Enterprise Software - Privately Owned Company
Adept and the Client had a long term successful relationship in place when in 2008 the Client spun out via Private Equity and Employee buyout leaving a smaller & more focused company in the Enterprise Software and Services Space. The company had received an influx of capital resources and the ability to target aggressive growth in the APAC Arena.
The first stage was to strengthen Japan operations by appointing a Head of Sales — this person would inherit a team of people but the priority was to identify an aggressive sales person to build the customer base in the region rather than a hands off Manager. An Adept Consultant met with APAC Directors from US Headquarters to discuss and define the profile of the Candidate required.
A shortlist was created quickly and within two days of the initial meeting a pipeline of 5 potential candidates had been prescreened and interviews were arranged in person with the visiting Director of Sales. Two finalist candidates were identified to proceed through the process and interviews were scheduled via telephone with Head of WW Sales and EMEA Sales along with a Technical Sales Director in the US. The finalist candidate was indentified and the offer process was closed within 3 weeks of the initial meeting.
Impressed by the achievements of this candidate in Japan the company was allotted further headcount to break into SE Asia and turned to Adept Group to help identify a Head of Sales covering Emerging Markets in China; based in Hong Kong. After a preliminary search identified a strong mix of Candidates Headcount was frozen; fortunately this allowed Adept and the Client to reassess the hiring strategy and after a proposal from Adept to consider Australia for expansion interviews restarted with Sydney being the new location. Adept Group successfully managed to create a lineup of exceptional candidates that were prescreened and met in person during a Business Development visit to the Region.
We believe that it is due to our unique understanding of the Client and their technology that we were able to step into this oversees market and deliver exceptional results in a short space of time. The Adept Candidate selected to head SE Asia Sales from Sydney is now doing an outstanding job of building business and the brand in the region.
With APAC headcount fulfilled with a 100% success record the Client turned to us to help with a high level Domestic US position; Head of North American Sales. We were engaged yet again with Contingency terms in a market supposedly unfamiliar to the Tokyo team but once again delivered exactly what the client wanted.
The Adept methodology is to create a Pipeline of Candidates and identify a leading and one or more backup candidates should the first not proceed. This systematic approach leads to a massive increase in Close Rate and has proven effective in multiple markets and Countries. In the North American search two finalist candidates were identified as capable of the role and the Primary candidate accepted the position.