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InfoMentis professionals provide an extensive range of knowledge and thought leadership in critical customer-facing disciplines such as marketing, sales, services, support, management and coaching. While trained and certified in the delivery of our programs, our professionals experience consists of 20-25 years in consultative sales and/or services, along with extensive performance improvement and management experience in these areas.
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Tim Braman
Client Partner
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Tim is a 20-year veteran of the software industry, beginning his career at Dun & Bradstreet Software (formerly Management Science America) as a software engineer in the Advanced Technologies division. Next he moved into consulting for D&B Software, where he spent six years focused on implementation and process redesign in a variety
of industries, including: Healthcare, Financial Services, Manufacturing and State
Subsequently Tim moved with D&B Software (DBS) into pre-sales, where he focused on Business Intelligence and Technology solutions for Financial, Human Resources and Manufacturing/Materials Management applications. In 1992, DBS
offered Tim the opportunity to become a Sales Representative, an offer that paid dividends as Tim achieved President's Club every year for the next four years and was #1 Sales Representative of the quarter his second quarter as a sales rep.
Technology Start-ups were next on the agenda for Tim as he successfully
achieved President's Club every year at his next two companies, Viasoft and
OnDisplay.
At Vignette (formerly OnDisplay), Tim was responsible for establishing a
Southeastern Region from scratch for his start-up. The first task was to create
marketing campaigns and establish regional partnerships while acquiring a
customer base and hiring the right employees. In three years, Tim created a
quota-exceeding regional organization of over 12 sales, pre-sales, and
post-sales consultants and left Vignette as the Director of the Eastern Region
for the Marketplace Division.
Following Vignette, Tim worked as a Director for two different Supply Chain
software start-ups managing Business Development, Federal Government Sales and
the Eastern Region.
Tim received a Bachelor's Degree in Business Administration with Major in
Computer Science and Minor in Finance from the University of Florida in 1984.
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Phil Bush
Principal
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Phil brings to InfoMentis over 20 years of experience in Sales, Sales Management, Business Development, Channels and Strategic Alliances. Since joining
InfoMentis, Phil has played an instrumental role in supporting clients' sales and sales
management teams via one-on-one coaching, opportunity management consulting as well as conducting
account and opportunity review sessions. His skilled approach and unique coaching style continues
to drive positive revenue oriented results for Fortune 500 clients.
Prior to joining InfoMentis, his focus ranged from start-ups, including
work at NEON (New Era of Networks), where he helped the Enterprise Application
Integration (EAI) company increase from $20 to $160 million in revenue in near record
fashion. More recently, Phil worked on a combination rebuilding/expansion
assignment at Swedish-owned Telelogic, a provider of Application Development
Tools. He rebuilt the Strategic Account Team into a formidable group
responsible for $30 million in revenue annually and helped expand Strategic
Account Selling and Development philosophies in the Asia-Pacific Area. He also
established the first Global Alliances Program, including work with Technology
Partners, Resellers and Referral Partners.
Phil started his career working in the ERP/MRP arena, specifically with
GroupWare, and Application Development Tools.
Jeff brings to InfoMentis over 24 years of diverse experience in direct and indirect channel sales (partners and channels), partner general management, sales training, consultancy and sales management. He has worked with global organizations ranging from Fortune 50 to Fortune 1000 companies and has a successful track record in the international telecommunications and professional services industry.
Prior to joining InfoMentis, Jeff held various positions with Orange Business Services (formerly Equant, Inc.). Most recently, he served as the partner general manager responsible for developing and implementing a multi-year go-to-market strategy with IBM, driving new business across multiple disciplines, and managing the North American relationship. Previously, Jeff was a member of the partners and channels team in charge of developing the bid and financial strategy as well as leading the negotiation process for one of North America’s largest sales successes in 2006.
Jeff has developed and implemented multi-year strategic business plans to generate new revenue streams with Fortune 50 companies in the automotive and energy sectors while leveraging relationships with alliance partners such as Cisco, Nortel, SBC and AT&T. In addition, at Orange Business Services, Jeff held business development and sales director positions where he was responsible for winning one of the company’s largest commercial contracts that exceeded $100 million dollars. He also built cross-functional teams and led these teams to significant new contract awards with recognized global companies.
He has a broad background working with companies in the information technology, consulting, manufacturing, financial services, automotive and consumer products industries. Earlier in his career, Jeff was with Sprint Corporation and also was a sales and marketing manager with the Coopers & Lybrand Management Consulting Services practice. At Coopers & Lybrand, he developed and managed sales and marketing programs, including creating curriculum and delivering a series of sales training seminars for the consultant community within the Midwest region.
Throughout his career, Jeff has been recognized for his consistent abilities to be a top producer globally. Jeff earned a bachelor of arts in business administration and economics from Principia College in 1983.
Eleanor Hawkins
InfoMentis Canada |
Eleanor is an accomplished, dynamic business leader with over 20 years of experience and a proven track record of achievement leading sales, presales and professional services organizations. As the leader of InfoMentis Canada, Eleanor is focused on building and developing InfoMentis’ Canadian presence.
Eleanor’s career at Geac Computers (formerly D&B Software and Management Science America) saw progressive growth and achievement from consulting and presales to front-line sales, sales management and ultimately GM, Canadian Operations. Under Eleanor’s leadership, Canada was consistently North America’s top performing region achieving revenue and contribution targets, while delivering high-quality solutions and results to customers on time and on budget. Eleanor’s focus on team building and talent development enabled her team to be recognized regularly as North America’s top performers.
As VP Sales, North America for 724 Solutions Inc., a Canadian technology startup providing wireless infrastructure, banking and brokerage applications, Eleanor established and led sales organizations responsible for new business development and strategic account management, successfully driving adoption of new and emerging mobile technologies in several of North America’s largest financial institutions. 724 Solutions completed a successful IPO in January, 2000.
Just prior to joining InfoMentis, Eleanor was Regional Director, National Applications Solutions for TELUS Communications. In this role, Eleanor held P&L responsibility for a $25M operation managing sales, presales and professional services teams, delivering complex, customized solutions to multiple industry segments, as well as leading the regional launch of multiple channel partner relationships.
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Gary Hockwater
Director, Client Services
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Gary is a 25-year veteran with extensive Corporate Business, Finance and Sales
Support experience within Fortune 500 companies. He continues to utilize his
progressive and diversified experience to support the successful delivery of
InfoMentis client engagements. Based in Rochester, New York, Gary's mission is
to provide outstanding project management and support services to InfoMentis
clients worldwide. Gary joined InfoMentis in early 2005 and has been
instrumental in the continued success of InfoMentis' Delivery Services Group.
Prior to joining InfoMentis, Gary spent nine years at Electronic Data Systems
(EDS), holding positions such as Financial Analyst, Sales Support and Project
Management. His broad based experience also includes multiple positions at
Xerox Corporation encompassing Benefits Administration, Global Financial
Reporting, General Ledger Implementation and User Instruction. Gary started his
career at Computer Consoles Incorporated (CCI) where he held multiple financial
positions involving General Ledger, Financial Reporting, and Financial
Analysis.
Gary earned his Bachelor of Science Degree in Business Administration from the
Rochester Institute of Technology.
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Nora Laughton
Principal |
Nora, a 20-year veteran consultant, joined InfoMentis in 2003 as a Principal in
the Maintenance Retention Practice. Nora serves as a hands-on consultant to
clients seeking to optimize their maintenance revenue and retain customers. In doing so, she is a catalyst
for driving new business within the practice and takes on an active role in developing client specific
tools to support Maintenance Value Marketing and Field Readiness for large enterprise software organizations.
Prior to joining InfoMentis, Nora worked for IBM, where she held positions as
Global Marketing Manager and Marketing Communications Strategist for IBM's
services offerings. Prior to IBM, Nora worked for Geac (formerly Dun &
Bradstreet Software (and MSA) in Toronto, Dallas and Atlanta. During her time
at Dun & Bradstreet Software, Nora held several field positions, including
Account Manager, Education Manager and Consultant. As Customer Services
Manager, her responsibilities included managing the US Southern Region Account
Management/Customer Services Group. Nora then took a position at their corporate
headquarters in a Product Management role. At one point, Nora was responsible
for marketing programs focused on global customer retention, and also held the
position of Director of Marketing Communications. Nora started her career at
Dupont Canada, Inc., where she managed Global Accounts Receivable and Credit
Management System.
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Gary Nash
Principal |
Gary, a 21-year veteran of the information technology industry, joined InfoMentis in 2001. During his career at InfoMentis, he has personally provided improvement strategy, consulting, and coaching to over 8,000 business professionals in 32 countries across 6 continents. He is responsible for working with clients to continually optimize and leverage their investments in InfoMentis programs and ensure long-term success.
Prior to joining InfoMentis, Gary was a sales director for Oracle where, in six years, he received numerous awards for closing over 35 million in software and services business. Prior to Oracle, Gary worked for Dun & Bradstreet Software (formerly MSA) as an account manager and also held several management positions in consulting and marketing.
Gary has degrees in Business/Management Information Systems and Engineering. He graduated from the University of Arizona in 1986.
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Mark Norato
Client Partner
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Mark has over 22 years of solution selling experience with Fortune 500 organizations primarily within the health care and financial services sectors. Mark's experience and background includes not only front line functional sales experience with Fortune 500 organizations but over 15 years of progressive managerial experience including seven years as VP of Sales and Marketing with one of the nation's leading health care organizations where he managed and directed a staff of sales executives and various functional managers.
Within the financial services sector Mark's experience includes tenure with a leading investment banking firm as well as multiple years within the boutique consulting sector during which he developed extensive knowledge and expertise of sales and distribution channels pertaining to debt and risk-based securities and mortgage-backed financial instruments.
Mark has a Bachelor's Degree in Business Administration from the University of Central Florida along with additional Executive Management Certificates from the Kellogg Graduate School of Management in the areas of Finance, Operations and Sales Force Effectiveness.
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Bruce W. Parkhurst
Principal
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Bruce brings InfoMentis over 30 years of recognized successful sales, sales
management, consulting, training, and facilitation experience. Over the years,
Bruce has forged alliances with major consulting organizations to assist
clients in addressing critical sales processes. His fast-paced, high-energy
style coupled with a practical approach has enabled him to effectively deliver
over 200 workshops to clients in a variety of industries.
Independent since 1994 and, while keeping his focus on sales, Bruce utilized
his rich background to help organizations improve results in areas such as:
Leadership Skills and Practices, Negotiation Processes, Efficiencies and Cost
Reduction, Employee/Human Resource Feedback and planning.
Prior to working as an independent consultant, Bruce worked for Wilson Learning
Corporation where he led an account team focused on a leading global chemical
industry producer. He was responsible for a successful sales and account
strategy resulting in a multi-year run of outstanding sales results based on
delivery of strategic interventions impacting productivity in manufacturing,
sales, and overall organizational measures.
Bruce also held several positions in sales, sales management and sales training
management during his tenure at Owens Corning. While there, he sold to a
spectrum of customer classes including manufacturing, distribution,
construction and retail. Bruce successfully employed creative strategy to sell
new products into high visibility applications and led his sales teams
successfully in competing with the then new offshore competitive threats. In
addition, he helped develop critical development interventions and management
processes.
Bruce started his career with Xerox Corporation where he developed strong sales
skills for competing in the highly competitive office equipment market.
Bruce received both his Bachelor's and Master's degrees from Purdue University.
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Patti Tessendorf
Principal |
Patti brings more than 25 years of experience in Customer Satisfaction, Client
Relations and Sales and Marketing. As a Principal, her expertise and experience
as an industry veteran is a valued resource to InfoMentis and source of
distinction to our clients around the world.
Prior to joining InfoMentis, Patti was Senior Director of Marketing and
Communications for MARC Global, a leading provider of value-driven supply chain
business intelligence and execution solutions. During her time at MARC Global,
Patti was responsible for instruction and maintenance of the sales automation
CRM on a global basis. In addition, she conducted competitive research,
designed and developed new collateral to further enhance MARC Global's
marketing edge as well as managed website content, PR advertising, trade shows,
As Director of Sales Operations for Manhattan Associates, she directed the
education and support of their CRM system for global supply chain execution
sales teams and assisted senior management in identifying and addressing key
organizational issues. Additionally, Patti was responsible for the leadership
and expanding development of Manhattan's global web based sales tool kit and
continued sales process refinement. Prior to her taking on the role as Director
of Sales, Patti was Director of Account Management with responsibility for
growing and managing client relationships as it relates to up-selling, issue
resolution, escalation, and maintenance renewals. Before joining Manhattan
Associates, Patti served in various positions in 15 years of service with
Sea-Land Services Inc (now Maersk Sea-Land), a global transportation company.
While at Sea-Land, she played a key role in the positions of Customer Service
Manager, Pricing Manager and Sales Manager.
Patti has held various management positions in the course of her career with
organizations including Harper-Robinson and Concord-Nopal.
Johnna Tupper
Client Partner
Since 1996, Johnna has been utilizing a results-oriented collaborative approach to help Fortune 500 clients in the Telecommunications, Financial Services, Manufacturing and Animal Health industries accelerate the achievement of sales goals.
Her accomplished track record in the performance improvement industry has equipped her with the knowledge and expertise needed to assist clients in their efforts to change workplace behavior, increase individual effectiveness and maximize overall organizational performance. In order to accomplish this, Johnna partners closely with clients to fully understand their financial goals and objectives so as to ensure that all recommendations are aligned respectively. Consistently among the top 10% of performers during her sales career, Johnna’s success is in large part due to her client-centric focus and zeal for achieving desired client results. Her driving force is to help clients transform strategy into reality.
Prior to joining InfoMentis, Johnna enjoyed 14 years as an Account Executive for AchieveGlobal and 13 years as a sales consultant in the printing and publishing industry for Walsworth Publishing Company and Jostens, Inc.
Johnna graduated from the University of Oklahoma in 1984 with a Bachelors of Business Administration degree in Marketing.
Nancy Weir
Client Partner |
Nancy brings over 20 years of experience building effectiveness within worldwide client sales organizations in presales, customer service, channels and direct sales through consulting, coaching and targeted training.
A consistent quota achiever, Nancy has a talent and a passion for attracting and securing new customers, but more importantly for developing and maintaining those relationships by focusing on helping clients achieve their business objectives. She has expertise in serving Fortune 500 as well as mid-sized organizations covering the pharmaceutical, manufacturing, hospitality, publishing, financial and insurance industries.
Nancy began her career achieving Rookie of the Year/Midwest as a territory sales representative at Xerox and was ultimately promoted to handle major accounts. Following Xerox, she had successful track records at NetG (formerly Deltak), CBT Systems and MCI in a variety of business development roles. Most recently, Nancy was Senior Account Executive at Achieve Global, where her client first approach helped her to save at-risk clients, lengthen customer lifecycles and consistently achieve goals.
Nancy holds a bachelor of science degree from Indiana University with major studies in sociology and psychology.
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