Andrew Knott

Current

VP - Marketing, APAC at Salesforce.com

Past

Regional Business Director, VP - Operations at Ogilvy & Mather, Asia-Pacific
Regional Director at OgilvyAction
Managing Director at OgilvyOne

General Manager at WSA Online
Head of Client Service & Strategy at HotHouse Interactive
Director, Sales & Marketing at Secom Australia
Regional Marketing Director at TNT Express

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Marketing and Advertising

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Andrew Knott’s Summary

Well qualified and experienced Regional Vice President with specialist skills in Business Turnaround, Emerging Market Entry, Branding, CRM, Interactive, Channel Marketing and Business Development.

Track record of exceeding Budget Targets, through identification of Profit Opportunities, maximization of Revenue Quality, and focus on achieving growth in Key Business Units.

Responds well to challenge and responsibility. Operates well in dynamic and unstructured environments. Intuitive thinker seeks to constantly develop most innovative yet productive solutions.

Andrew Knott’s Specialties:

Business Turnaround, Emerging Market Entry, Branding, CRM, Interactive, Channel Marketing and Business Development, IT, Financial Services

Andrew Knott’s Experience

VP - Marketing, APAC

Salesforce.com

(Public Company; CRM; Information Technology and Services industry)

April 2008 — Present (1 year 10 months)

Description
Salesforce.com (SFDC) is the enterprise cloud computing company. The company's portfolio of Salesforce CRM applications has revolutionized the ways that companies collaborate and communicate with their customers across sales, marketing and service. The company's Force.com Platform enables customers, partners and developers to quickly build powerful business applications to run every part of the enterprise in the cloud.
As of July 31, 2009, salesforce.com manages customer information for approximately 63,200 customers.

Responsibilities
 Responsible for defining the go-to-market strategy for SFDC in Asia Pacific. Critical emphasis on market prioritization, distribution and differentiated product strategy.
 Specific focus on prospective customer lead generation across the product portfolio through structured segmentation & analysis.
 Budget owner for all APAC marketing programs. Own the definition and implementation of the entire APAC program mix across four sub-regions and fourteen countries.
 Lead media spokesperson for SFDC in APAC. Responsible for all key press and analyst relationships in region and driving SFDC’s regional profile.
 Regional marketing leader, managing the team covering PR, digital, field marketing & external agencies

Skills Acquired / Developed
 Developed deep functional knowledge of Cloud Computing, software & platform as a service and infrastructure as a service.
 Able to deliver business strategy to accommodate exponential growth.
 Leveraged trade marketing expertise to drive alliance partner channel development.

Achievements
 Exceeded pipeline targets for six consecutive quarters despite economic turn-down.
 Redefined marketing program mix to drive >65% of leads through digital channels.
 Created maturation program to help drive improved conversion through the business.
 Defined and implemented SFDC’s first partner co-marketing program.
Regional Business Director, VP - Operations

Ogilvy & Mather, Asia-Pacific

(Public Company; WPP; Marketing and Advertising industry)

November 2000 — March 2008 (7 years 5 months)

Description
Ogilvy & Mather is one of the largest marketing communications networks in the world. Ogilvy & Mather is part of the WPP Group.
Ogilvy Healthworld is dedicated to elevating and expanding the value of healthcare communications.
Ogilvy Action, activates brand experience where purchase decisions are being made.

Responsibilities
 Integration planning and implementation. Bringing 141 Worldwide and subsequently Bates Healthworld into the Ogilvy network.
 Development of regional service, creative and planning structures for both Action and Healthworld.
 Regional client lead for Johnson & Johnson Group of Companies.
 Regional activation lead for Unilever and coordination responsibilities for all activation initiatives on Ogilvy’s global client brands (GBC), including American Express, Coke, Gillette, and DHL.

Skills Acquired / Developed
 Acquisition integration. Aligning stakeholder goals and facilitating cultural fit whilst delivering growth.
 Trade & Channel Marketing. Leveraging 141’s expertise on BAT for Ogilvy’s client base.
 Healthcare Marketing. Creating incremental brand value & driving sales through professional communications.

Achievements:
Ogilvy Healthworld
 Restructured Healthworld Australia, facilitating 47% revenue growth in 2006 and 32% margin improvement. Integrated Healthworld in India with OgilvyOne resulting in 140% growth and 77% operating profit improvement.
Ogilvy Action
 Redefined core business proposition, facilitating service restructuring across principle markets. Migrated RM capabilities into OgilvyOne/RMG Connect.
J&J
 Ogilvy appointed Olympics agency of record by J&J. Scope of work expanded to incorporate web, mobile, OOH & brand activation. Market engagements in eight key markets, delivered 58% growth over budget.
Unilever
 Managed engagements for Ogilvy Action on Unilever in all relevant markets in Asia. Delivered 12% growth for entire Unilever account.
Regional Director

OgilvyAction

(Public Company; Marketing and Advertising industry)

January 2005 — December 2006 (2 years )

See above
Managing Director

OgilvyOne

(Privately Held; Marketing and Advertising industry)

November 2000 — December 2004 (4 years 2 months)

Description:
OgilvyOne Worldwide delivers the art and science of effective one-to-one marketing incorporating CRM, direct, digital & consulting.

Responsibilities:
 Development of core service offering in emerging markets.
 Definition & delivery of budgeted revenue, profit and business growth/expansion objectives.

Skills Acquired / Developed:
 Understanding of complex, multi-stage, cross unit, business development processes in the IT & FS industries.

Achievements:
Korea
 Restructured One Korea to deliver first profitable return since operation was established in 1999.
 One Korea achieved highest client satisfaction scores in One network.
China
 Introduced integrated online/offline direct offering into China in 2001. Achieved 280% growth in two years.
Visa/Kookmin Bank (Korea)
 Developed new card program to drive card consolidation across member base. Improved yields by 25% in first quarter.
 Designed new segment/value model. Acquired 300,000 customers against 5 distinct segment profiles at 61% of target CPC.
IBM (China & Korea):
 Managed transition of Demand Generation services into China & Korea.
 Created a tiered program marketing structure to support key messaging platforms. Designed to deliver across LOB, whilst customisable for lead generation objectives by product, industry and solution type.
 Implemented structural changes to IBM team in both China and Korea to improve service efficiency, strategic input, and creative product.
SAP (Korea):
 Completed data consolidation for SAP Korea. Automotive & high-tech industries campaigns & product programs all achieved >8% response.
 Lead generation conversion highest in AP.
Nike:
 Developed Nike’s first video push to mobile campaign. Over 2 million views, 320000 downloads. Won Nike’s global campaign effectiveness award.
General Manager

WSA Online

(Marketing and Advertising industry)

January 2000 — November 2000 (11 months)

Description:
WSA Online was awarded Australian Financial Review Digital agency of the year in 1999. Considered to be at the forefront of the development of integrated marketing & strategy services (offline & online).

Responsibilities:
 Management of Sydney office. Focus on business development, client service, operational effectiveness, business process and the setting and achievement of budget.
 Delivery of interactive business planning and integrated marketing strategy services to clients
 Identification, Development and Management of Strategic Alliance Partners (communications, consulting & research)

Skills Acquired / Developed:
 Sound financial, resource & production management expertise

Achievements:
 Won and/or grew key accounts including Citibank, Mitsubishi, IBM and Aussie Home Loans. Responsible for the management of 65% of total group revenue.
 Launch of revised Citibank iCard product exceeded acquisition targets by 120%, achieved at 90% of pre-defined cost per acquisition.
 Implemented intranet enabled business process management strategy for Mitsubishi, providing lead tracking through to after sales support and relationship management. Contributed to a rationalization of the dealer network ultimately delivering net 34% improvement in cost of service.
 New Lancer (Mitsubishi) launch winner of gold for “Best New Media” campaign at Yahoo Awards. Contributed to 7% uplift in unaided brand awareness, generated over 1200 applications for test drive and ultimately 5% sales conversion.
Head of Client Service & Strategy

HotHouse Interactive

(Privately Held; Internet industry)

January 1999 — December 1999 (1 year )

Description:
Since 1996 HotHouse has been a leading player in the integrated web services market. HotHouse has developed over 200 websites for some of Australia’s largest brands as well as developing numerous dot.com ventures

Responsibilities:
 Member of the HotHouse board of directors. Duties included:
- Development of HotHouse business model
- Definition and Reporting of Revenue and Profitability
- Executive Management of Client Portfolio
- Contribution to Workflow Process Development
 Recruitment & Development of Strategic Account Service Team

Skills Acquired / Developed:
 New business development

Achievements:
 Ran key accounts, E*Trade, Telstra.com, HCF, Vodafone, McDonalds, Coca-Cola.
 E*Trade Australia achieved #1 online trading brand status within 18 months of launch with 18.8% unaided recall. With approximately 6% market participation rate and over 30,000 customers (Jan 2000), E*Trade was in the top 2 online brokers in the Australian market
 Implemented the eCommerce enablement strategy for HCF (health insurance)
 Development of Coca-Cola’s Olympic web strategy. Incorporating data gathering and mining functionality, customizable email casting, viral marketing strategy and web management.
Director, Sales & Marketing

Secom Australia

(Marketing and Advertising industry)

1997 — 1998 (1 year )
Regional Marketing Director

TNT Express

(Public Company; TNT; Package/Freight Delivery industry)

September 1995 — November 1997 (2 years 3 months)