To review the entire article, please visit the Business Journal’s website.

An excerpt of the article is included below:

This impact is even greater when a company lacks a clearly defined and well-supported sales process that uncovers customers’ pain points. The tenents of a successful sales process are consistency, accountability and urgency, said Jay Mitchell, founder and managing director of Motum.

“Without a defined sales process, each sales person sells differently,” he said. “The impact is a significant increase in risk of failure in the sales cycle. Compounding that, most sales people don’t differentiate based on the pain in the mind of the buyer, and as a result, they commoditize themselves and only compete on price.”

Left to their own devices, sales people will spend 40 percent of their time creating their own marketing materials, according to a CMO Council study. And marketing is busy creating materials that the sales people don’t use.

The American Marketing Association reports that 90 percent of what marketing creates goes unused. A tightly defined and managed sales process will create effective marketing messages and sales materials that the sales people will use, allowing much more customer “face time.”

Listen to this podcast – featuring Jay Mitchell, Co-founder of Motum, and Jeff Ogden, author of How to Find New Customers – to learn leading practices for improving sales performance through better messaging.

To review a summary of the session please visit The CMO Club Blog.

To read further about how Motum has helped SAP and OKI Data review their client value studies.

• SAP {open pdf}
• OKI Data Corporation {open pdf}

DALLAS (MAY 18, 2009) – Motum LLC, the premier revenue performance firm, today announced that Jay Mitchell, one of three founding partners and Managing Director for Motum, will be moderating a panel at The CMO Club Summit, to be held this week in New York at the Affinia Manhattan.

The CMO Club Summit is a two-day event exclusively for Chief Marketing Officers from market-leading organizations around the world. The Summit is limited to just 100 attendees and does not include vendors, as the format is purposely structured as a series of “thought-leadership” conversational sessions – not presentations – that facilitate an invaluable exchange of ideas.

The roundtable panel being moderated by Mr. Mitchell at the Summit features Mark Oakey, Vice President of Global SME Market Development for SAP, and Greg Van Acker, Vice President of US Sales for OKI Data Americas. The purpose of this panel is to share with the marketing executives in attendance what sales really needs from marketing, a centerpiece of the agenda. Mr. Oakey manages the worldwide sales organization for SAP Business ByDesign, SAP’s on-demand solution for midsize enterprises. He is responsible for sales and go-to-market strategies and programs that drive market adoption. Mr. Van Acker manages the U.S. sales organization, including sales strategies to ensure continued growth, as well as the development and maintenance of relationships with OKI Data Americas’ enterprise, SMB and channel partners.

The agenda for the Summit features prominent panelists and speakers including marketing and sales executives from SAP, OKI Data, LinkedIn, Constant Contact, Acteva, Omniture, Hill & Knowlton, British Telecom, Level 3 Communications, Kaiser Permanente, Aon Corporation, GameStop and Walgreen’s.

Throughout his career, Mr. Mitchell has received numerous awards and honors for helping companies power their sales performance to previously unattainable levels by embracing the intrinsic value of aligning marketing and sales infrastructures into a common go-to-market platform. At Motum, Mr. Mitchell has the distinct pleasure of serving clients such as Microsoft, SAP, OKI Data, The SAS Institute, CenturyLink, SOURCE, Ancillary Care Services, XETA Technologies and Del Monte Foods, as well as emerging-growth companies and the venture capital and private equity firms that back them.

Prior to founding Motum, Mr. Mitchell served as Chief Marketing Officer (CMO) and Partner-in-Charge of Marketing for Tatum, LLC. During his three-year tenure at Tatum, the Firm’s annual revenues increased more than 350% – from less than $50 million to nearly $200 million – while gross profit margin almost doubled. Additionally, Mr. Mitchell has directed global solutions marketing and field enablement for the EnterpriseOne product line at PeopleSoft, Inc., where he was responsible for assimilating the JD Edwards product family into PeopleSoft; led all marketing programs for WorldChain, Inc., helping position the $16+ million private software corporation for a strategic acquisition by Optum – and subsequently Sterling Commerce; and directed global solutions marketing for i2 Technologies, Inc., where he was instrumental in helping grow annual revenues of the public software corporation from $500 million to $1.6 billion.

The CMO Club Summit
The CMO Club Summit is a two-day event exclusively for Chief Marketing Officers (CMOs) from across the globe. Sessions are developed and delivered by CMOs, for CMOs. CMO speakers and attendees bring a diverse set of experiences and techniques to the Summit, enabling an invaluable exchange of ideas. The format is not a presentation, but rather a conversation intended to stimulate new ideas, create breakthrough marketing and push businesses forward.

About The CMO Club
We believe that CMOs are uniquely qualified to be the voice of the customer and define a vision for future organizational growth and vitality. CMOs blend the drive to be world-class executives with a passion for creativity and relationships. Somehow they must excel at managing global marketing operations and answer the constant drumbeat for marketing ROI. This unique blend of challenge sets the CMO apart from the rest of the executive team. The CMO Club’s mission is to provide an environment of openness and contribution for CMOs that enables its members to help each other become better at what they do.

About Motum
Motum is the premier revenue performance firm, helping clients develop and implement a go-to-market platform that sets the state to grow revenue at a lower cost. Implemented by market leaders such as Microsoft, SAP, Oki Data, Del Monte Foods, The SAS Institute, CenturyLink, Ancillary Care Services, Pegasus Logistics, XETA Technologies, ISGN, First Angel Capital, SOURCE, Miller Nash and The Vintage Racing League, only Motum immediately integrates into your operations, objectively pursues opportunities for improvement and leads the achievement of sustainable revenue growth. For more information about Motum, visit the Firm’s website at www.motum.com.

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DALLAS (DECEMBER 1, 2008) – Motum LLC, the premier revenue performance firm, is pleased to announce that the Firm’s Managing Directors – Tim McCracken, Jay Mitchell and Andrew Reckner – have been selected to judge the prestigious Stevie Awards for Excellence in Sales and Customer Service. Being chosen by the Stevie Awards to serve as judges for the second year in a row further embodies Motum’s reputation for powering sales excellence.

The Stevie Awards are recognized across the country as the “A-list” award in the marketing and sales discipline. In addition to the Stevie Awards for Sales and Customer Service, other awards under the direction of the Stevie Awards include such prominent awards as The American Business Awards, The International Business Awards and the Stevie Awards for Women in Business.

Nominations for the 2008 Stevie Awards for Excellence in Sales and Customer Service far exceeded past years. Each year, a blue-ribbon jury is assembled by Michael Gallagher, President of the Stevie Awards, and his staff to determine the winners. The board of judges is a who’s who among leaders in the sales and marketing community, helping establish the Sales Excellence Awards as the preeminent sales awards show.

“To be selected by the Stevie Awards to serve on their panel of distinguished judges for their Sales Excellence Awards is a true honor,” said Jay Mitchell, Managing Director of Motum. “Motum is privileged to help organizations establish award-winning sales and marketing programs, and know firsthand the attributes and results that distinguish the winners of an award as prestigious as the Stevie Awards. It is a pleasure to examine the results of top-performing organizations in order to identify the true luminaries.”

Sales Excellence Awards
The Stevie Awards for Excellence in Sales and Customer Service were created by the Stevie Awards and Selling Power magazine, the leading publication read by over 162,000 sales decisions makers in the United States and 67 countries worldwide. The Stevie Awards have been called “the business world’s own Oscar Awards.”

The Stevie Awards for Excellence in Sales and Customer Service honor the accomplishments of sales professionals worldwide and are governed by a Board of Distinguished Judges and Advisors that features many of the leading figures in business and sales. The winners are chosen from dozens of categories honoring sales professionals, teams and organizations. 

The winners of the Stevie Awards for Sales and Customer Service in 2007 included Best Buy, Careerbuilder.com, FedEx, Genentech, Heartland Payment Systems, Marriott International, Richardson, Salesforce.com and Sales Partnerships.

About Motum
Motum is the premier revenue performance firm, helping clients develop and implement a go-to-market platform that sets the state to grow revenue at a lower cost. Implemented by market leaders such as Microsoft, Oki Data, SAP, Del Monte Foods, The SAS Institute, CenturyTel, American CareSource, Pegasus Logistics Corporation, XETA Technologies, First Angel Capital, SOURCE, Miller Nash and The Vintage Racing League, only Motum immediately integrates into your operations, objectively pursues opportunities for improvement and leads the achievement of sustainable revenue growth. For more information about Motum, visit the Firm’s website at www.motum.com.

Media Contact
Contact us via online form
303.495.5200

DALLAS (JUNE 16, 2008) – Motum LLC, the premier revenue performance firm, and Work&Partners LLC, a leading national retained search firm, today announced that the two firms have developed a joint revenue performance solution for clients that blends Motum’s consulting and interim leadership services with Work&Partners’ retained executive search services. Only through this unique combination can companies leverage both fractional and permanent leadership aligned to the marketing and sales initiatives of their precise business lifecycle stage.

Today’s market leaders – and those that aspire to the position – possess both leading practices and the leadership to power their marketing and sales infrastructure. Only through this joint offering do companies have a single source for leveraging the power of Motum’s revenue performance services — including the creation of differentiated positioning/messaging platforms and the development of integrated marketing strategies to sales training and reinforcement programs – combined with Work&Partners’ deep expertise and experience providing executive search services for companies in the marketing and sales leadership arena.

“Motum has established a compelling platform for powering sustainable, breakthrough revenue performance as achieved for clients such as Microsoft, Oki Printing Solutions, The SAS Institute, CenturyTel, Source, Del Monte Foods and dozens more,” says Tim McCracken, Managing Director for Motum’s Central United States Region. “Through our alliance with Work&Partners, we are now even better equipped to support our clients’ needs with proven executive search capabilities in the marketing and sales discipline.”

“For years, we have served our clients executive search needs for marketing and sales leadership. By partnering with Motum, we can now underpin providing the right leaders for our clients with an end-to-end revenue performance value proposition – a compelling need that has not been served in helping them supercharge their revenue growth,” says Alan J. Work, President and Founder of Work&Partners.

About Motum
Motum is the premier revenue performance firm, empowering its clients to achieve sustainable, world-class results by fusing their marketing, sales and solution initiatives into a cohesive go-to-market platform. The first and only firm to create an unfair competitive position™ for its clients, Motum powers award-winning revenue performance for market leaders including Microsoft, Del Monte Foods, OKI Printing Solutions, The SAS Institute, CenturyTel, Andrew Carter Capital, SOURCE, LMS Medical Systems, The Vintage Racing League and more. For more information about Motum, visit the Firm’s website at www.motum.com.

About Work&Partners LLC
Work&Partners LLC is a retained executive search firm that recruits senior-level executives for the nation’s top management consulting organizations, technology firms and corporations. Alan Work formed Work&Partners in 2002, leveraging more than two decades professional recruitment experience in the retained search business. The firm has offices in White Plains, New York. Work&Partners boasts a top-notch team of professional recruiters, researchers and support staff and an extensive network of contacts. This provides the firm with a considerable advantage in identifying potential candidates and referrals and results in a solid track record of success in serving its clients. Work&Partners focuses on providing its clients with a proven process that completes searches exceptionally fast…and delivers Results @ Work®. For more information, visit the Work&Partners Web site at www.workandpartners.com.

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DALLAS (APRIL 1, 2008) – Motum LLC, the premier revenue performance firm, today announced that Jay Mitchell, one of three founding partners of the Firm and Managing Director for Motum’s Western United States Region, has been invited by Forrester Research to serve on the analyst firm’s distinguished Marketing Leaders Global Research Panel.

Throughout his career, Mr. Mitchell has received numerous awards and honors for helping companies power their sales performance to previously unattainable levels by embracing the intrinsic value of aligning marketing and sales infrastructures into a common go-to-market platform. At Motum, Mr. Mitchell has had the distinct pleasure of serving clients such as Microsoft, Oki Printing Solutions, The SAS Institute, CenturyTel, Source and Del Monte Foods, as well as emerging-growth companies and the venture capital and private equity firms that back them.

Prior to founding Motum, Mr. Mitchell served as Chief Marketing Officer (CMO) and Partner-in-Charge of Marketing for Tatum, LLC. During his three-year tenure at Tatum, the Firm’s annual revenues increased more than 350% – from less than $50 million to nearly $200 million – while gross profit margin almost doubled. Additionally, Mr. Mitchell has directed global solutions marketing and field enablement for the EnterpriseOne product line at PeopleSoft, Inc., where he was responsible for assimilating the JD Edwards product family into PeopleSoft; led all marketing programs for WorldChain, Inc., helping position the $16+ million private software corporation for a strategic acquisition by Optum – and subsequently Sterling Commerce; and directed global solutions marketing for i2 Technologies, Inc., where he was instrumental in helping grow annual revenues of the public software corporation from $500 million to $1.6 billion.

“As a marketing executive in the technology and professional services arenas, I have worked closely with Forrester for more than a decade and know first-hand the value they bring their clients,” said Mr. Mitchell. “Being invited to serve on their Marketing Leaders Global Research Panel is an honor and will afford me the opportunity to help other leaders in the marketing and sales discipline drive sustainable, breakthrough revenue performance for their companies.”

Mr. Mitchell is a globally-recognized expert on the power of marketing in driving sales performance for professional services and technology champions, having presented at leading international conferences and events, including Gartner, InternetWorld, eCRM, Internet & eBusiness Conference, Canadian Logistics & Supply Chain Management and PLANET. Throughout his career, Mr. Mitchell has been widely quoted by leading business and industry publications, such as Line56, CRM Magazine, Supply Chain eBusiness and Software Strategies.

Forrester’s Marketing Leaders Global Research Panel
The Forrester Marketing Leaders Global Research Panel researches topics relevant to marketing leaders. Examples of themes that Forrester Marketing Leaders Global Research Panel is covering in 2008 include:

• Measuring consumers’ engagement
• Assessing the impact of your media strategy
• The role of agencies in a Social Computing world

About Forrester
Forrester Research, Inc. (Nasdaq: FORR) is an independent technology and market research company that provides pragmatic and forward-thinking advice to global leaders in business and technology. For more than 24 years, Forrester has been making leaders successful every day through its proprietary research, consulting, events, and peer-to-peer executive programs. For more information, visit www.forrester.com.

About Motum
Motum is the premier revenue performance firm, empowering its clients to achieve sustainable, world-class results by fusing their marketing, sales and solution initiatives into a cohesive go-to- market platform. The first and only firm to create an unfair competitive position™ for its clients, Motum powers award-winning revenue performance for market leaders including Microsoft, Del Monte Foods, Oki Printing Solutions, The SAS Institute, CenturyTel, Andrew Carter Capital, Source, LMS Medical Systems, The Vintage Racing League and more. For more information about Motum, visit the Firm’s website at www.motum.com.

Media Contact
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303.495.5200

The newly-crowned premier revenue performance firm, Motum empowers its clients to achieve sustainable, top-line growth by fusing their marketing, sales and solution initiatives into a single, cohesive go-to-market platform. The first and only firm to help its clients truly create an unfair competitive position™, Motum has delivered award-winning revenue performance solutions proven to drive triple-digit increases in revenue run-rate for its clients in months rather than years.

“This is an exciting time for the market, and an equally exciting time for Motum”, says Tim McCracken, one of three founding partners of the firm and Managing Director for Motum’s Central United States Region. “With a presence in Beijing managed and operated locally, Motum is now uniquely positioned to help our clients establish a thriving business in these highly- competitive and dynamic arenas right out of the blocks.”

The announcement today marks a significant milestone for Motum in its long-term commitment to the Asia Pacific region and expands Motum’s international reach beyond its current presence in the United States and Canada.

“Companies throughout the Pacific Rim are working to establish themselves in a crowded and difficult North American marketplace, while the reciprocal is also true as United States-based business seek to capitalize on the explosive business opportunities available in China, India, Australia and New Zealand,” says Mark Grimes, Motum’s Regional Director for Asia Pacific. “Bringing Motum’s incredibly unique services to this market fills a void businesses here need.”

About Motum
Motum is the premier revenue performance firm, empowering its clients to achieve sustainable, world-class results by fusing their marketing, sales and solution initiatives into a cohesive go-to- market platform. The first and only firm to create an unfair competitive position™ for its clients, Motum powers award-winning revenue performance for market leaders including Microsoft, Del Monte Foods, Oki Printing Solutions, The SAS Institute, CenturyTel, Andrew Carter Capital, Source, LMS Medical Systems, The Vintage Racing League and more. For more information about Motum, visit the Firm’s website at www.motum.com.

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303.495.5200

DALLAS (NOVEMBER 5, 2007) – Motum LLC, the premier revenue performance firm, is pleased to announce that Tim McCracken, Jay Mitchell and Andrew Reckner, the Firm’s Managing Directors, have been selected by Selling Power to judge the magazine’s prestigious Sales Excellence Awards for 2007. This honor further embodies Motum’s reputation for helping companies attain sustainable, repeatable top-line growth – the defining mark of sales excellence.

Each year, Selling Power assembles a blue-ribbon jury to determine the winners of the magazine’s Sales Excellence Awards. The board of judges is a who’s who among leaders in the sales community, helping establish the Sales Excellence Awards as the preeminent sales awards show.

“We are all truly humbled to be selected by Selling Power to serve on their panel of distinguished judges for the Sales Excellence Awards,” said Jay Mitchell, Managing Director of Motum LLC. “Tim, Andrew and I have had the honor of leading award-winning sales and marketing organizations in the past, and we know firsthand the tribute an award the caliber of the Sales Excellence Awards is to the winners.”

Sales Excellence Awards
The Sales Excellence Awards were created by Selling Power magazine, the leading publication read by over 162,000 sales decisions makers in the United States and 67 countries worldwide, and The Stevie Awards, organizers of the prestigious American Business Awards, International Business Awards and other business awards competitions. The Stevie Awards have been called “the business world’s own Oscar Awards.”

The Selling Power Sales Excellence Awards honor the accomplishments of sales professionals worldwide and are governed by a Board of Distinguished Judges and Advisors that features many of the leading figures in business and sales. The winners are chosen from dozens of categories honoring sales professionals, teams and organizations.

About Motum
Motum is the premier revenue performance firm, empowering its clients to achieve sustainable, world-class results by fusing their marketing, sales and solution initiatives into a cohesive go-to- market platform. The first and only firm to create an unfair competitive position™ for its clients, Motum has powered award-winning revenue performance for market leaders including Microsoft, Del Monte Foods, IBM, Andrew Carter Capital, Catalyst IT Services, LMS Medical Systems, The Vintage Racing League and more. For more information about Motum, visit the Firm’s website at www.motum.com.

Media Contact
Contact us via online form
303.495.5200