Company: Omniture, Orem, Utah
Company Description: Omniture helps businesses answer essential questions about driving online success. Omniture, founded by CEO Josh James and SVP John Pestana in 1996, has more than 150 employees based mostly in the headquarters in Orem, UT. Omniture continually receives awards for corporate success and technology leadership. Omniture customers include many of the largest, busiest and most successful Web sites.
Nomination Category: Organization Awards Categories
Nomination Sub Category: Best Sales Organization

Nomination Title: Omniture, Inc. Sales Organization

   1. Tell the story about what this nominated functional organization achieved in 2004 (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:

As had been the case for the past three years, Omniture’s Sales Organization had
a tough challenge – to improve upon its remarkable performance from the previous
year. Omniture’s Sales Organization had the honor of being recognized as the
2004 American Business “Stevie” Award winner for best sales organization during
2003. Pushing itself for even better results in 2004, Omniture’s Sales Team
refocused on its core business goals in it’s quest to again earn this mark of
distinction.  The core areas of focus in 2004 included:

-Increase customer base; new customers and the level of adoption from existing
customers.
-Increase average transaction within new customer base.
-Maintain client retention.
-Expand footprint and coverage into EMEA and APAC.
-Target key accounts that provide significant revenue growth and morale for
Omniture, while at the same time providing crippling losses to our competitors. 

“One who knows his enemy and knows himself will NOT be endangered in 100
engagements”
In order for Omniture’s Sales Team to succeed in delivering continued results in an
increasingly competitive market, Vice President of Sales Chris Harrington, took a
proactive approach to the “Web analytics War.” Rather then sitting back and
watching competitors try to encroach upon Omniture’s leadership position,
Harrington borrowed strategies from Sun Tzu’s “The Art of War,” and focused the
team on aggressively knowing their competitors first and attacking their
beachhead – setting specific goals and bounties for securing critical opportunities
that held emotional value to competitors; bolstering morale and company revenue
while fracturing competitors’ confidence.

In 2004, Omniture’s Sales Organization exceeded all goals and objectives,
outdistancing competitors with the following highlights.

-Achieved 125.6% of Annual Quota.

-Achieved 278% sales growth over 2003.

-Secured 283 new customers in 2004 (a 255% increase over 2003).

-New customers include AOL (largest ASP deal in history), Expedia, Apple, Major
League Baseball, MTV, Classmates, Earthlink, JPMorgan Chase, American
Greetings, LastMinute.com, SONY, Ford, Toyota, and Sun. Omniture now serves
four of the Fortune 5.

-Increased average new annual contract value by 13%.  53 existing clients
increased their annual contact value by 17%.

-Secured 83% of new customers in head-to-head competitive battles. 

-Grew sales organization 225% from 12 to 27 at the end of the year (already in
2005 the team has grown to over 40). With a larger team, Omniture broadened its
sales footprint to include EMEA and APAC.

-Maintained 100% client retention for customers with annual contract values of
more than $10,000.

-9 of Omniture’s Top 15 customers secured in 2004 were held by competitors.

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

2004 Omniture Corporate News Announcements
http://www.omniture.com/s2/press_releases.php

Notable Announcements:

December 2004
-Omniture’s SiteCatalyst 11 Delivers Web Analytics to Managers, Executives and
C-Level Decision-Makers
-DoubleClick Partners With Omniture to Offer Web Analytics Solution

November 2004
-Omniture Launches Industry's First Web Analytics Best Practices Group

October 2004
-Omniture is Largest Stand-Alone Web Analytics ASP with $25 Million Revenue
Run Rate
-Omniture Named Clear Market Leader by Third Party Research Firm
(JupiterResearch)
-Omniture Customers Capture Upper Ranks of Internet Retailer
-Omniture Posts Another Record Quarter

September 2004
-Omniture Announces Industry’s Most Comprehensive Training Initiative (Omniture
University)
-ChannelNet® and Omniture™ Announce Strategic Alliance
-CMP Media LLC Selects Omniture’s SiteCatalyst™ for its 150-Plus Sites

August 2004
-America Online Selects Omniture To Provide Web Analytics

July 2004
-Omniture Leads Web Analytics Adoption with Financial Services Leaders
-Omniture Announces Alliance With RichFX and Now Provides Analytics to More
Top 300 Retailers Than Any Other Analytics Provider
-Omniture’s SiteCatalyst™ Cited As Leader In Independent Research Firm’s
(Forrester’s) June 2004 Report

June 2004
-Oracle Streamlines Site Design with Omniture

May 2004
-Omniture’s SiteCatalyst™ Helps SportsLine.com Advance the Ball for Popular
Sports Web Sites
-Omniture, Inc., Closes $14.5 Million Venture Capital Funding Round Led by
Hummer Winblad Venture Partners

April 2004
-Online Marketers Embrace SiteCatalyst™, Fueling Another Quarter of Record
Growth, Profitability and Accomplishment
-Omniture Delivers Breakthrough Customer Insight with Latest Release of
SiteCatalyst™

March 2004
-Hyatt Hotels Selects Omniture’s SiteCatalyst™
-Kelley Blue Book Gains Greater Customer Understanding and Strengthens
Partnerships with Omniture’s SiteCatalyst™

February 2004
-Overstock.com Achieves Checkout Conversion Rates of over 70% Using
Omniture’s SiteCatalyst™

January 2004
-Edmunds.com Democratizes Data to All Departments with Omniture’s
SiteCatalyst™
-Omniture’s SiteCatalyst™ Selected by Walmart.com
-Timberland Gauges Customer Interest During Holiday Season By Utilizing
Omniture’s SiteCatalyst™

2004 Omniture Awards
http://www.omniture.com/s2/awards.html

Notable Awards:
-Omniture Recognized by Inc. 500 as one of the Fastest Growing Companies in
North America for Second Consecutive Year (Ranked #226)
-Omniture Wins Deloitte Technology Fast 500 (Ranked #257)
-Omniture Named “Top 25 Provider” by ASPNews.com
-Omniture Customer Overstock.com Wins 2004 WebAward
-Utah Best of State 2004 for Science & Technology
-Omniture Recognized by Software Magazine in Software 500 (Ranked #412)

Omniture Client Base
http://www.omniture.com/s2/client_list.html
New customers in 2004 include AOL, CMP Media LLC, Edmonds.com, Kelly Blue
Book, Hyatt Hotels, Oracle, SportsLine.com, Timberland and Wal-Mart., Expedia,
Apple, Major League Baseball, MTV, Classmates, Earthlink, JPMorgan Chase,
American Greetings, LastMinute.com, SONY, Ford, Toyota, and Sun

Omniture Clients’ Testimonials
http://www.omniture.com/s2/testimonials.html

Analyst Support for Omniture
http://www.omniture.com/s2/analyst_insight.html

2004 Coverage Highlights:
 
Mining for E-Gold With Web Analytics, October 18, 2004
http://www.eweek.com/article2/0,1759,1680709,00.asp?kc=EWRSS03119TX1K0000594

Omniture Named “Top 25 Provider” by ASPNews.com, October 4, 2004
http://www.aspnews.com/top50/

I've Just Met a Girl Named "Liquidity,” September 27, 2004
http://www.traffick.com/2004/09/ive-just-met-girl-named-liquidity.asp

Taking E-Commerce to the Next Level, August 31, 2004
http://www.businessweek.com/technology/content/aug2004/tc200
40831_3370_tc172.htm

AOL Awards Omniture ASP Deal, August 23, 2004
http://www.internetnews.com/xSP/article.php/3398501

AOL signs up for Omniture traffic tool, August 23, 2004
http://news.zdnet.com/2110-3513_22-5321091.html?tag=sas.email

Getting Personal (Again), August 16, 2004
http://www.computerworld.com/softwaretopics/software/story/0,1080
1,95219,00.html

Web Analytics Services: Inside Information, August 2, 2004
http://www.nwc.com/showitem.jhtml?docid=1515f2

LAMPS PLUS Reduces CPA by 30 Percent Using Omniture's SiteCatalyst,
August 2004
http://www.dmreview.com/article_sub.cfm?articleId=1007289

Edmunds.com Tests Paid Search to Drive Traffic: Discover Their Results, July 12,
2004 
http://www.contentbiz.com/barrier.cfm?currentID=2760

Online ads that don’t make the cash register ring, July 8, 2004
http://www.internetretailer.com/dailyNews.asp?id=12358

Omniture Lures $14.M In Funding, May 13, 2004
http://www.ebizq.net/news/4429.html

Vendors bolster CRM wares, April 16, 2004
http://www.nwfusion.com/news/2004/0416crmwrap.html

Hyatt’s Website Analytics, April 16, 2004
http://www.line56.com/articles/default.asp?ArticleID=5505

Analytics pushing deeper into online retail business, says Omniture, March 24,
2004
http://www.internetretailer.com/dailyNews.asp?id=11581

Overstock`s checkout conversion soars with analytics-driven improvements,
January 26, 2004
http://www.internetretailer.com/dailyNews.asp?id=11144

After side-by-side comparison, Walmart.com picks Omniture analytics, January,
22, 2004
http://www.internetretailer.com/dailyNews.asp?id=11119

Analytics help Timberland.com stay ahead of holiday customer demand, January
22, 2004
http://www.internetretailer.com/dailyNews.asp?id=11121

Deloitte Technology Fast 500 CEO Profile: Josh James, January 1, 2004
http://www.public.deloitte.com/fast500/ceo_archive/JoshJames_Omniture.asp

   3. Provide a brief (up to 100 words) biography about the leader(s) of this nominated functional organization:

Harrington is Omniture’s Vice President of Sales. With over 15 years of
experience in direct sales and sales leadership (9 of those in technology),
Harrington is responsible for leading all direct and indirect sales efforts
worldwide.   Prior to joining Omniture, Harrington has held positions with Domain Systems (VP of Sales), RichFX (VP of Sales), Viewpoint, a Computer Associates Company (VP of Sales), DIRECTV (Sr. Director of Sales), Matrix Marketing, now Convergys (Call Center Director).