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Christopher H.

Potts
Tualatin, OR 97062
971-222-7139 Chris@uspotts.com https://www.linkedin.com/in/cpotts1

Senior Sales Analyst & Marketing Research Professional


A Recognized Expert in Sales Operations, Experienced in All Aspects of Marketing Research
Impeccable senior analyst and market researcher with a proven track record of capturing opportunities
and generating new business. Recognized for maintaining an outstanding record of achievement leading
to accelerated sales growth and improved operational efficiency. Talent for retaining and maximizing
existing account revenue base and implementing processes and procedures that increase productivity,
enhance efficiency, and drive profitability. With over 22 years of experience in market strategies,
innovative products through deep insights into consumers' desires, business and technology trends,
and a grasp of business strategy. Adept at assessing client needs and providing consistent service and
follow up to ensure long-term relationships.

CORE COMPETENCIES
Market Research Business Process Relationship Building Program Management
Team Management Solutions Advice Cost Reduction Resource Management Leadership
Qualitative/Quantitative Research Strategic Planning Business Strategies/Decisions
Staff Development/Training Research Design Database Analysis Business Objects Market
Intelligence Customer Segmentations Quality Assurance Salesforce

EXPERIENCES AND ACHIEVEMENTS


MENTOR GRAPHIC, Wilsonville, OR
2012 2015
Sales Analyst - Embedded Software Compliance 2013-2015
Facilitated in creation of policies and procedures for compliance team and researching all licensees and
determining compliance against contracts. Directed THE OTHER FIRM to establish a professional looking
web portal for customers to log into and submit their embedded software reporting obligations. I
mentored part time assistant to enter all contract terms into database in 2014/2015. Collaborated with
an external auditor and was successful in settling disputes and avoid unnecessary legal action with noncompliant customers. Developed automatic email alerts on the worlds largest job placement web site
Indeed.com to identify companies and contacts that used Mentor Graphics embedded software.
Generated $3.5M, while budgeted at a $2.4M revenue target in FY2014 resulting in a 68%
positive variance.
Pioneered Access & SharePoint databases to be a place of record for the attributes of embedded
software contracts related to over 2,800 licensees with supported documents.
Successfully developed a strategy to identify then track mergers and acquisitions of the 2,800
Nucleus software licenses within the Embedded Software install base. Identified 600 licenses
that were evolved in merger & acquisition activity and were analyzed for non-compliance
activity.
Utilized CAPIQ.com B2B/B2C service to setup alerts to automatically track all active merger &
acquisition activity within the 2,800 embedded software licensee install base which enabled us
to see customers that were targeted for acquisition. Analysis was performed against these
customers and reviewed with the Sales Managers to show when non-compliance activities were
present.
Sales Analyst PCB Competitive Intelligence 2012 2013
Successfully collected and generated data for over a year as back up to support re-launching an Inside
Sales team. The team successfully generated revenue with existing clients during first year of launch.
Spearheaded all key presentations provided to the Director of Sales Operations that focused on the
Inside Sales initiative. Functioned with the PCB Product Managers to define a strategy and identify
weakness of the competitions PCB tools. Provided Sales Managers with market awareness in North

Professional Experience Conti.

Christopher H. Potts

Resume, Page 2

America on Mil/Aero, medical device, industrial, white goods companies. Developed multiple lead
generation programs for Inside Sales team; one program developed was to target companies that used
competitor PCB software tools. The ISR team targeted these companies through phone calls and email
campaigns to stimulate interest and cultivate opportunities.

Provided key analysis that assisted in persuading and gaining executive management approval
to re-launch the Inside Sales team to target accounts that competitors have sold into Mentor
Graphics Key accounts.
Developed analysis and heat-map of the major software resellers supporting CAD/CAM/PLM
vendors within China and Russia for Distribution Sales Management team. Analysis provided
insight into the market and identified volume resellers to approach to become partners.
Identified companies and contacts worldwide through market research and the research
produced information proving 84% of Key Accounts using competitions PCB software tools noninclusive of Mentor Graphics.

MENTOR GRAPHICS, Wilsonville, OR


2000 2012
Market Research Analyst Corporate Marketing
Developed an in-house database compilation of prospective start-up companies using Mentor Graphics
software products and accountable for research and analysis of Mentor Graphics markets, emerging
markets, and understanding competition worldwide. Directed and conducted research studies and
formulated presentations on current markets and future market trends. Controlled and organized the
on-going development and maintenance of the market research internal Mentor web site. Coached and
guide others in market research techniques, data analysis and use of data.
Developed, launched and drove the Term-for-Startup Program that offered startup companies
access EDA software at reduced pricing for a specific period of time. The sales channel was
incentivized to go after these targeted companies. The now 13 year old program grew from $0
to over $9M in revenue within first 5 years.
Responsibility included forecasting and maintaining the $500K budget of the (30+) corporate
industry consortium memberships that Mentor Graphics partnered with. Reported ROI analysis
presentation to executive management on effectiveness of consortium participation.
Created and maintained an industry newsletter for executive management, 800+ employee
subscribers. Newsletter objective was to provide industry insights and discussions on daily basis
from news articles, interviews and blogs.
Facilitated Marketing, Sales, Engineering and Executives with secondary research needs and
presentations of approximately 30+ individuals on an on-going basis.

CAREER NOTE
MENTOR GRAPHICS, San Jose & Longmont, CO
Lead Development - Sales

2000 2003

AVNET COMPUTERS, San Jose, CA


Pricing Product Manager

1994 2000

EDUCATION
Masters Business Administration, University of Phoenix, Denver, CO
Bachelor of Science Business Administration, University of Phoenix, Phoenix, AZ
Post Graduate Certificate of Sales & Marketing, University of Phoenix, Phoenix, AZ

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