October 7, 2005

Another Former Employee to Poach?

Today Tom and I discussed a potential hire for his company. It’s a former VP from my previous company. In fact, she left just after the acquisition. We discussed potential fits or roles she could fill, but I countered with a person who would be perfect for negotiating with VARs as part of our channel strategy. “I know the perfect person for you. He can target the right potential partners, negotiate the deal, and then bring you in to close, and then execute and manage the relationships.” I said with enthusiasm. “Remember I said there were only a handful of people I would work with again? He’s one of them.” I added. “Well, I know how the hires turn out when you say that. We get people like Jonathan. Okay, see if he’s interested.” Tom said nonchalantly.

William the VAR Guy

I still had William’s cell phone number so I called him. He sounded surprised to hear from me. Happy, but surprised. “Your name came up today in an email from Greg. Something about a press release about your company in your local newspaper. Your name came up in an email.” William said with great interest. We exchanged pleasantries, but then I got to the point. “We’re looking at VAR guy just like you. I’d like you talk with our CEO. You interested?” I asked. “Well…I’m a loyal guy so I’m not sure if I’m interested. What do you guys do?” He asked. I told him, explaining our two new partners that managed to impress him. “Also, we have an exit strategy. I know exactly how you felt when we were acquired. You and I didn’t exactly get what we were expecting with our stock options. But here William, in the event of an acquisition, all stock vests unlike the last time you and I were in that situation.”

Repositioning, Now I William’s Ear

“What do you guys do again? Do you target x, y, z? I also used to work with your target audience.” Williams said as he tried to reposition and sell his skills to me. “I don’t want to be stupid and miss out. Why don’t I look at Greg’s email about you? Check out your site, and I’ll call you tomorrow.” He added. “Of course, trust me, you would be missing out.” I said with a laugh. I’m not sure what William will do. He has a good gig, predictable job, his family’s in a nice routine with their Au Pair for his girls who are also in ballet. He may not be a risk taker anymore.

Are You Okay? Really, Are You Okay?

Tom noticed that I was a little intense and very short about the news from the latest partner we just signed. They didn’t want to do a press release about our partnership for two reasons. They’ve just recently been acquired which was announced late last week. Also, the partnership with us for only one of their products in their product line, they didn’t think it warranted a press release and didn’t want to confuse reporters. I wasn’t happy. Tom was annoyed. But he also noticed I had a different energy today. I was short and intense. Our conversation ends, then he returns an hour later asking, “Are you okay? I’m mean really okay?” I said something, but then he continued, “I don’t want you to go up in a puff of smoke. If we need to review the priorities to make sure their manageable, then we should do it.” He added.

Self-Management, Following My Own Priorities

“I’m fine. I’ve recalibrated my priorities because I’m not confident our partners will do their job. Fifty-one percent of our pipeline for Q4 relies on them. My top priority is product marketing to adapt the ROI Financial Dashboard into the sales process before proposal stage and my second priority is lead generation for our direct sales efforts. Eighty percent of marketing efforts have gone into supporting this partner and they have failed to be timely. I need to make sure Amanda can slam dunk partner opportunities and move on to our targets.” Tom agreed, but just wanted to know that I was okay. I am, but I am getting frazzled. I have one too many priorities for marketing, but I think I’m going to pitch Tom to allow me to outsource the work.

The Smart Lemming Diary is a series that chronicles a journey of laid-off worker, who becomes a Vice President of Sales Operations & Marketing for a small entrepreneurial healthcare technology company. For previous entries in this series, click here.

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