Company: Cybertrust, Herndon, Virginia

Company Description: Cybertrust is the global information security specialist, delivering services that secure critical data, protect identities and help customers demonstrate ongoing compliance. The company is one of the world�s largest providers of information security and is recognized as the global market leader in managed security services. Headquartered in Herndon, Virginia, USA.

Nomination Category: Organization Awards Categories

Nomination Sub Category: Best Sales Organization

Nomination Title: Cybertrust Americas Sales Organization

   1. Tell the story about what this nominated organization/department achieved in the past year (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:

On January 2005, Cybertrust had been in existence for little more than a month and a half. The company was formed through a merger between TruSecure and Betrusted, a majority owner of the Belgium-based company, Ubizen. As with all acquisitions, Cybertrust was faced with a series of newfound strengths and challenges.

The company had no centralized operations. While the three merger companies were of roughly equal size (approximately $50 million), Betrusted and TruSecure were each formed by multiple acquisitions, leaving the remnants of 18 different companies within Cybertrust.

More importantly, however, the expanded portfolio and newly acquired global reach shifted the organization�s capabilities, customer base, competition and selling structure. Cybertrust went from selling technologies that solved IT and network information security issues and competing with industry technology vendors, to selling professional and managed services that help customers solve larger business challenges � with competitors edging into the Big 4 Consultant firms.

Within its first 12 months, the company�s North American Sales organization, under the leadership of Bryan Gernert, Senior Vice President and General Manager, Americas, retooled its organization to meet the needs of the new company, equipped the team to sell the redefined offerings, increased overall deal size and strategic account base, and established centralized processes and support. 

Specifically, the team:

�         Reduced headcount by 30% while increasing America�s Revenue 10% over

previous year.

�         Refocused the America�s selling strategy to target Global 2000 customers that could benefit most from the range and global reach of Cybertrust�s solutions.

�         Built a Subject Matter Expert arm with the sales engineering team to enhance sales training and the overall sales process.

�         Built new forecasting and reporting processes to provide more accurate win/loss and pipeline data.

�         Merged five disparate Professional Services groups together into one, built out a western United States consulting practice, increased the staff by 30 people and increasing overall professional services gross margins by more than 800%.

�         Doubled revenue per consultant from previous year�s run rate in the final two quarters of 2005.

�         Developed sales material for key service offerings to facilitate sales and ensure consistent delivery.

�         Built and launched a web-based tool to share intellectual capital across all of consultants and engagements,  including service offerings and deliverables.

�         Increased renewal rates of a critical Cybertrust service offering by 20%.

   2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, http://www.youraddress.com:

   3. Provide a brief (up to 100 words) biography about the leader(s) of this nominated organization/department:

Bryan Gernert is the senior vice president and general manager of Cybertrust's Americas organization where he is responsible for managing Cybertrust's North, Central and South Americas sales and services operations. Mr. Gernert brings more than 15 years of services, software and security technology sales to the company, as well as operational and management experience.

Mr. Gernert served as senior vice president of sales for TruSecure Corporation. Prior to TruSecure, Mr. Gernert was senior vice president of global sales and services for Digex Corporation.  Mr. Gernert holds a B.S. in Business Finance from the University of Delaware.