Company: Informatica Corporation, Redwood City, CA
Company Description: Informatica is the leading independent provider of enterprise data integration software and services. With Informatica, organizations gain greater business value by integrating their information assets from across the enterprise. More than 3,350 companies rely on Informatica to reduce cost and expedite the time to address data integration needs of varying complexity and scale. informatica.com.
Nomination Category: Sales Individual Categories
Nomination Sub Category: Global Sales Leader of the Year

Nomination Title: Paul Hoffman, Executive Vice President, Worldwide Field Operation

Tell the story about what this nominee achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

In his five years with Informatica, Paul Hoffman has helped drive 20 consecutive
quarters of record company growth – a remarkable growth curve that continued
even through the global economic downturn and into the beginnings of economic
revival. During his tenure, and particularly in the last year, his worldwide
field organization has adapted to selling a constantly expanding portfolio of
product and service offerings as Informatica absorbed seven major acquisitions
and progressed to selling enterprise-wide solutions. This activity has
accelerated over the past 12 months with the rapid-fire acquisition of three
companies with dissimilar and new-to-Informatica technologies. Critically, the
innovative programs and disciplines that Paul continues to put into place have
resulted in quick and successful integration of these acquisitions, increased
sales productivity, and increased top- and bottom-line growth for Informatica.

Today, Informatica’s worldwide field organization comprises 800 people across
sales, presales and professional services and is responsible both for direct
sales and sales through alliance partners.; Informatica has a superb track
record of integrating acquisitions, always exceeding expectations and much of
the responsibility for this success rests with the field organization. To
smoothly integrate new offerings into Informatica’s portfolio, Paul brings in
the acquired sales force and treats it as an overlay organization for the first
year, enabling the larger sales organization to learn the new products while
maximizing the revenue stream from those products. Consequently, Informatica has
always been able to double the sales numbers of what the acquired company was
able to do, in just one year. After 18-24 months, key people from the acquired
force are folded into the Informatica force, adding $ tens of millions of
additional sales capacity moving forward.

To drive consistent performance for his expanding organization, Paul focuses
heavily on pipeline management. For example, twice a quarter in each region, we
hold a pipeline interlock call with marketing, inside sales, direct sales,
service and alliance groups to carefully analyze the contributions of each
function to building the revenue pipeline. The goal is not to just understand
the pipeline but also to understand, using comprehensive metrics, which programs
and techniques are working and why and how they can be even better applied both
locally and globally. The result has been a 60% leap in sales productivity
despite the many more products and services that need to be sold.

In the alliances arena, programs have been launched to help partners find new
opportunities. For example, the INFORM Partner program was launched to great
acclaim, more than 400 partners are members and more than $200 million in
revenue has been realized since the inception of the program which consists of a
comprehensive set of tools, services, and resources to help companies develop,
promote, and sell their solutions in conjunction with Informatica.

The “Red Zone” program focuses on Global 500 companies that are strategic to
specific Informatica partners and leverages those partners to achieve greater
penetration in those customers. Based on the Red Zone’s success, a new “White
Zone” program focusing on Fortune 500 companies, has resulted in significant
incremental revenue and 24 new logo accounts just this year.

The Professional Services Team under Paul’s leadership has designed and
implemented the market leading Velocity Methodology, an implementation framework
for the development of data integration solutions through best practices and
techniques.; It covers each of the major phases of solution development: Manage,
Architect, Design, Build, Deploy, and Operate.; The team has also led the
industry in developing and implementing Integration Competency Centers (Centers
of Excellence) to ensure customers get the most value out of their data
integration technology. The team has even written a successful book on it.
Currently they are finalizing on a follow-on book on the Lean Integration theme,
which is ground-breaking thought leadership on a new management system that
emphasizes focusing on the customer, driving continuous improvements, and the
elimination of waste in end-to-end data integration and application integration
activities.

Says Sohaib Abbasi, CEO and chairman, Informatica, “Informatica continues to
expand its market opportunities through a growing portfolio of solutions that
help customers do more with less.; Under Paul, our field’s operational
discipline, constant productivity growth, and team selling with acquired
organizations and partners has been pivotal to the tremendous success of this
strategy.”

List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

http://www.informatica.com/news_events/press_releases/2008/02042008a_inform.aspx
http://www.informatica.com/news_events/press_releases/2007/03212007_velocity.aspx
http://www.informatica.com/news_events/press_releases/2005/05172005a_iccguidebook.aspx
www.integrationfactory.com

Provide a brief (up to 100 words) biography about the nominee:

Paul Hoffman, Executive Vice President, Worldwide Field Operation, Informatica
Paul Hoffman leads Informatica's sales, alliances, professional services and
education services organization across the Americas, EMEA, Asia-Pacific and
Japan. Paul possesses a 30-year track record of leading high-growth sales
organizations including Cassatt Corp., SeeBeyond Technology Corp. and
Documentum. He also spent 10 years at Oracle in executive-level positions