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This expert in sales and finance writes about how technology has helped meet the needs of his increasingly complex sales compensation structures as his company continues to grow and diversify. He shares how specialized automation software has simplified accounting, enhanced reporting capabilities, and provided management and sales reps effective tools for tracking production, revenues, commissions, and payouts.
Teresa Briggs currently serves as a Managing Partner at Deloitte's Silicon Valley office. Over the past two years, Briggs has worked to double the firm's staff to at least 1,300. She joined the firm when only seven
percent of the partners were women. She arrived at Deloitte & Touche as one of the youngest partners in the company. Rising quickly, she moved to Deloitte's New York office working to redesign the company's corporate strategy at a
national level, which then led to her current position. On top of all her accomplishments at Deloitte, Briggs has served on the Management Board of Advisors at her alma mater, the University of Arizona, and she spent eight years serving on
the board of the Boys and Girls Club of San Francisco. Teresa also recently participated in the Leadership Group's Annual CEO/Elected Official Cycle‐To‐Work Day Challenge to help curb climate change, riding from Redwood
Shores to downtown San Jose and back. She was also recently named a "Woman of Distinction" in the San Jose / Silicon Valley Business Journal, and she has been added to the Business Journal's "Who's Who in Silicon Valley" list. Briggs holds
a Bachelor of Science from the University of Arizona.
Dr. Larry Brilliant is the Executive Director of Google.org, where he leads major initiatives aimed at reducing global poverty, improving the health of the least advantaged in the world, and working to halt the effects
of the climate crisis. Larry is an M.D. and M.P.H., board-certified in preventive medicine and public health. He is a founder and director of The Seva Foundation, which works in dozens of countries around the world, primarily to eliminate
preventable and curable blindness. He serves as a member of the strategic advisory committee for Kleiner Perkins (KPCB) Venture Capital and also sits on the boards of The Skoll Foundation, Health Metrics Network, Omidyar Networks Humanity
United, and InSTEDD, an organization bringing technological tools to improve disaster response. In addition to his medical career, Larry co-founded The Well, a pioneering virtual community, with Stewart Brand in 1985. He also holds a
telecommunications technology patent and has served as CEO of two public companies and other venture-backed start-ups. The author of two books and dozens of articles on infectious diseases, blindness, and international health policy, Larry
has worked at every level of government. He was recently a "first responder" for CDC's smallpox bio-terrorism response effort, volunteered in Sri Lanka for tsunami relief, and established an interdisciplinary consultancy to prepare for
possible pandemic influenza. Larry lived in India working as a United Nations medical officer for more than a decade where he played a key role in the successful World Health Organization (WHO) smallpox eradication program and has recently
worked for the WHO polio eradication effort as well. He was Associate Professor of epidemiology, global health planning and economic development at the University of Michigan. Larry earned a Masters in Public Health in health planning and
economic development from the Univ
Edgar Miles Bronfman, Jr. (born May 16, 1955), formerly CEO of Seagram and vice-chairman of Vivendi Universal, has been CEO of Warner Music since 2004. He is the son of Edgar Miles Bronfman and the grandson of Samuel
Bronfman, one of the most wealthy and influential Jewish families in Canada. Edgar Jr. is the second of five children, and was indicated by his grandfather in 1971 as being suitable as the heir to the Seagram Company. From his early days,
Bronfman's interest in the arts was apparent. He was particularly active in school theatre, an interest his parents supported by donating to construct The Ann and Edgar Bronfman Theatre during a 1967 expansion at The Collegiate School, the
prestigious private school in Manhattan which Edgar Jr. attended. Edgar Jr. and his classmates created a documentary film of the school that spawned the Collegiate Film Festival, an event that gained positive press in The Los Angeles Times
and The Village Voice. Bronfman proceeded to a brief career in entertainment in the 1970s as a film and Broadway producer. The summer before his final year of high school, in 1972, he was a credited producer on the film, The Blockhouse.
Despite his inexperience, Bronfman's involvement was accepted because of his connections and access to financing. In return, he learned many of the tricks of the trade by watching his more experienced peers. In 1973, Bronfman began a
songwriting career under the pseudonyms Junior Miles and Sam Roman. He often collaborated with Bruce Roberts on songs like "Whisper in the Dark", which he gave to Dionne Warwick to record in thanks for introducing him to his first wife,
Sherry. His Efer Productions company was signed by Universal Studios in 1977 to a three-year movie production contract. He produced the unsuccessful film The Border, which starred Jack Nicholson. In 1982, Bronfman returned to the Seagram
Company, spending three months learnin
A tremendous amount of coordination, effort, and savvy is necessary to launch a global sales strategy, according to the author.
Never underestimate the power of a strong and authentic personal connection with another person, especially in the context of business. Why is a one-to-one relationship so gripping and powerful? Precisely because it is unexpected, it is very welcome.
Tom Byers is a professor at Stanford University where he focuses on high-technology entrepreneurship education. He is founder and a faculty director of the Stanford Technology Ventures Program (STVP), which serves as the
entrepreneurship center for the engineering school. STVP includes the Mayfield Fellows work/study program, Educators Corner website of teaching resources, and global Roundtable on Entrepreneurship Education conferences. Tom is also a
faculty director of the AEA/Stanford Executive Institute, a general management program for technology executives. Tom is co-author of the textbook called "Technology Ventures: From Idea to Enterprise" (McGraw-Hill, 2005). Tom also holds a
visiting professor appointment at the London Business School and University College London. Tom currently serves as a director on the boards of Reactivity and Flywheel Ventures. In addition, he serves on advisory boards or committees of
the American Society for Engineering Education's Entrepreneurship Division, Harvard Business School's California Research Center, and the National Foundation for Teaching Entrepreneurship (NFTE) for inner-city youth. Previously, Tom
lectured at the Haas School of Business at the University of California, Berkeley. Tom has a range of business experience including executive vice president of Symantec Corporation and founder/president of Slate Corporation. Tom started
his professional career at Accenture. For his efforts at Stanford, Tom holds an endowed chair known as the McCoy University Fellow in Undergraduate Education. Tom was given the 2005 Gores Award for excellence in teaching (the university's
highest award) and the 2002 Tau Beta Pi Award for excellence in undergraduate teaching (the engineering school's highest award). He is a recipient of three recent national teaching awards: the 2005 ASEE Kauffman Award for excellence in
engineering and technology entrepreneurship
Entrepreneurs can best harness the marketing potential of the Internet by designing sites that employ tactics such as bundling product offerings, says the founder of a technology company.
Selling technology to hospitals can be daunting, but not if you know how to stand out from other vendors. Read more about what to do to sell your technology.
As what is known as one-to-one marketing takes hold, entrepreneurs must take the measure of customers as individuals and provide precisely what each customer craves--or risk extinction. The author advises consumer-oriented businesses to listen, probe, and touch, gathering information about each potential buyer, asking open-ended questions, and keeping in contact on a regular basis.
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