- Online Technology Specialist

  Handspring
A leading innovator in personal communications and handheld computing
"We now have access to accurate, real-time traffic reporting data. We have been
able to use SiteCatalyst to identify key usability issues on our site and correct
them, as well as measure the effectiveness of our merchandising and online
marketing campaigns. This has allowed us to optimize both the performance of our
site and ad spending, increasing traffic, conversion and consequently sales and
revenue."
- Senior Manager, Online Sales

  MediaNews Group
One of the nation's Top 10 newspaper firms, operating over 49 daily newspapers in
12 states and over 168 different web sites.
"With the challenge of tracking and aggregating data from 180+ web site
addresses for 49 different media properties, we require a web analytics solution
that allows us to view all the data as a whole, as well as on a regional and
individual publication scale. SiteCatalyst's Multi-Site Roll-ups functionality does
this and allows us to easily analyze the 'big picture,' as well as the granular detail
of all our online holdings. Our hunt for a new web analysis tool initially began
because our needs had outgrown our existing solution. Because of the large
number of web sites we operate, we required a solution that provides easy
maintenance, comprehensive data reporting and the ability to download statistics
on a weekly basis. After intensive research and conferring with other media
organizations, SiteCatalyst's model and proprietary technology delivered a solution
that could be easily customized to fit our unique needs."
- Vice President

  Aveda
One of the world's leading manufacturers and marketers of quality skin care,
makeup, fragrance and hair care products
"Before using SiteCatalyst, Aveda was only getting basic traffic information pulled
from our log files. Now we get a complete, real-time snapshot of our traffic from
month to month, as well as details of where our visitors are going and the
frequency of their visits. It is great taking back numbers to our sales and
marketing departments, demonstrating the value of visitors who used the salon
finder and translating that data into customers actually going to the salons and
making purchases!"
- Director of New Media

Provide a brief (up to 100 words) biography about the leader(s) of this nominated functional organization:

Christopher Harrington is the Vice President of Sales at Omniture. Mr. Harrington
brings over 14 years of experience in direct sales and sales leadership to
Omniture. As vice president of sales at Omniture, Harrington is responsible for
managing all direct sales efforts worldwide. Prior to joining Omniture, Harrington
acted as vice president of sales for Domain Systems, an enterprise software
systems integrator and software development organization, where he was called
upon to help with the development of the company's sales and revenue
development strategies. Prior to Domain Systems, Harrington held the position of
vice president of sales for RichFX, a visual merchandising and e-learning solutions
provider, and Viewpoint, a Computer Associates company.