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Rick Cameron, GlassHouse Technologies

  

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Company: GlassHouse Technologies, Framingham MA
Company Description: GlassHouse Technologies is a data center consulting and services firm focused on helping customers reduce costs, decrease risk, improve service levels and increase visibility into their IT environments. Founded in 2001 by Mark Shirman and Richard Scannell, GlassHouse has been widely recognized in the industry for its domain expertise.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: National VP of Sales of the Year

Nomination Title: Rick Cameron, VP of Sales

    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:

        Rick Cameron is a vice president of sales (nationwide) at GlassHouse,
responsible for sales in our Customer Support Services (CSS) division as well
as our managed services.  Our CSS business provides technology companies 24/7,
worldwide field service and logistics support.  Our managed services helps
customers manage their IT infrastructure on a day-to-day basis.  Rick is a key
leader in our sales team.  He develops programs and incentives to meet sales
goals and customer needs.  And he is by far the single largest contributor to
GlassHouse’s sales revenue stream.

        From sales and account management to service development, Rick’s sales
responsibilities over the past six years have covered it all. His passion and
focus on growing the business are evident in the numbers. In 2009, he brought
in over $2.3 million in new revenue to the business. At the same time, Rick
continued develop new services, and as a result our existing clients spent 44%
more with us in 2009 than they did in 2008.   So far for 2010, Rick has
brought an additional $3 million of revenue and increased the business from
our current customers by 48%. This is just a continuation of a strong sales
track record: Rick grew the CSS business by 86% in 2008 and 60% in 2007.

        The challenge this past year has been a mission to incorporate more of our
managed services and consulting services into the Customer Support Services
offerings. By taking the time to understand his customers’ businesses and
developing creative programs to meet their needs, Rick has proven that he can
capture the attention of technology companies, engage in consulting projects
to improve their IT environment, and convince them to move their support
service needs to our new service operations center in Cary, NC.  Through our
call center, we provide managed services as well as customer support services
capabilities.  Companies such as Xiotech, Onstor and Dot Hill have increased
their investment in our services by more than 100% over the past two years.

        As clients continue to join the roster, Rick manages the technical training
inside GlassHouse to improve our knowledge and capabilities. With more than
34,000 field service representatives, Rick has set up a team with the global
reach to ensure we can support our client’s customers - anywhere in the world.
Rick negotiates and manages agreements with suppliers such as NCR and Choice
Logistics to guarantee we can manage the support needs of our clients.

        In additional to the pressures of growing a business and keeping clients
satisfied, Rick juggles tasks well outside his role. Rick does not have a
large team of administrative aides, sales associates, marketing specialists or
business development liaisons working for him.  He is basically a one-man-band
managing all aspects of CSS, which he has single-handedly turned into a core
revenue center for GlassHouse. 

        The result of Rick’s focus and dedication is impressive sustained. Recurring
business remains strong, demonstrating that our clients trust Rick and
continue to invest in our reliable, scalable solutions.

    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.glasshouse.com

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

        Rick currently serves as the Vice President of Sales.  Prior to joining
GlassHouse, Rick founded Storage Training Partners, Inc., a firm focused on
developing and delivering storage training on behalf of companies in the
storage industry, which was successfully integrated into GlassHouse in early
2002.  Previously, Rick held senior positions at StorageNetworks, Inc., and
CLARiiON, a division of Data General.  Rick has an MBA from Bentley College, a
BS in Computer Science from Rensselaer Polytechnic Institute and has completed
the MIT Sloan School of Management’s Greater Boston Executive Program.