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 Company: Omniture, Orem, UT
Company Description: Omniture, Inc. is a leading provider of online business optimization software, enabling customers to manage and enhance online, offline and multi-channel business initiatives. Omniture's customers include eBay, AOL, Wal-Mart, Gannett, Microsoft, Oracle, General Motors and HP.
Nomination Category: Sales Categories
Nomination Sub Category: Best Sales Executive
Nomination Title: Chris Harrington, President of Worldwide Sales and Client Services, Omniture, Inc.
- Tell the story about what this nominee achieved since January 1 2007 (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:
Under the leadership of Chris Harrington, 2007 was a year of tremendous growth
and accomplishments for the Omniture sales team. Harrington grew the sales
team to 300 employees, an increase of 58% from 2006 and also oversaw the
hiring of many significant additions to the sales leadership team. One of the
sales team’s recent major accomplishments is their successful integration of
sale teams from Omniture’s four acquisitions in 2007 of Instadia, Touch
Clarity, Offermatica and Visual Sciences.
Some of Harrington’s major accomplishments include the sales team driving 79%
year-over-year revenue growth in 2007, maintaining 77-84 percent growth in
sales each quarter in 2007 in comparison to the prior year’s quarter and
exceeding revenue numbers each quarter. The organization’s sales for 2007 are
as follows:
Q1 2007 (Jan.1 - March 31, 2007) $29.2 million, a 77% increase over Q1 2006
Q2 2007 (April 1 - June 30, 2007) $33.5 million, a 78% increase over Q2 2006
Q3 2007 (July 1 – Sept 30, 2007) $37.4 million, a 78% increase over Q3 2006
Q4 2007 (Oct. 1 – Dec. 31, 2007) $43.1 million, a 84% increase over Q4 2006
Total sales for 2007: $143.1 million.
Harrington’s focus goes beyond the deal to take in the bigger picture. He
looks at the impact of the deal on the overall business. Some salespeople tend
not to think beyond their own W-2, but Harrington drives a team that considers
the value of equity to the company; doing the right deal for the company.
Harrington is closely engaged with individual customers and often personally
involved in closing activities.
Additionally, Harrington trains his team to ‘own the responsibility of
maintaining relationships.’ With a recurring revenue model, he understands the
importance
of constantly maintaining customer relationships—facilitating recurring sales.
Accompanying impressive sales, the sales team is also responsible for more
than doubling the size of the company’s customer base, including many
significant takeaways from Omniture competitors. Customers grew from 2200 in
2006 to more than 4400 customers today. Recent customer ‘wins’ include:
Disney, Borders Group, Alaska Air Group, Digg.com, eToys Direct, Hammacher
Schlemmer, InfoSpace, LastMinuteTravel.com, Nikon, Roger’s Media, Spark
Networks and The Weather Channel.
Harrington also continues to drive expansion into international markets with
an increased focus on international sales. International sales drove 26% of
total sales in 2007, an increase of 53% over the previous year. Recent
international customers added include: Adversitement, Casio Electronics Co,
LTD., Canske Bank, EF-Education First, Recruit Co., Ltd., Samsung Europe and
Vodafone.
Harrington believes much of his success is accounted for by lessons learned.
He strongly believes in hiring leadership early and diversifying by hiring
from other industries. Doing so, he says, allows greater expansion of
knowledge. Harrington keeps a level head by never underestimating competitors
or neglecting to understand the depths to which competitors will go to secure
a sale and believes in the notion of trusting gut instincts.
- 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]:
Presenting the 2008 Fast 50
http://www.fastcompany.com/fast50_08/omniture.html
Omniture Emerged as the Worldwide Market Leader for Web Analytics in 2006
http://www.omniture.com/press/442
Omniture Reports Fourth Quarter and Fiscal Year 2007 Financial Results
http://www.omniture.com/press/461
Omniture Wins Selling Power Sales Excellence Award For Fifth Straight Year
http://www.omniture.com/press/440
Omniture Executives Receive Top Honors for Business and Sales Leadership
http://www.omniture.com/press/357
- Provide a brief (up to 100 words) biography about the nominee:
Christopher Harrington joined Omniture’s executive team in 2003 as vice
president of sales. With more than fourteen years of experience in direct
sales and sales leadership, Harrington is responsible for managing all
Omniture direct sales efforts worldwide.
Preceding his role at Omniture, Harrington was vice president of sales for
Domain Systems, where he developed 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.
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