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Tech Sales Models: What Are Your Options

  • 20 Oct 2015
  • 6:00 PM - 9:00 PM
  • CIC BOSTON, 50 Milk Street, Boston, MA (The entrance to 50 Milk St is on Devonshire Street--please use the Devonshire St entrance)


Registration is closed

Meeting Presentations:

JG Panel Intro

Early stage technology companies face a lot of decisions in a short amount of time not the least of which is how do they generate revenue. There are several sales models to consider including direct (web and/or sales rep), channel, and OEM. What works for you may be driven by the product or service, target markets and prospects, complexity of the sale, time to market and time to revenue, and competition.

Our panelists will share:

  • Their sales models
  • What worked for them and why?
  • How you might choose your sales model(s)
  • What were their genius moments and what should you avoid?
  • Did they have mentors or consultants who helped them navigate all the options?

Come and listen to the exciting experiences of our panelists and enjoy extensive networking opportunities both before and after our meeting.


Dan Pearl, SimpliVity, Inc., https://www.simplivity.com/

Dan Pearl is a Regional Sales Executive for SimpliVity. He has held positions at both Fortune 500 companies and at start-ups. Pearl has been the global technical lead for smart grid and utility industry accounts at EMC, a product manager and key sales support contact at Oracle, and both a sales and competitive trainer at SimpliVity.

Currently, he is a quota-carrying member of the SimpliVity sales force, evangelizing the message and benefits of hyperconvergence and virtualization to midmarket and enterprise organizations in Greater Boston.

Tom Spring, http://www.crn.com

Senior Technical Editor Tom Spring runs the CRN Test Center, providing news, reviews and analysis of the latest enterprise-class mobile devices, cloud services, servers, computer peripherals and more. Before taking charge of the Test Center, Spring was senior editor at CRN covering the channel sales business at Dell, IBM, Intel, Lenovo and Microsoft for two years. His focus is now on products for the indirect model.

He formerly served as Executive News Editor at PCWorld magazine and Technology Editor for Framingham's MetroWest Daily News. Spring's work has been honored by the Society of Professional Journalists, American Business Media, American Society of Business Publication Editors, and the Western Publishing Association.

Tom Friedman, COO, Loopd, Inc., http://loopd.com

Tom Friedman serves as COO of Loopd, an Internet of Things tech startup based in San Francisco and backed by Marc Benioff of Salesforce.com and Tim Draper of DFJ Ventures. He was formerly Chairman and Founder of Retail Systems Alert Group, Inc., a global information services company. He started his company in 1987, with the launch of a single newsletter called Retail Systems Alert, and successfully sold an international conglomerate of web sites, trade shows and research companies to a group led by Boston-based private equity firm Alta Communications in 2004. 

Prior to his founding of RSAG, Mr. Friedman was a co-founder and Vice President of Product Marketing for Design & Systems Research, a Cambridge, MA-based software development firm specializing in computer-aided design and drafting. He served as executive editor of A/E Systems Report, an independent monthly publication for architects and engineers, from 1985 to 1988. 

Among Mr. Friedman's industry honors are: Top 10 Most Important Executives in Retail Industry by Chain Store Age (2000); Top 50 Most Influential People in Retail IT by Executive Technology (2003) and Top 25 Most Influential People in Retail by RIS News (2002). His academic background includes undergraduate studies at UC-Berkeley and Syracuse University (BA, 1977); graduate work in computer science at Rensselaer Polytechnic Institute and advanced studies in business management at Harvard University.

Jay Galasso, President and Chief Revenue Officer, Eventective, Inc

Jay Galasso is currently President and Chief Revenue Officer at Eventective, connecting people planning events with venues and professionals to make it a success. Jay spent the first 20 years of his career as an executive with global automation companies and the next 10 growing smaller companies and start-ups. He has a passion for technology, customers, and building successful businesses.

Jay holds a BS degree in Computer & Systems Engineering from Rensselaer Polytechnic Institute and did graduate studies at the University of Rochester.

Katherine Conrod, Vice President of Sales, Lighthouse Computer Services, http://www.lighthousecs.com

Kathy joined Lighthouse Computer Services as Vice President, Sales in January 2012. She possesses over 25 years of progressive experience in world-wide sales, business development, and channel and general management in the technology field, with expertise in marketing and finance.  Specific areas of proficiency include P&L management, executive sales leadership, channel management, strategic alliances, and cross-industry knowledge.  Kathy has proven herself to be extremely results oriented, demanding the most of herself and the members of her team.

Prior to Lighthouse, Kathy was Vice President, Business Development and Alliances at Egenera where she spearheaded significant alliances with Dell, Oracle, and SAP and raised over $1M to fund the alliance solutions.  Prior to her role at Egenera, Kathy spent over 18 years at IBM where she progressed through the sales and marketing ranks, running both Global and Regional teams. As an IBM vice president, her organization was responsible for over $1B in sales.

While at IBM, Kathy participated in a number of IBM's Executive Programs including their Wharton and Harvard Leadership programs.  She received her Bachelor of Arts in economics and German from Bowdoin College.


MIllie Kwan, President, The WSI Touch (www.thewsitouch.com)

Millie Kwan is Founder and President of The WSI Touch, a digital marketing agency that has been serving small to medium-sized businesses in Greater Boston since 2009. Millie has over 20 years’ experience in IT development, management, education and research. She received her Doctor of Business Administration degree from Boston University and M.S. in Computer Science from Washington University in St Louis. She has taught at Babson College, University of Hong Kong and Boston University. She has published research on knowledge management, process redesign and workflow management. In her early career, she specialized in the field of library automation and has led the implementation of various library systems for the University of Rhode Island, the HELIN Library Consortium of Rhode Island, and Washington University in St Louis. Millie also volunteers as Director of NECINA Entrepreneur Club, a community of technology company founders and executives in New England. https://twitter.com/thewsitouch

Howard Sholkin, Principal, Sholkin Consulting www.linkedin.com/in/howardsholkin. Twitter: @hsholkin

Howard Sholkin has more than 40 years of journalism and marketing communication experience.  In 2014, he formed Sholkin Consulting to deliver strategy and tactical marketing services to influence an organization’s prospects, grow its business, and elevate a firm’s brand and its products and services.  Sholkin is also an instructor at Lasell College outside of Boston. Sholkin joined International Data Group (IDG)—the world’s leading technology media, event, and research company--as director of corporate communications in 2003 providing PR support for Founder and Chairman Pat McGovern and subsidiaries. Sholkin was later promoted to a director’s position for communication and marketing programs for the CEO of IDG Communications, the media and events subsidiary, and for the CEO of IDG Global Solutions.

Prior to IDG, Sholkin held senior marketing and communication positions at technology companies, which included Computervision, Technology Concepts (a subsidiary of Bell Atlantic), Digital Equuipment Corp./Compaq, and Getronics (successor to Wang). Before entering the tech industry in 1981, he was a news producer at WCVB-TV in Boston. Sholkin is a columnist for PR News and was also a columnist for Personal Branding magazine, one of the first publications on social media. Since 1990, Sholkin has been active in the Public Relations Society of America (PRSA) where he became president of the Boston chapter. Currently, he serves as chair of the national PRSA Investment Committee. He earned a BS in television/radio at the S. I. Newhouse School of Public Communications at Syracuse University.

Free Pizza and soft drinks will be served.