About
Hi, I'm Mark C. Ward, founder of Revenue Arc. For over two decades, I've been immersed in…
Articles by Mark
Contributions
Activity
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The year was 2002. British Cycling wasn't even on the map - in 76 years, they had only one Olympic gold medal to their name. It wasn't until a…
The year was 2002. British Cycling wasn't even on the map - in 76 years, they had only one Olympic gold medal to their name. It wasn't until a…
Liked by Mark C. Ward
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What better way to start a Wednesday morning…. a Linkedin Live Webinar with Natal Dank from PXO Culture, Janet Scotcher and Eoin Cannon talking about…
What better way to start a Wednesday morning…. a Linkedin Live Webinar with Natal Dank from PXO Culture, Janet Scotcher and Eoin Cannon talking about…
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Experience
Education
Licenses & Certifications
Courses
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CRR Global - Organisation and Relationship Systems Coaching
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Cornell University - Sales Growth
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Harvard Business School - Disruptive Strategy
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KTEP - Knowledge Teams Licenced Practitioner
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Nedbank|CCL Leadership Development Process-oriented Facilitation Training and Accreditation
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Prism Practitioner Licenced Practitioner
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Process-oriented Facilitation - Deep Democracy Institute
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Process-oriented Facilitation - SA College of Applied Psychology
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The Strength Deployment Inventory (SDI) Licenced Practitioner
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Projects
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GTM/Sales Transformation -Global SaaS (Automation)
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Leading an engagement covering sales operations, management execution, capability, onboarding, and compensation.
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Sales Operations Transformation & Methodology - US Software Co.
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Led the sales operations transformation and methodology (blueprint) design workstream, which includes the design and embedding of the new sales management system.
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Sales Performance System Development and Enablement as a Service - US Cybersecurity Co.
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Client is a cyber security firm in the USA and Mentor is currently contracted with them for one year to build the sales performance system, including the sales methodology, tools and management execution practices. Our mandate is also a year of sales team coaching and development.
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Sales Due Diligence and Partner Business Transformation - Global Intelligent Automation Co.
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The client is a global data transformation and process digitisation specialist. This phase was concentrated on the transformation of the Channel Partner Business, before we embarked on the GTM transformation in 2023.
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Sales Transformation Program Leader - Global Drone Autonomy and Mapping Software Co.
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The company, headquartered in Australia, is a global drone autonomy, SLAM-based LiDAR mapping and data analytics company that is transforming its sales revenue engine. Workstreams include the sales operating blueprint, methodology, CRM (HubSpot) and capability development (training and coaching).
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Project Tetris - Global Solution Sales Methodology Design Lead
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Project Tetris is a system-wide transformation of the sales engine in order to drive complex solutions. I led the Solution Selling Workstream which was the fulcrum of the change, which included a business management system, competency framework, account planning and a redesign of the compensation program.
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Project Pentagon Sales Transformation - Global Financial/Trading Data Co.
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The project included transformation of the full sales system, including optimisation of the CRM (Salesforce), plus value selling capability development
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Sales Transformation - Global Asset Performance Management Software Company
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Our client is a global leader in Asset Performance Management Software. We have designed and embedded a sales leadership system and sales operating blueprint.
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High Performance Program - Design and Delivery - Global Aerospace and Defence Giant
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Context: Development of Senior Leadership in the United Kingdom
The Business Need: Leadership Development - High Performance Team Leadership and Personal Mastery
My Role: Lead Design Consultant
The Outcome: Ongoing -
Digital Product Life-cycle Management Engagement Leader - Media plc. UK
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I am leading the engagement to create an integrated PLM system and commercial structure for a global media company.
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LSE-listed Transport & Logistics Sales Transformation Lead - Supply Chain plc UK
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I sold, and went on to lead the engagement to transform the sales organisation of one of the UK's largest supply chain and logistics company. Work covered strategy, structures, sales methodology, operating processes, CRM/Tech, and Talent Management
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Post-M&A Inaugural Board Integration & Strategic Alignment - Global FS Firm
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After the acquisition of a specialist financial modelling company by a global auditing giant I led an engagement focused on the integration and strategic alignment of the global regional and service line teams.
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Post-M&A Strategy and Operational Alignment - Global Semiconductor Co.
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Context: Acquisition of a Cambridge-based technology company and the formation of a new OG.
The Business Problem: Conflicting cultures, communication styles, and mistrust amongst the leadership teams. The absence of a guiding business strategy.
My Role: Consulting Lead and facilitator of strategic alignment and renewal.
The Outcome: Successfully integrated the teams, facilitated strategy formulation and an 18-month product roadmap across all key product groups.
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Leadership Change Program Delivery - Nedbank
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Context: A large-scale leadership development and culture transformation program
The Business Problem: A turnaround necessitated by the near collapse of this particular listed banking group
My Role: Delivery Lead (and HR Advisory), discovery and facilitation of many 3-day off-site workshops during the period
The Outcome: The program proved an important turnaround catalyst and the impact and ratings were consistent with no exceptions. -
Strategic Alignment - Gijima Group
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Context: The turnaround of a listed technology company
The Business Problem: The haemorrhaging of top-line revenue and market share
My Role: Consulting Lead and diagnostics, design and facilitation of a 5-day EXCO strategic alignment off-site which culminated in a presentation to the chairman of the Board on Day 5.
The Outcome: Strategic alignment and the acceptance of the revised strategy, forecasts/projections, and tactical plans. 3 quarterly reviews booked immediately. -
Exec Team Strategic Alignment - Accenture
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Context: The annual strategy planning offsite for an operating group of a top-tier global management consultancy
The Business Problem: A leadership team with great diversity of experience presented with a lack of cohesion and collaboration.
My Role: Consulting Lead and diagnostics, design and facilitation of the multi-day executive team offsite
The Outcome: Turnaround of the teams effectiveness and a tangible contribution to double-digit growth during the FY -
Executive Committee Leadership Alignment - Nedbank
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Context: A leadership programme delivered to the CEO and EXCO of a Bank in Malawi.
The Business Problem: The Bank was not performing to its potential and its competitors were gaining ground on it.
My Role: Consulting Lead and HR/OD Advisory, diagnostics & delivery
The Outcome: A transformational programme which received unsolicited, documented praise from the CEO for its radical impact on the team effectiveness.
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Interim Sales Director For Effective Intelligence
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Context: The turnaround of a Marketing Analytics company.
The Business Problem: The turnaround was initiated as a reaction to the loss of a significant client as a result of dissatisfaction in the IP, which had lost its edge.
My Role: Consulting Lead and Interim Sales Manager
The Outcome: Complete redesign of sales systems and methodologies, as well as the staffing of new-look sales team. Since the IP issue took years to resolve the financial impact was stunted.
Languages
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Afrikaans
Full professional proficiency
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English
Full professional proficiency
More activity by Mark
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Look what's just arrived in the post! Copies of the Portuguese translation of my book "Neuro-Sell: How Neuroscience Can Power Your Sales…
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