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RICHARD T. HAHN
Bio
The consistent theme of Rick’s 25
year career is delivering results through execution and operational excellence.
He is a successful CEO that has
managed in companies ranging from start-ups to $1 billion in revenue; software
to manufacturing; and in disciplines from Sales and Marketing to Finance and
International. This deep and
diverse experience has provided him with some areas of distinctive competence:
- Attracting and motivating superb management teams
- Defining the key issues facing the business and
addressing them with a sense of urgency
- Developing situation-specific selling processes that
work in a repeatable way
- Effective and honest communication with all
stakeholders; customers, employees, the board and investors
- Understanding the numbers inside and out – thus
avoiding “surprises”
- Worldwide knowledge and experience
- A sound and balanced business perspective without blind
spots
Experience and Accomplishments:
For the
past few years Hahn has worked in a consulting capacity with companies to
improve the effectiveness of their sales organizations. He specializes in working with
organizations that exhibit symptoms like:
· Not meeting revenue targets
· Inability to accurately forecast
· Difficulty developing and
articulating the value proposition
· Difficulty reaching and connecting
with senior-level decision makers
· Long sales cycles
Hahn
utilizes an approach that combines training, mentoring, and creating and
implementing a defined and repeatable selling process that is optimized for each
specific client. His
methodology is differentiated from “sales training” or “consulting” by the time
he spends actually implementing the new process elements process with the sales
teams. Hahn’s clients include
companies in a number of industries including:
· Software
· Consumer Packaged Goods
· Technology products and services
· Medical equipment
· Telecom
· CRM
Prior to
beginning his consulting practice, Hahn’s most recent software company was
Salion, Inc. in Austin, TX; where he was President and CEO. He was recruited by AV Labs and
McKinsey & Co to architect and build a CRM software company for complex
manufacturers in the Automotive and Aerospace & Defense industries. Significant accomplishments
included:
- Raised $17 million in three
funding rounds in 2000 and 2001
- Recruited the initial team,
directed the McKinsey market research, and developed and delivered the
first release of the product within 10 months
- Assembled a superb team that
reached 55 people
- Sold $10 million in revenue
- Delivered an industry-leading
application that delivered as promised to several Fortune 500 clients
- The company was acquired in
2004.
Prior to
Salion, Hahn was recruited in 1997 to be CEO of SourceSys, Inc. to achieve two
objectives: 1) find commercial application for some interesting cataloging
technology and 2) create value for the stakeholders and investors. In a period of 18 months, he:
- Created the acknowledged world
leader in catalog content standardization; a key enabler for e-procurement
adoption
- Generated 3 merger offers (Aspect Development, Harbinger,
and ProcureNet)
- Successfully negotiated the
acquisition of the company by ProcureNet
- Provided shareholders with a
500% return.
ProcureNet
is a $400 million sourcing services and E-procurement company formed in 1998 by
merging four independent businesses. Upon the acquisition of SourceSys by
ProcureNet, Hahn was asked to take charge of the combined company’s
go-to-market strategy as Senior Vice President: Key results included:
- Executed the go-to-market plan
for our e-procurement offering
- Created world’s largest catalog
of MRO products (500,000+ items)
- Built and trained a 30-person direct sales organization
in 90 days
- Implemented a common selling process across all
business units
- Consistent recognition from
industry analysts as having the superior business model in the industry
Prior to
SourceSys/ProcureNet, Rick was president of CIMLINC, INCORPORATED. He was brought in as the Business
Unit Manager of a troubled division that marketed software development tools to
Fortune 500 CIO’s. His charter was
to grow the business, provide a more predictable revenue stream, and increase
profits. The results:
- Successfully converted a software development tools
vendor into a leading total-solution supplier in under one year (manufacturing execution and
engineering applications)
- First sale of new product was a $7 million transaction
to the Boeing Company (the
deal was profiled in The Wall Street Journal)
- Increased average selling price from < $100,000 to
$2 million in 12 months
- Sold $20 million in new products within 18 months of
arrival and 12 months after introduction
- Profit was 400% of plan in
1995; revenue 250% of plan
- Promoted to President as a
result of our performance
Before
CIMLINC, Hahn was, as Vice President, Operations – Americas, a key member of
the new executive team brought together to bring BAAN to the US (from the
Netherlands), grow it rapidly, and take the company public. He was responsible for Channel
Sales, Marketing, Finance, Facilities, and the North American Competency Center
for this enterprise software company.
Prior to
BAAN, Rick had 4 years of international experience. First, he was in charge of Asia-Pacific operations for
Convergent Technologies; a computer company based in San Jose, CA. Then he was VP, International for the
ERP company Symix Systems; where he built
the non-US business from $200K to $8 million in 3 years.
In late
1984, Hahn founded The Technology Group, Inc. which was the first U.S.
manufacturer of 3.5 in computer diskettes. Prior to TTG, Hahn held increasing responsible positions in
manufacturing and finance for Spectra-Physics, Memorex, and Grant Thornton.
Mr. Hahn
has a BS/BA degree (Accounting) from The Ohio State University.
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