TECHNOLOGY

Common challenges Technology Providers face in driving growth

  • Evolving from products to solutions
  • Mastering complex sales and partner channels
  • Co-opetition with other companies
  • Disruption due to Cloud Services and other technical evolution

COMMERCIALIZATION

Typical levers to maximize growth of technology businesses

  • End-to-end Go-to-Market Design
  • Commercial Model Development
  • Pricing & Licensing
  • Sales Strategy & Effectiveness
  • Channel Strategy & Optimization
  • Marketing Strategy, Value Propositions, & Message Creation

APPROACH

Our engagement typically includes

  • Understanding: Customers, competitors, partners, organization, and economics
  • Options: Change levers and decisions to be made
  • Research: Informing decisions with fact
  • Recommendation: Course of Action

Services

The Arnold Group works with technology companies to Accelerate Growth, Drive Commercial Transitions and Simplify Customer Experience. We take an end-to-end view of commercialization, connecting What you sell with How you sell via streamlined commercial operations.

Commercial Strategy & Operations

Opportunity Analysis & prioritization
Go-to-market design
Digital transformation

Customer & Product Strategy

Customer & buyer needs
Competitive dynamics
Product planning

Monetization & Offer Development

Commercial model design
Pricing & packaging
Buying programs

Marketing Strategy

Account targeting & segmentation
User engagement & value proposition
Customer journey

Sales & Partner Strategy

Sales model & enablement
Partner program & co-selling

Success Strategy

Support & Value realization
Service consumption

Our Clients

Arnold Group clients are industry leaders looking for growth in disruptive technology markets with large, complex, multi-tiered distribution channels. Their offers include Computer hardware and software, User devices, Telecom Equipment and Services, Cloud infrastructure and services and Systems Integration.

Approach

When you engage The Arnold Group, you get a cohesive team with a proven track record in delivering profitable global technology commercialization programs.  You get a team that’s been there, done that, and delivers tested solutions that work. We translate strategic intent into on-going frontline results, and build last mile implementation programs.

Efficient Market Insight

  • Analyze efficiently, leveraging existing data augmented with original research
  • Frame complex issues and trends insightfully
  • Provide actionable insight and interpretation

Hypothesis-based, inductive
(not boiling the ocean)

Pragmatic Recommendations

  • Solve for business objectives
  • Work with proven methods and solutions gained from deep technology GTM experience
  • Develop pragmatic strategies that meet constraints of time, budget

Decision-centric, pragmatic
(not Blue Sky Shelfware)

Effective Change Management

  • Plan and execute change programs
  • Build tactics that are decision-focused
  • Remove roadblocks and enable complex change
  • Provide last mile support

Content-based, Results-oriented
(not endless program management)

Our Team

Carl Albrecht

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Carl Albrecht

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Carl has 25 years of experience in the go-to-market and technology industries, 15 of those as a partner at The Arnold Group. Carl has led commercialization strategy, offer development, marketing, sales strategy, and lifecycle services initiatives at many of the world’s top technology vendors. Previously, as a Principal at Booz-Allen, Carl led CEO-level engagements in software, semiconductor, health care, aerospace, airline, industrial products, and other industries. His technology line management executive experience includes VP positions at AT&T Wireless, INVISIC Software, and Claremont Technology Group, CEO of SmartContractor Inc., and co-founder/director of Sharebuilder Inc. Carl began his career as a software engineer for EDS, holds a Bachelor’s Degree from Claremont McKenna College, and an MS in Management from the Sloan School at MIT.

Seattle

Siofra Kiernan

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Siofra Kiernan

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Siofra has over 15 years of experience in go-to-market and technology. She advises clients on go-to-market transformations.  She excels at design and management of complex change across the connected commercial chain, including changes to customer/market targeting, offer design, pricing, salesforce, and channel program design.  Siofra has also worked as a line executive at Dell, where she delivered step-change growth in an enterprise sales and services business.  Prior to Dell, Siofra was a senior manager at McKinsey where she led CXO-level engagements at companies in the technology, healthcare and financial services sectors.  Siofra grew up in Ireland and holds a Bachelor’s degree from Trinity College and an MBA from University College, both in Dublin.

Seattle

Fred Beuthel

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Fred Beuthel

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Fred has provided division-level financial planning and operational consulting since 1995, including 3 years as an internal consultant at AT&T Wireless. He began his business career with 3 years of strategic and operational consulting at Bain & Co. Fred’s experience includes business planning, financial planning, operational restructuring, operations management, product management and general management consulting. Fred holds a B.A. in Economics from Amherst College and an MBA from The Tuck School at Dartmouth, where he was a Tuck Scholar.

Seattle

Jim Mackey

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Jim Mackey

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Jim has led numerous assignments focused in business strategy, sales and marketing in the software industry, with over 15 years at the Arnold Group. Previously, he was Director of Development working with Gary Hamel at Woodside Institute, leading client research and management innovation in strategic resilience, growth, and business creation. He was Chief of Sales Operations in startup E2Open supply chain SaaS. In 5 years at Hewlett-Packard, Mr. Mackey was Manager of Corporate Strategy and Planning, leading executive projects in growth and business creation. He brings seven years of client consulting experience from Booz Allen & Hamilton and Strategic Planning Associates. Mr. Mackey has been published in the MIT Sloan Management Review, and is quoted in the business press. Mr. Mackey was awarded an MBA from Stanford and graduated from Brown University with dual degrees in Engineering, Economics and Management.

Seattle

Jim Neuburger

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Jim Neuburger

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Jim is a veteran consultant, executive leader, and entrepreneur, with 30 years of management consulting experience including 20 as a Partner with The Arnold Group and 5 at Booz | Allen | Hamilton (now Strategy&).  Jim has provided services to a broad array of technology and technical product clients with projects in strategy, business planning, marketing and sales, operations, mergers and acquisitions, and general management consulting. Jim’s entrepreneurial experience includes founding and holding executive-level or Board positions at over 10 companies including HubSpan, Quantum Panel, Bridge Partners, PlaNET Internet Solutions, Blue Rooster, Allumia, and Neal Analytics. Jim holds a B.S. in Mechanical Engineering (Magna Cum Laude) from the University of Washington, and an MBA from the University of Michigan.

Seattle

Simon Witts

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Simon Witts

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Simon has 30 years of experience in the information technology industry, 18 of which were spent at Microsoft where for his last 8 years there (between 2003 and 2011) he was an officer of the company responsible for the global enterprise business. During this time the sales function was transformed from desktop to server/data center and from product/software to solution/(online) services based and revenues grew from $8b to $23b, making its Microsoft’s largest customer segment. Simon helped design and optimize the sales models to work with partners and, where needed, drove custom go-to-market approaches in target and emerging markets. Simon began his own sales career at IBM UK Limited and he holds a Masters in Information Technology and Bachelor’s Degree in Theoretical Physics, both from University College London. Since leaving Microsoft Simon has worked within the Private Equity industry advising on acquisitions and with improving the go-to-market of portfolio companies.

Seattle

Michael Spencer

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Michael Spencer

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Michael is a technologist and business leader with 30  years of experience in the technology sector. He has over 10 years of experience offering Technology Commercialization with The Arnold Group. Michael founded i2 Partners, which offers business strategy and venture development assistance to the internet infrastructure sector. He was formerly Chief Executive Officer of TrulyGlobal Inc., a software development firm focused on internet-based advanced telecommunications services. Michael was a Senior Vice President of Technology Solutions Company (TSCC), responsible for strategy and strategic leadership of the Telecommunications practice. As a Principal at Booz-Allen & Hamilton, he formed and led the Internet Strategy Group of the Communications, Media and Technology practice. Michael holds a degree in Engineering Science from Oxford University.

Seattle

Greg Neher

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Greg Neher

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Greg has operated at the nexus of Management Consulting, Financial Services, and Technology for over 20 years.
He has lived and worked around the world including extended periods in the United States, Hong Kong, Australia, and the United Kingdom. Greg’s functional experience covers senior management, strategy, business development, sales, and marketing.

For the Arnold Group Greg has led many projects with specific focus on sales strategy, sales efficiency and process, technology services strategy, and technology GTMs in general.

Previously, Greg was a Project Leader at the Boston Consulting Group, where he led CEO-level engagements in the banking, telecommunications, and travel industries. After BCG, Greg was Director of Strategic Planning and Business Development for Barclays Capital in Asia Pacific. He has founded and led two start-up companies, Hedgeservices.com and Western Energy.

Greg earned his M.B.A. from the Haas School of Business at the University of California Berkeley and holds a B.A. from Northwestern University.

Seattle

Marat Zborovskiy

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Marat Zborovskiy

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Marat has over 15 years of experience across go-to-market design, consultative sales, and software development. At The Arnold Group, Marat has worked on numerous projects in the technology commercialization space. As a consultant at McKinsey, he helped a number of Fortune 100 companies on a variety of strategic and operational issues. Marat has extensive technology background, having worked on developing embedded software for mobile devices at Motorola. Marat holds a MS in Management and Engineering from Sloan School at Massachusetts Institute of Technology and BS in Computer Science from Florida International University.

Seattle
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