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Numara Software

How to EnterCompany: Numara Software, Tampa, FL
Entry Submitted By: Greenough Communications
Company Description: Numara Software is a leading provider of integrated IT Operations Management solutions, services over 55,000 customers worldwide and has close to 300 employees. Numara provides customers with integrated products that solve Endpoint Lifecycle Management, Mobile Device Management, Help Desk and Service Desk challenges for physical, virtual and mobile devices.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Sales Operations Team of the Year

Nomination Title: The ‘Fabulous Four’ Smash Sales Targets Yet Again

Tell the story about what this nominated team achieved since the beginning of July 2010 (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:

Numara Software’s Inside Sales Engineering (ISE) Team exemplifies the phrase
“small but mighty,” making them a very worthy candidate for this nomination. The
company, a leading provider of integrated IT Operations Management solutions,
services over 55,000 customers worldwide and has close to 300 employees. Numara
provides customers with integrated products that solve Endpoint Lifecycle
Management, Mobile Device Management, Help Desk and Service Desk challenges for
physical, virtual and mobile devices. For a company with such a large global
presence, you may be surprised to hear that the Inside Sales Team Engineering
Team consists of merely four people. These tremendously hard working employees
live and breathe Numara 24X7, supporting, from an inside perspective, sales
initiatives within the entire Americas. The team contributes directly and
significantly to the growth of the company’s sales department and the growth the
company’s overall revenue stream.

Led by Sales Engineer and Best Practice Leader Melissa Soden, Numara’s Inside
Sales Engineering team has achieved a number of milestones over the past few
years contributing immensely to the goals and objectives of the company’s sales
department. Soden and her team are responsible for product demonstrations,
completion of the technical portions of request for proposals, general product
questions and presales technical support prior to purchase, again, for the
entire Americas.

Her team goes above and beyond its duties, providing support to the Field Sales
Team whenever necessary. Soden and her team are so confident in Numara’s
products that they actually leverage the company’s award-winning service desk
software solution, FootPrints, on a daily basis to carry out product
demonstrations. Few companies can actually say they use their own technology to
help them do their job better. Using FootPrints and following a set of industry
best practices, Soden and her team complete six to eight product demos weekly.
These product demos, says Soden, have a huge impact on new products and services
that are developed within Numara.

Since July 2010, Numara’s Inside Sales Engineering Team continued to outperform,
directly impacting the company’s total revenue contribution. Since last year,
the Inside Sales Engineering team increased year-over-year revenue from $25.3M
to $27.4M. The sales department also achieved a 4% increase in conversion rates.
Much of the increase in both revenue and conversion rates is attributed to the
“Quick Start” demo initiatives developed by the Inside Sales Engineering Team.
These WebEx demos guide customers through basic set up and configuration and
assist customers who prefer to evaluate on their own versus have a formal SE
supported POC. These Quick Starts have helped to significantly quicken sales
cycles and processes.

The achievement of Numara’s four-person Inside Sales Engineering team is proof
of the positive impact just a few passionate individuals can make on a company.
There are many moving parts to Numara’s sales operation, and without the
dedication of this particular group of people, this department would not achieve
the success it is achieving today.

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]:

http://www.numarasoftware.com/news/2011/footprints-11.aspx

http://www.numarasoftware.com/news/2011/channel-program-north-america.aspx

http://www.numarasoftware.com/news/2011/sdi-supplier-of-the-year.aspx


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

Melissa Soden has over a decade of IT systems management experience. She is a
published thought-leader in the areas of IT Service Management and Asset
Management. Having worked at Numara Software for 14 years, she provides the
company’s global customer-base with in-depth product and industry knowledge and
champions hundreds of successful implementations worldwide. Melissa has been the
Best Practice Leader for the Inside Sales Engineer team for the last 3 years, is
certified in ITIL v3.1 and is a member of the Numara Sales Advisory Council
helping to shape the product direction towards customer needs.