TRICIA LARSON

14560 S. Shannan Street

Olathe, KS 66062
(Olathe is a suburb of Kansas City, adjacent to Overland Park suburb)
913-940-3034
tlpvkc@hotmail.com

SUMMARY OF QUALIFICATIONS:

• Highly organized and adaptable. Excellent networking and presentation skills. “Hunter” with technical background.
• 8 years meeting or exceeding quota requirements.
• Thrive on new business prospecting and development, including cold calling; scheduling client introductions and
meetings; preparing presentations, proposals, and bid specifications to strategically win new business.

PROFESSIONAL EXPERIENCE:

SENIOR CONSULTANT TelAudit Corporation, Kansas City, MO, (virtual office in KC), 10/02 to today
• Generated and qualified sales opportunities by using business contacts, networking, and cold calling
• Meet with prospective customers to determine their business needs in order to sell consulting services
• Presented to prospect’s C-level executives, business owners and project sponsors
• Understand and keep up to date with competitive products and technology
• Built and maintained client relationships, over half of new business in 2007 on generated thru referrals.
• Closed sales deals including negotiating consulting agreements, producing $190k new biz rev in 2007, $230k in 2008.

Sample projects:
♦ $150k = consulting services for a national transportation company, specializing in school bus and city service contracts.
Re-organized communications from the ground up, standardizing a single branch office communications platform for 103
domestic offices.

♦ $45k = Sold consulting services for a contact center conversion for an international forklift and port equipment
manufacturer, converging all US domestic contact center operations into one call routing scheme. This project took a little
over 6 months, and saved the organization $600k per year. This project was used as a case study by the application
vendor as an example of how a conversion can be efficient, and come in on time and on budget. Another project for the
same client was an audit of the organization’s communications expenses, revealing an overall savings of 19%, due to
inefficiencies and over-billing by the provider. Also, I renegotiated all Avaya service contracts which had expired leaving
the customer with having to find maintenance services locally to each branch office.

♦ $23k = Sold, then provided, short-term, strategic CRM / ERP consulting to a pearl processing manufacturer in
ShenZhen, China and Hong Kong. The project was a multi-site implementation of SAP, integrating with Aspect and two
home grown systems.

♦ $39k = Sold consulting services for a contact center transformation project lasting 9 months, with a budget of $6.5M for
a governmental organization. The project converted Avaya system to Cisco Call Manager and Clarify, and a second
phase adding Oracle/Siebel. My role was manage multiple vendors and to lead a team of internal technical staff and
vendor technical staff to design the transition plan.

♦ Ongoing = contact center and CRM consulting to a large national bank, on retainer, working for the bank’s Fortune 500
clients. The projects are short in nature and solve design, audit or disaster recovery consulting for the bank’s clients.
Many of the bank’s clients have no service agreements or local agreements that are inadequate.

SENIOR SALES CONSULTANT Pivotal Corporation, Vancouver, BC, Canada, (virtual office in KC), 11/01 to 09/02
• Combination role of business development, specializing in contact center related services (quota of $1M annually) and
management of 6 pre-sales engineers (team sales quota of $1M quarterly). Met quota each quarter. A change in
company focus eliminated contact center services.
• Cold called into the national headquarters of US companies and position product offering.
• Articulated technology and product positioning to both business and technical users.
• Role as primary resource in a sale of a technical product.
• Moved sales forward through technical expertise in products and services, supporting independent of a sales
representative. Responsible for development technical account strategies.
• Traveled 80%, primarily within the US and Canada.
Sales Support Activities
• Demonstrated ability to present information to a technical or business audience
• Comfortably demonstrated the solution to prospects and customers at field events such as conferences, seminars, etc.
• Responded to functional and technical elements of RFIs/RFPs
• Demonstrated the features and functions to prospects over the web or in person
• Developed proposals, project plans, testing plans, implementation plans, training plans, and customer-facing
presentations.
• Consulted on migration and conversion projects, including testing and training of non-technical personnel, involving
integrations with Avaya, Cisco, InterTel, Nortel, Siebel, SAP, Great Plains, PeopleSoft, Clarify and several IVR software
products.

PRE-SALES CONSULTANT Interactive Intelligence, Indianapolis, IN, (virtual office in KC), 10/00 to 11/01
• Role as the primary technical resource for the field sales force, responsible for actively driving and managing the
evaluation of technology requirements stage of the sales process,
• Met quota of $1M new equipment and professional services, in 3 of 4Q’s, supporting 4-7 national and 2 global AE’s.
• Worked in conjunction with the sales team as the key technical advisor and product advocate for our hardware and
software product lines.
• Identified all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the
sales process.
• Established and maintained strong relationships throughout the sales cycle.
• Gathered customer requirements, answered RFP/RFI proposals, managed customized integration solutions, serving as
liaison between users, developers and external vendors.
• Presented best practices solutions as a speaker at several national tradeshows.
• Developed “white papers”, implementation project plans, proposals, and technical and sales presentations.
• Lead consultant on system integrations with several accounting, CRM and call center software products, with particular
emphasis on Avaya, Aspect, Nortel, Siemens, Oracle CRM, Pivotal CRM, and Salesforce.com SFA.
• Provided technical expertise to global sales and professional services teams.
• 30% domestic travel and 40% international travel, primarily to Canada and Europe.

CALL ROUNTING AND DESIGN ENGINEER Sprint PCS, Overland Park, KS, 08/99 to 10/00
• Program enterprise routing solutions via GeoTel (Cisco ICM) for 13 regional call centers, averaging 9200+ agents
• Program Aspect ACD switches with revisions to call routing strategies.
• Customer Segmentation Project Team Lead – this project prioritized calls into a call queue based upon the customer’s
length of service, volume of use, and credit class. This project allowed Sprint’s “best” customers to be answered faster.
• Cisco ICR Database project team member – project designed routing to the correct GeoTel routing script based upon a
customers’ profile. This project saves $700k per month in costs associated with the transferring of mis-directed calls.
• Holiday Routing Project Team Lead – this project allowed over 4000 agents to use vacation time on 3 holidays, saving
$1.3M in payroll expenses, while keeping availability levels above 94%. Results due to utilizing advanced functions in
Microsoft Project.
• Customer Survey Team member – This project used state-of-the-art IVR designs to poll customers opinions, tally
results in Oracle databases and provide near-real time reports to Senior Management. This design also allowed the
survey questions to be revised through GUI interface. A second phase of this project involved voice recognition
technology.
• New Call Center Build-Out Team member – programmed Aspect ACD in Lawrence, Kansas from the ground up.
• Developed “Post-Testing” designs: this project was an on-going task-force initiative to improve the design of several
launched routing designs. This involves the development of complex SQL queries to ensure quality in the routing
strategies.

TELECOM SYSTEMS MANAGER Golden Sky Systems, Kansas City, MO, 09/97 to 08/99
CALL CENTER OPERATIONS MANAGER The Signature Group, Kansas City, MO, 12/95 to 09/97

EDUCATION:
Classes toward Executive Master’s Degree in Business Administration (MBA), University of Missouri, Kansas City
Bachelor of Science Degree in Business, Friends University, Kansas City

OTHER RELEVANT INFORMATION:

United States Citizen. Possess a current US Passport.
Road-warrior, accustomed to extensive domestic and international travel, and often at short notice.
Maintain high-tech virtual office, within 45 minutes of Kansas City International Airport.