Patrick Stakenas

Patrick Stakenas is a member of Gartner's Technology and Service Provider group specifically providing research and advisory to technology CEOs including start-up CEOs. Gartner's Technology and Service Provider (TSP) research group focuses on the Tech CEO role.

Determine, Inc. (NASDAQ: DTRM) is an innovative provider of enterprise contract lifecycle management (ECLM), strategic sourcing, supplier management, procure-to-pay (P2P), and configuration solutions. Since 1996, Selectica has helped hundreds of global enterprise customers by delivering best in class solutions that empower them to manage contracts profitably, mitigate risk, increase savings and directly impact their bottom line.

As President and CEO work to assist Determine to:

-… Show more

Determine, Inc. (NASDAQ: DTRM) is an innovative provider of enterprise contract lifecycle management (ECLM), strategic sourcing, supplier management, procure-to-pay (P2P), and configuration solutions. Since 1996, Selectica has helped hundreds of global enterprise customers by delivering best in class solutions that empower them to manage contracts profitably, mitigate risk, increase savings and directly impact their bottom line.

As President and CEO work to assist Determine to:

- Identify and capitalize on the Supply Management and Enterprise Contract Lifecycle Management marketplace.

- Help to build go-to-market and product strategy for the future.

- To assist in delivering on mission to improve the effectiveness of clients’ supply management and contracting processes while embracing a customer first approach.

EXPERTISE AND CRITICAL CONTRIBUTIONS:
Client/Customer Value Focused – Growth Specialist – Executive Leadership – Operational & Financial Development – Strategic Planning & Execution – Mergers and Acquisitions – Business Consolidations, Assimilation & Integrations – Sales Growth Leadership – Coaching & Mentoring – Best-In-Class Sales & Marketing Modeling and Execution – Budget Planning – Risk Management – Crisis & Turnaround Management – Quality Improvement – Continuous Process Improvement – Knowledge Programs – Technology Development and Deployment – Employee Development Programs – Community Service Focus Show less

Patrick Stakenas' primary focus is on customer relationshiop managment, sales performance management (SPM), and mobile technology. Mr. Stakenas has extensive expertise in SPM, customer relationship management (CRM), SaaS and cloud computing models. He also covers multiple sales topics, sales process transformation and management along with cloud computing sales services and emerging mobile trends. With Gartner for 2 years, Mr. Stakenas has more than 25 years of operations experience in sales… Show more

Patrick Stakenas' primary focus is on customer relationshiop managment, sales performance management (SPM), and mobile technology. Mr. Stakenas has extensive expertise in SPM, customer relationship management (CRM), SaaS and cloud computing models. He also covers multiple sales topics, sales process transformation and management along with cloud computing sales services and emerging mobile trends. With Gartner for 2 years, Mr. Stakenas has more than 25 years of operations experience in sales and sales management and over 15 years working with IT on CRM and related sales projects. He has strategic industry knowledge and expertise in Cloud, Mobile, Social and Analytics along with strong application expertise in CRM, SE, and SPM. Show less

While executing ForceLogix acquisition worked as contract COO for this investment banking / valuation services firm. Accomplished restructuring to reduce costs and refocus their go to market strategy. Re-branded firm launching website and marketing e-collateral positioning the firm for growth. Deployed employee governance and employee performance structure.

Founded and created ForceLogix Technologies Inc.– Cloud based CRM/Analytics focused firm completing an Initial Public Offering on the (TSXV;FLT) in 2009. Firm Acquired by Callidus (Nasdaq CALD) - March 2011.

Successfully executed on business plan; SaaS run rate exceeded $3 million in 2nd year of production.

Designed, facilitated and led technology development efforts for this start-up firm.

Championed and led efforts to raise $5,000,000 in capital to support development… Show more

Founded and created ForceLogix Technologies Inc.– Cloud based CRM/Analytics focused firm completing an Initial Public Offering on the (TSXV;FLT) in 2009. Firm Acquired by Callidus (Nasdaq CALD) - March 2011.

Successfully executed on business plan; SaaS run rate exceeded $3 million in 2nd year of production.

Designed, facilitated and led technology development efforts for this start-up firm.

Championed and led efforts to raise $5,000,000 in capital to support development and ongoing marketing efforts.

Coordinated efforts to close Fortune 1000 accounts including Motorola, Lenovo, Gilead, Corning, Innovex, West Corporation, CHR, Service Master, American Home Shield and others.

Developed key partnerships with Microsoft, Salesforce.com, Oracle, Callidus, TAS, and others.

Recruited team of senior executives from Siebel, Oracle, IBM, EMC and Arthur Andersen. Show less

Reporting to the Vice Chairman, managed full P & L and reversed 3 year decline in revenue for this $250 million firm and achieved successive years of growth positioning this public company for a structured private equity buyout.

Exceeded corporate revenue goals and increased net income. Reversed 3 year decline in revenue and achieved successive growth. Assimilated acquisitions, minimizing turnover and maximizing financial benefit.

Through refocusing efforts, increased monthly… Show more

Reporting to the Vice Chairman, managed full P & L and reversed 3 year decline in revenue for this $250 million firm and achieved successive years of growth positioning this public company for a structured private equity buyout.

Exceeded corporate revenue goals and increased net income. Reversed 3 year decline in revenue and achieved successive growth. Assimilated acquisitions, minimizing turnover and maximizing financial benefit.

Through refocusing efforts, increased monthly run rate on transaction/subscription products allowing significant short term growth which has spurred ongoing increases through YTD 2006.

Reduced cost of sales of sales team covering small Repair Facilities, increased revenue average order value for this 20 million dollar division.

Deployed aggressive consultative go to market strategy and shifted organization from feature function sell to consultative selling model. Show less

Grew revenue of this 150 million dollar division by over 20% while reducing costs of sales for Collaboration/Imaging Company focused on the insurance marketplace.

Full P and L responsibility. Achieved president club growth honors. Executed business planning model and sales strategy effectiveness tools across a team of 100 sales professionals.

Increased pipeline of large deals resulting in significant increase over quota in fourth quarter of 2002; allowing team to exceed plan… Show more

Grew revenue of this 150 million dollar division by over 20% while reducing costs of sales for Collaboration/Imaging Company focused on the insurance marketplace.

Full P and L responsibility. Achieved president club growth honors. Executed business planning model and sales strategy effectiveness tools across a team of 100 sales professionals.

Increased pipeline of large deals resulting in significant increase over quota in fourth quarter of 2002; allowing team to exceed plan for year. Success continued throughout 2004 and beyond as a result of processes and focus.

Drove opportunity management process using "Siebel Systems Tools". Created discipline in management group and sales organization by driving all processes through available sales technologies and tools. Show less

Achieved record revenue and profit growth with 69% year-over-year increase in EPS and revenue up 31% over fiscal 2000 of this $150 million dollar company.

Reorganized Sales Organization and Information Technology Group reducing costs by 30% and improving systems for maximum technology efficiencies and utilization.

Full P&L responsibility for $160 million international software company.

Transitioned organization from technology feature/function focus to a solution… Show more

Achieved record revenue and profit growth with 69% year-over-year increase in EPS and revenue up 31% over fiscal 2000 of this $150 million dollar company.

Reorganized Sales Organization and Information Technology Group reducing costs by 30% and improving systems for maximum technology efficiencies and utilization.

Full P&L responsibility for $160 million international software company.

Transitioned organization from technology feature/function focus to a solution oriented enterprise software business model focused on delivering results and ROI to our customers.

Significantly increased sales to the enterprise level and attained greater penetration in existing customer base through positioning solutions to business problems.

Built line of business strategy/model and applied this approach to integrate acquired companies into core stream of business resulting in amplified awareness of product lines and increases in product growth by over 40%.

Consolidated over 30 disparate databases and built a single common platform, a global integrated forecasting system and business intelligence model, allowing the organization to report accurately on customer data, sales financials, quota to actual, product mix, and business unit financials.

Reduced implementation and pre-sales ramp from 6 quarters to 3 quarters delivering incremental revenue growth and quota coverage which exceeded sales budgets by over 130%.

Created programs for European and multi-nationals allowing the delivery of corporate programs at the local level.

Implemented corporate wide training initiative using internal web-based technology to deliver worldwide. Show less

Wrote business plan for startup company Splashnet.com that resulted in $2,000,000 of seed capital.

Hard launch in May 2000, reached immediate goal of over 200 customers and over 1000 end using subscribers in first 90 days of launch. Profit attained for this startup company in year one.

Launched OEM strategy to dot-com and multi-level marketing companies resulting in over $1mm in revenue.

Built operations and functional departments, which included sales, marketing… Show more

Wrote business plan for startup company Splashnet.com that resulted in $2,000,000 of seed capital.

Hard launch in May 2000, reached immediate goal of over 200 customers and over 1000 end using subscribers in first 90 days of launch. Profit attained for this startup company in year one.

Launched OEM strategy to dot-com and multi-level marketing companies resulting in over $1mm in revenue.

Built operations and functional departments, which included sales, marketing, services, IT, and R and D.

Actively spoke to large conferences of fortune 1000 companies on topics such as customer relationship management, Internet ASP, sales process and sales technology. Key conference sponsors include; The Conference Board of Executives, Key3Mdeia, DCI Incorporated, CRM Support Services and Access Conferences International Ltd. This activity was a major source of leads for this startup company.

As Vice President of The Great Elk, increased revenue for this software company in North American marketplace by 300% and new customers by 500% in year one of opening North American offices. ($1-$3mm sales).

Grew North American revenue for this startup company to $14 million dollars in less than 3 years. Show less

Lead Sales and Delivery Team for World Wide SAP and CRM Implementation. Directed efforts of 60 external and 20 internal consultants on the development and implementation of a global sales transformation effort from mainframe to client server / web environment. Built strategy and led team responsible for the analysis, design and configuration all enterprise sales and order fulfillment processes with the ERP/SAP software solution.

Successfully developed and implemented an $8,000,000… Show more

Lead Sales and Delivery Team for World Wide SAP and CRM Implementation. Directed efforts of 60 external and 20 internal consultants on the development and implementation of a global sales transformation effort from mainframe to client server / web environment. Built strategy and led team responsible for the analysis, design and configuration all enterprise sales and order fulfillment processes with the ERP/SAP software solution.

Successfully developed and implemented an $8,000,000 SAP and CRM initiative, which supported the delivery of the solutions. Built solutions focused sales business process model and implemented to global sales force of 2000, reducing the then current market share loss run rate from 12% to 10%. And increased sales in new customers by 26%. Sales process transformation lead on global re-engineering effort for this $2 billion document management company. Involved consolidating existing strategies and building a corporate go to market initiative for inside/outside/web sales, customer service and support.

Delivered this integrated CRM system to field sales, telesales, customer service on time and under budget. Re-designed operations systems, utilizing industry leading practices which consolidated and integrated 6 divisional back end operating systems on to a single common platform.

Built an enterprise Customer Relationship Management System. Selected software/hardware to support enterprise consisting of over 2000 sales, marketing and service associates.

Researched, analyzed, proposed and participated on team to implement multiple application software solutions to support corporate wide enterprise ERP implementation.

Previous roles at Moore inclue Vice President of Strategic Client Services, Area Manager, District Manager, and Direct Sales. Show less