Omniture

Company: Omniture, Orem, UT
Company Description: Omniture is a leading provider of online business optimization software. Omniture’s software, delivered to customers through hosted, on-demand services, offers an easier and more flexible way to manage online, multi-channel and off-line business initiatives without costly investments in IT infrastructure.
Nomination Category: Best Run Sales Organizations
Nomination Sub Category: Computer Software Sales Organization of the Year

Nomination Title: Omniture, Inc.

How many people are in your organization's entire sales department?

175 people

What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:

Q3 2006 (July 1 - Sept. 30, 2006) $18.8 million, a 98% increase over Q3 2005
Q4 2006 (Oct.1 - Dec.31, 2006) $23.5 million, a 71% increase over Q4 2005
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

Total sales during eligibility period:  $105 million

Describe the nominated sales organization's top 3 accomplishments during the eligibility period (up to 100 words):

Maintaining 71-98 percent growth in sales each quarter of the prior year's 
quarter.  

Exceeding revenue numbers each quarter. 

More than doubling the size of the company's customer base (grew from 1,000 
customers to 2,500 customers, including many significant take aways from 
competitors).

List the nominated sales organization's top 3 lessons learned during the eligibility period (up to 100 words):

How to competitively sell against competitors and win the vast majority of the 
time.

How to increase selling opportunities across the company's suite of products 
and services.

How to help customers have a successful experience using Omniture products 
with the assistance of the company's consulting organization with vertical 
industry experience in media, travel, BtoB, financial services, retail, search 
engine marketing, etc.

Briefly describe the qualities that distinguish the nominated sales organization from other sales organizations in your industry (up to 100 words):

The Omniture sales team has an ongoing practice of including marketing 
requirements as part of a customer contract. This leads to the company's 
ability to more often than not, aggressively promote new customer wins or take 
aways from competitors. This spurs additional growth and opportunities for the 
sales organization to gain additional leads. As part of the on-boarding 
process, new sales staff are brought to company headquarters and are trained 
in how to effectively work with all areas of Omniture, including marketing, 
engineering, training, and many others.

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

Chris Harrington has been the President, Worldwide Sales and Client Services 
since January 2003. Prior to joining Omniture, from November 2001 to December 
2002, Mr. Harrington was Vice President, Worldwide Sales for Domain Systems, 
Inc., an enterprise software provider. From 2000 to 2001, Mr. Harrington was 
Vice President, Worldwide Sales of RichFX, Inc., an online visual 
merchandising and marketing service provider. From 1997 to 2000, Mr. 
Harrington was Vice President, Worldwide Sales of Viewpoint Corporation (a 
Computer Associates Company) a provider of visual marketing technology and 
services. From 1994 to 1997, Mr. Harrington was National Sales Operations 
Manager for The DIRECTV Group, Inc., a direct broadcast satellite television 
provider. From 1988 to 1994, Mr. Harrington was Call Center Director for 
Convergys Corporation (a Cincinnati Bell Company), a provider of third-party 
call center solutions. Mr. Harrington attended Southern Utah University.

Briefly describe your organization's customers, including the industry or demographics you sell to, the job titles you sell to (if applicable), and the products and/or services you sell (up to 100 words):

Omniture has 2500 customers in 75 countries including eBay, AOL, Wal-Mart, 
Disney, Gannett, Microsoft, Neiman Marcus, Oracle, Countrywide Financial, 
General Motors, Sony and HP. Omniture customers include: 
Three of the top five Fortune-ranked companies 
Nine of the top 10 automotive Web sites 
The world’s largest corporation and retailer 
The Internet’s largest e-commerce site 
The Internet’s largest advertiser

Omniture sells mainly to marketers, including Chief Marketing Officers, 
Marketing Departments, Marketing Agencies, and many others. 

Omniture is a leading provider of online business optimization software. 
Omniture’s software, delivered to customers through hosted, on-demand 
services, offers an easier and more flexible way to manage online, multi-
channel and off-line business initiatives without costly investments in IT 
infrastructure.

Today's consumers are online. Omniture helps businesses use the Internet to 
better understand their customers' needs, spot new trends and use this 
information to optimize their sales, marketing, pricing, product development, 
supply chain and inventory management.

Briefly describe how your sales department is aligned with your marketing department (up to 100 words):

Omniture's sales team is tightly integrated with marketing. The marketing 
team's departments present to new sales people each month as they join 
Omniture, to better understand how to work with marketing. The sales 
organization has, as a matter of practice, marketing related activities as 
part of the sales process. Customers are incented by the sales organization to 
participate in press releases, case studies, speaking engagements, media 
interviews, and other marketing activities that help to spur additional leads 
and sales opportunties.

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Omniture