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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