Marketplace Funding

No one likes parting with cash - so why make buying technology difficult for your customer? Offer them monthly or quarterly payment options across all products and services. 

Benefits for your Customers
•	They don't have to outlay a large amount of cash upfront 
•	The purchase is an OpEx rather than a CapEx purchase which has tax benefits 
•	Payment dates can be tailored around clients budgets and seasonal business trends
•	Services costs can be spread over the length of the contract rather than being paid upfront 

Benefits for you  
•	Collect total contract value upfront 
•	Become more competitive in the market where they can meet or exceed their competitions commercial flexibility 
•	Your organisation doesn’t have to use their own cash to fund these deals meaning they also don’t have to carry the risk 
•	Vendors locally can offer flexible terms to meet their customers wants while still meeting their head offices and associated revenue recognition requirements

Business Development Manager

M8TRIX Pty Ltd

As a business owner and new business founder, I: 

- Identify unique and complex business challenges and solutions
- Cross-sell and upsell on-premise customers to SaaS 
- Ensure the roadmap and progress are aligned with the start-up vision
- Develop and maintain the Business Plan and enforce self-discipline to maintain
the originally set KPI’s
- Manage finance, BAS, PAYG, cashflow, P&L and Balance sheet
- building alliances and partnerships with other organisations
- Develop and Execute Marketing strategy
- Establish and maintain the growth of the business customer base
- Establish best practice policies and documentation for future staff
- Create all templates, including RFP, website content and design, email campaigns,
proposals

Director & Founder

NEXTGEN ANZ | Distribution Reinvented

NEXTGEN’s goal is to strengthen the Channel by streamlining the sales process for the end user and to ensure success for our Channel partners. At NEXTGEN we recognise that no two transactions are the same. We also recognise that no two Channel Partners are the same. As a result, we have identified a need in the market to help strengthen the Channel ecosystem by introducing value add consulting services to all companies. 

These services are a combination of in-house skills and JV's all white labeled through Optima. 

This service includes but is not limited to: independent software license compliance (audit) reviews of: Oracle, SAP, Infor, VMware and IBM to help create a blueprint of your footprint to help either eliminate shelfware or migrate the correct modules to the cloud.

Optima Business Manager 

As the SAP Business Unit Manager for NEXTGEN, I am the point of contact across ANZ for the  SAP channel ecosystem, including:

• Identify and execute solution offerings inc software, hardware and implementation as OPEX	
• Cradle-to-grave Partner engagement, including activation, recruitment, enablement and enrichment
• Accessing NEXTGEN value adds such as Resell Outsource, Marketing, Finance and License Optimization 

Passionate about taking fresh and innovative approaches to business development, account management, creating business plans, disrupting the competition and building high-performance teams to drive new phases. Expertise includes:

•	Creation and execution of go-to-market strategies across inside sales, direct and channel sales
•	Client management and development in complex environments
•	Commercial management for multi-million dollar transactions
•	Solution selling; Applications, CRM, SCM, SaaS, Finance, Manufacturing, Public Sector
•	Structuring deals to sell into both large enterprise and commercial organisations 
•	Building and managing high-performance operations team
•	Coaching and mentoring internal and external teams, both new and experienced sellers

SAP Business Unit Manager

Infor

I work as an overlay for APACJ sales teams predominately on SaaS deals from cradle to grave to ensure they are structured and positioned correctly to increase likelihood of a successful transaction. This process starts with determining target accounts, the account planning sessions and ultimately creation of a commercial executable contract.  

Daily responsibilities include but are not limited to: 

- Leading the team on advising and implementing Infor Business Policies into all APJ transactions 
 
- Involvement in all SaaS and Perpetual deals of $500 K or more to ensure they are formulated correctly and presented in completion to the customer 

- Responsibility for business policies, sales operations, business approvals, and best business practices for the software license in net new transactions, compliance and upgrades/trade ups. 

- Facilitated and participated in the reviewing of complex license and provided business recommendations directly to the office of the CEO

- Instilled operational processes, compliance, pricing, SaaS bundles and training methodologies, with complete responsibility for the operational efficiency and effectiveness

- Senior review and sign off of  deals/transactions/issues/business practices

- Review deals and advise on business practice issues, deal structures, risk balancing, revenue recognition, etc. 

- Our team was on the forefront of all business strategy and we typically are the first to see new issues, so we frequently serve as advisers regarding new company challenges, unique business issues, strategic directional change, etc.

- Liaise with multiple groups across the business to make final decisions on matters regarding all lines of business

- Creative thinking - working to build bigger deals, drive revenue in smart, sustainable ways, and constantly working towards enabling competitive advantage

APACJ Commercial and Deal Desk Manager

A self motivated, commercially astute, results driven, customer focused, team player who provides pre sale contract management advice to senior stakeholders including contract interpretation and dispute resolution support. Through this I am able to lower any potential risk and compliance issues to both the customer and Infor. I help identify different sales options and opportunities which benefit both the customer and Infor so there is an open collaborative beneficial relationship. 

I have hired and trained the Infor ANZ Deal Desk team to provide critical support to field sales in all aspects of the sales process including, but not limited to: contract research, contract creation, contract amendments, creation of price quotes, business approvals, liaise with order fulfilment, revenue recognition, legal and finance and enforce standard operating procedures across ANZ. 

Daily responsibilities include but are not limited to:

• Review contracts, proposals, and software licensing / usage terms;
• Provide guidance to the fields to strengthen deals, bid structure and mitigate risk exposures;
• Incorporate current policy of software revenue recognition;
• Advise key stakeholders with negotiation tactics for software licensing & maintenance support;
• Structure deals involving complex licensing terms and transitioning perpetual licenses to the Cloud;
• Review pricing strategy and provide guidance to preserve and / or enhance margins;
• Drive adherence to all defined corporate processes and policies for Software Solutions (Perpetual and Cloud) engagement;
• Drive consistent proper management of reviewed collateral;
• Train the fields and drive consistent adoption of Software Deal Desk processes, procedures, tools and templates;
• Deal/business analysis: Incorporate and advise sales of potential risks of the legal, financial and operational impacts and cost;
• Provide sound recommendations to software reps for more strategic decisions supported by relevant data.

APAC Business Practice & Deal Desk Manager

A self-motivated and enthusiastic Sales Account Manager with broad expertise in aspects of  financial management, recruitment and business management. Direct experience and success within IT&T software sales, Business Development and Account Management. 
 
Specialties: Solution sales, Account Management, strategic planning, FMS, business analysis and intelligence, negotiation, public speaking, as well as project and contract management.

Sales Account Manager - SunSystems

Michael Page International

Sales Consultant

Need cash? Who doesn't?
 
I help:
- Increase & stabilise companies working capital 
- Open new lines of credit 
- Founders not have to sell portions of their business
- Companies have enough money to acquire other organisations 
- Companies re-invest in R&D 
- Companies balance their cash flow 
- CFOs buy debt off their balance sheet 
- Eliminate Fx Flux 
- Carry all the risk 

My: 
- Average deal size is $700k 
- Customer footprint is primarily Government & ASX-200 
- background is funding technology & sustainability projects and purchases. 

Want to know more? I'm very happy to be contacted at becb@marketplacefunding.com.au or 0478 316 781. 




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