About Duncan Law
Seasoned Sales Professional adept at winning technology solution deals in rapidly changing and competitive environments. Consultative/collaborative leader skilled at delivering value-based solutions to meet customer vision and requirements. Proven track-record of successful executive-level prospect/customer relationship management.
Key Accomplishments:
• Within three (3) years took a product line from standing start of zero to $7M in revenue
• Generated $2.9m in revenue with Vanguard Car Rental while in receivership through a bankruptcy judge
• Closed the largest deal ever for Trillium Software ($88K), where the average deal size was $5K
• Solid track record of being a leading participant in and evangelizing for venture backed start-ups with disruptive technologies
• Closing significant transactions ($100K-$1M+) in highly competitive arenas with new software/services offerings
Trillium Software (Harte-Hanks)
$50M Global leader in Enterprise (on-premise) Data Quality Solutions
Director of On Demand Solutions
Recruited as General Manager of Trillium’s On-Demand/SaaS initiative. Recruit, train and lead the sales team. Spearhead the launch of Diamond Data, a new data quality/Dun & Bradstreet enrichment service integrated with Salesforce.com. Primary liaison with Salesforce.com. Identify, recruit, develop and leverage new partners. Presented to Harte-Hanks/Trillium Software leadership team. Led sales team closing largest Diamond Data deal at ThermoFisher ($88K)
Convoq
Venture-backed, presence-enabled, on-demand, on-line meeting service provider & Salesforce.com partner.
Vice President, Sales & Service
Recruited by CEO to build a sales & service organization to support new integration strategy and product launch with Salesforce.com. Assisted with successful Series C funding ($13M). Presented to Board of Directors. Directed all sales activities.
Interwise
$20M Enterprise on-demand & premise-based VoIP solution for corporate e-Learning, Collaboration & Conferencing
Vice President, North American Sales
Recruited to lead Northeast Regional sales team as part of $34M Series C Funding. Directed all sales activities including lead generation, opportunity development, pilot/trial processes, proposal development, and contract negotiation. Promoted to VP NA Sales in July 2003 during company restructuring. Minimized turn-over of key sales personnel, existing and prospective customers. Re-engineered forecasting process resulting in increased accuracy and visibility for Board of Directors and Senior Management Team. Led sales teams which closed largest deals in Interwise history including Vanguard Car Rental ($2.9m; while in bankruptcy), Global Knowledge ($900K), Albertsons ($900K), PeopleSoft ($475K), Kimberly-Clark ($405K), and National Grid ($295K). Directed e-Learning Partner/Channel Program (including Accenture Learning, Dimension Data, SumTotal Systems, and RWD Technologies) which generated incremental sales of $1M.
Books24×7.com
$5M on-demand subscription-based e-book Reference Libraries for e-Learning
Vice President, Sales
Directed, led, trained and refocused existing telesales and field organization. Instituted a consultative, solution oriented sales model. Led sales teams which closed the largest direct deals at Qwest Communications ($300K), Chubb Institute ($300K) & Bank of America (85K)
The Thomson Corporation
Gale Group / Intelligence Data
On-demand web-based research services for Strategic Planning, M&A, Competitive Analysis, IT and Information Professionals
Director of Sales
Recruited by VP Sales to lead the re-engineering of the corporate sales team (telesales & field; 3 managers-17 reps). Collaborated with Product Marketing on new SaaS product design and features. Directed new product launch, mobilized sales resources with sales and product training. Directed sales teams for successful new product launch (Insite 2) which grew to $7M in 3 years. Led sales teams closing significant deals at Xerox, Hewlett Packard, & AT&T.
Lotus Development Corporation
OneSource Division / OneSource Information Services
On-demand subscription-based Business & Quantitative Financial Information Services for the Fortune 1000
National Sales Manager
Founding member of the original 6 person sales team. Promoted from field sales to sales management for exceeding objectives. Selected for Achiever’s Club and multiple Quarterly Sales Awards. Created and managed Investment Management and Investment Banking vertical sales teams which delivered $11M. Managed North American Sales & Field Support (4 managers-26 total) that delivered on plan revenue of $23M. Participated in the divestiture process & privatization of OneSource. Coordinated customer due-diligence for venture investors (Bain Capital & William Blair Venture Partners) prior to the transaction.
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