About us
Customer Testimonials
“When I think of sales, I think of Bob Walmsley. No two ways about it. I have never met a more consummate sales professional in all my years in business. He understands every channel to reach the customer, new and old, from paid search (ppc) to Fortune 10 selling. He can take a deal from prospect to closure better than anyone. I was lucky to be introduced to Bob, and he and Tailwind really helped us on the road to a successful exit. There are few people I wholeheartedly recommend to anyone and everyone I know - no matter what industry, and Bob is one of them.”
Carlos Cashman, CEO Course Advisor
“We hired Bob to provide CourseAdvisor with very strategic sales planning and execution. The results were spectacular - I recommend him highly.”
Micah Adler, CEO Adverplex
“I've had the opportunity to work very closely with Bob and his team over the past year completely restructuring our sales processes in the open-source software arena. They were able transform a disjointed sales process into a more simple, predictable model used worldwide for our team. They guided us through a complete restructuring of our SFDC implementation including deployment of complicated closed-loop marketing tools (Eloqua) to support the new sales process. The improved tooling gave us much better visibility into which customers and prospects were the richest sales targets. The end result of our engagement with Tailwind was growth in our business of 300% in 2009. I would heartily recommend Bob and his team and look forward to continuing my work with Tailwind.”
Tim Murphy, Sales Director Progress
“Bob and his team were a true pleasure to work with. Bob brought a tremendous amount of knowledge across Sales/Marketing methodologies and processes as well as the underpinning technology infrastructure. He brings a sense of urgency to the project and drives key milestones to closure and ultimately to project launch. Bob’s proven track record of implementing demand generation systems across his clients allows him to bring invaluable strategic guidance to an organization translating into a success program.”
John Shearman, Director of Internet Marketing
VBrick Systems
“Tailwind opened our eyes to new ideas and techniques required to harness the digital buying behaviour of our customers and prospects in today's market. If you are seeking better sales and marketing efficiency, I highly recommend engaging with Bob and his team.”
Brian OKeeffe, Director of Sales Prism Technologies
“We engaged Bob and Tailwind to assist us in transitioning to a more web-centric demand generation strategy. He and his team really helped us with sales and marketing process auditing, enhanced website analytics, AdWord campaign optimization and integrating that tightly with our Salesforce.com implementation. Our results have been spectacular. We’ve dropped our cost per lead by more than 80% by dramatically increasing lead volume while holding our campaign expenses constant.”
Dave Keller, EVP Newsgator
“Bob is an analytics genius and yet extremely skilled at sales and marketing processes which makes him a rare breed. He has formulated processes that will help synergize your Marketing and Sales teams, and most importantly, create profits. Bob is masterful at maintaining deadlines and will complete a project with the highest degree of excellence I was fortunate to be able to work with Bob for several months on a CRM implementation project. A project with a vast breadth of scope, that without Bobs help would have taken us years to complete if at all. Bob helped me develop a Lead Scoring system that encompassed real time website activity, email activity and normal daily sales activity. The BARDS lead scoring system left no doubts in my team’s mind whether a lead was worthy of being pursued at any given moment. Bob also developed an automated lead nurturing process which kept us in constant contact with prospective customers which turned into future sales. Most companies will throw up a haphazard website,purchase a CRM system and think that will lead to vast sales. Unfortunately, without Website analytics and modern best practices processes your website and CRM will never prove as worthy as you would hope. Bob is a master at all things that surround lead demand generation. I highly recommend Bob to any company that is smart enough to hire him. Feel free to contact me if you have any questions regarding Bob and any of his team at Tailwind Strategies.”
James Chordas, Director of Inside Sales
VBrick Systems
“I partnered with my VP Sales to hire Bob to help us completely rebuild our SFDC implementation and the marketing/sales process that its built to support. Bob did a great job of helping us understand what was flawed about our old process, and he helped us determine what new process was right for us. I should emphasize that Bob didn't force some cookie-cutter process onto us; he worked with us to determine what process was best for our business. A key factor of our success was that Bob worked equally well with both the sales and marketing teams. It was essential to have participation from both groups to make sure the process works for everyone. Bob and his team really understand SFDC inside and out -- they know what it can and can't do, and were extremely helpful in guiding us down the right path. We're in a radically different place than we were before Bob and his team got involved. We now have a marketing/sales process that we all believe in, and a SFDC implementation that is streamlined, makes sense, and has quality data and metrics. We're measuring key metrics and making informed decisions in a way we could not do before. We're all quite excited about it. My bottom line: if I find myself in a place where I need to rebuild or optimize my marketing/sales process and our SFDC implementation, I'll be calling Bob again!”
Eric Schurr, EVP Marketing, Gomez
“You absolutely want Bob and his team's insight into your sales and marketing processes. I engaged Tailwind Strategies when taking LeCayla into the US market. Hiring an overseas sales team is one of the riskest ventures a small company can undertake. However as a European company seeking to break into the US market it was essential. Through an insightful sales and marketing audit Tailwind helped identify potential issues in supporting an overseas team, and improve our overall efficiency. Their help in identifying the correct sales model for the US meant we hit the ground running with a team of professionals whom we could trust. That gave us the presence to build our business and ultimately a successful exit.”
Conor Halpin, President LeCayla
“Bob was on the board of my company and was instrumental in guiding my company to growth as well as through a successful exit through acquisition. I have worked with a lot of great technology people and a lot of great business and sales people but I have never worked with someone who was a technically sharp as Bob but also understood, at an intuitive level, how business and sales really work and was able to explain it in a way that was actionable and truly helped business. I personally measure people I want to work with based on their results, their integrity and their abilty to deliver on time. Bob is top of my list in each of these categories.”
Stephen Smith, President Optas
“Bob is a great resource for helping technology companies improve their sales and marketing efforts. Bob takes the time to learn about each of his clients, and develop a strategy that improves their revenue and profitablity. Bob's track record of success over the years is testament to his understanding of how to drive revenue and sales.”
Jim Gildea, Founder Aegis Associates
“As CMO for VBrick Systems, I partnered with Bob Walmsley to revamp and automate our go-to-market and demand gen engine. When it comes to strategies that impact B2B sales and marketing results there is no one more knowledgeable than Bob and his team of experts. We used Bob’s expertise to do a deep dive on areas such as sales and marketing process auditing, website analytics, campaign effectiveness, marketing automation, lead scoring, lead nurturing, real-time inside sales management, opportunity management, and Salesforce.com applications. He put together a comprehensive program and implementation plan that was executed with great effectiveness and efficiency. Bob’s front end situation analysis, strategic recommendations and collaborative process were impressive. He took the time to understand our current situation, our long term business goals and worked well integrating the requirements of Sales, Marketing, IT, Operations and Sr. Management. Above all he executed a complicated plan flawlessly while creating an environment of seamless teamwork. I highly recommend Bob and his team to anyone who is serious about automating the go-to-market and demand gen processes of their business.”
Stanley P. Jaworski, Jr., CMO VBrick Systems
“Bob Walmsley and I have worked together in numerous capacities over the past few years. Our relationship began in 2002 at Optas where he served on our Board of Advisors. Bob was, and is, a sales and marketing expert to whom we often turned for advice. Even back then he was cutting edge and introduced us to the concepts of sales and marketing process auditing, the importance of website analytics (this was before Google Analytics was readily available!) and the promise of marketing automation in the B-2-B sales environment. Bob has always been an early adopter and his company, Tailwind Strategies, has been the catalyst for their clients rapid adoption of the latest sales and marketing techniques. He has introduced many companies to the use of pay-per-click marketing (Google Adwords); helped them understand how to leverage marketing automation tools like Eloqua and Manticore; and taught them the importance of having a social media strategy and utilizing engines like Twitter and LinkedIn. I recently joined a start-up called WordStream and when we needed assistance with understanding our prospects digital buying behavior; wanted help implementing lead scoring and nurturing programs; and had to be sure our implementation of Salesforce.com supported all these efforts; the first person I called was Bob Walmsley at Tailwind.”
Connie Stack, SVP Wordstream
“Bob and his team did our Salesforce implementation at expressor before we launched our product in 2008. They also instrumented our website to capture leads and load them into Salesforce. Lastly, they set up Google Analytics to capture website traffic statistics. His crew worked very closely with our website design firm and went above and beyond the scope of work to assist their design efforts. The project was delivered on time, on budget with superb results. For sales force or marketing automation projects, Tailwind delivers superior results because their staff has a keen of understanding of the sales and marketing disciplines.”
Bob Potter, President Expressor Software
“I have known and worked with Bob for better part of 5 years and have referred Bob and his team to many of my business colleagues. He is the pioneer in making the Sales and Marketing Process work. Everything from the Website Analytics, PPC AdWords through to Marketing Automation, and finally to the Sales execution. He takes the art of the possible a reality for many companies.”
Andrew (Drew) Clarke, VP Field Operations, Cognos
“One of the biggest challenges in any organization is to be able to align the organization around what is possible - to collectively work together toward common goals and objectives and to understand that they can achieve tremendous outcomes if they align to those goals and oblectives together. I was introduced to Bob through my business partner - the VP Marketing - as a potential asset to bring into the company to assist with the analysis, redesign and implementation of our web strategies, web property design, our SFDC implementation and to align our sales and marketing process for the "new world". Bob did a very good job in laying out the vision for what was possible. He clearly defined the goals and objectives of the process that we were going to undertake and then proceeded to work throughout our entire organization to ensure that there was complete alignment around those goals and objectives. Bob brought acute focus to our business issues and provided a clear path to resolving those pains. He worked exceptionaly well throughout the organization to ensure that the project and ultimately the end solution delivered on the goals and objectives that had been identified. Bob and his team are experts in their field and through their work, brought a level of confidence and understanding to what is possible throughout our entire sales and marketing organization. Today, we have well defined sales and marketing strategies and process' to fully capitialize on the potential of our "new world" demand generation and lead management efforts for our business. We arrived here as a result of the focus and execution that Bob and his team partnered with us to achieve and through their efforts to understand the unique aspects of our business and apply their knowledge and expertise for maximum benefit to our business. I would highly recomend Bob to anyone who is struggling to find the organizational focus needed to understand what is possible to truly maximize on the potential of the web for your sales and marketing initiatives.”
Bruce Reading, EVP Sales Gomez
“Tailwind Strategies has the been-there-done-that experience that enables them to very quickly diagnose problems and make high impact recommendations. We engaged them to evaluate our sales processes and in a matter of days they were able to develop a series of recommendations that made a huge impact on our 2006 sales plan. I would recommend them to anyone interested in implementing best-practice sales methods.”
Chris Zak, VP Sales, Coverity Inc.
“I engaged Tailwind Strategies to help us measure and evaluate our sales process to ensure we are executing to the best of our ability. The Tailwind Performance Profile proved to be invaluable as it highlighted opportunities for us to improve sales productivity while providing a set of metrics that we use to measure improvements over time. We now have the tools we need to objectively evaluate the return on the investments we make in sales and marketing.”
Seth Hallem, CEO, Coverity Inc.
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