Adrian Ward

• Established a technology consultancy specializing in workflow automation, integrations, and AI agent solutions for small and medium-sized enterprises (SMEs).
• Secured a $12,500 contract with Brisbane Record Bar, a vinyl record reseller, to develop a product creation and web scraping solution leveraging Make.com (APIaaS platform), Apify, and ChatGPT.
• Partnered with a technical collaborator to design and deliver future integrations tailored for the SME ecosystem, with a focus on MYOB and similar platforms.

I assisted with sales and onboarding SMB's across multiple different functions including Online Payment Processing (OIP), Payroll, STP and onboarding, quotes/invoices/sales orders/inventory, bank feeds, expense management, contact management.

My role also covered lead generation for MYOB's Acumatica (ERP), Advanced Payroll and CRM applications.

• Upsell targets: 95% 1st year, 110% 2nd year, 90% 3rd year
• 150% of SQL for CRM lead generation (3rd year
• Most coach-able award
• 2 x MVP (Quarterly award)

• Created $390k ($380k target) qualified leads pipeline.
• Competently learned the basics around the SAS VIYA and CI 360 Cross Channel Marketing Platform.

• Consistently achieved talk time targets (2 hours per 3.5hour session)
• Consistently achieved call numbers where required (anywhere from 50-150 dials per 3.5 hr session dependent on talk time)

• Key Deals include:
• Hoshizaki Lancer: $95kAUD Software+$350kAUD services On-premise ERP upgrade + Infor’s OS Technology platform (integration/workflow/document management) and Infor’s Warehouse mobility application factory track. The competition included MS Dynamics + Epicor, with MSD being the organisations direction globally. The decision-making process was the hardest element to navigate with a local board, a global board based in the US and final sign-off coming from ownership based out of Japan.
• The successful and continued management of 40+ key accounts engaging at C-level to meet 85% of annual quota 1st year and 101% of quota 2nd year selling both on-premise and SaaS deployed applications.
• Other deals ranging from $50-$120kAUD included multiple 3-year (SaaS) CRM, warehouse management, Infor’s OS technology platform into process and discrete manufacturing, distribution and service verticals.
• Additional duties include audit non-compliance management & negotiation, Cloud/on-premise TCO analysis and consistent management of a pipeline of up to 60 opportunities kept updated in the CRM (Infor).

• Consistently reaching and exceeding targets, in some instances reaching 150% of SRL (sales ready leads) quota and attained the highest SQL (Sales qualified leads) count for the last quarter for ANZ.
• As challenging as this cold call role was, perhaps the most important lesson was qualification. I learned to qualify quickly the needs of the prospect including budget, authority, needs and timeline (decision made, signature, go-live) to ensure the valuable time and resources of both parties was not wasted.