Company
About
Bottom-Line Training provides unique, targeted workshops focused on
developing and improving the selling skills of your Sales Engineers (SEs) --
also called Applications Engineers, Systems Engineers, etc. -- and will
ultimately improve your company's bottom-line. Our focus is to elevate the
skills Sales Engineers selling high end software or hardware need to be
successful and help your company thrive.
Our comprehensive workshops teach your SEs how to be more effective at all
the sales related activities of their job: demos, presentations, benchmarks,
evaluation support, discovery, qualification, and more.
We are not one of the many generic sales skills training companies that only
focus on the needs of the sales rep. (Although we do partner with a top-notch
company who provides complementary training for your sales reps if you are
in need.) Our programs focus on the SE's skills requirements and teach easy
to remember and structured techniques that enable them to quickly and
sustainably implement the methods learned.
Guaranteed.
Our Practices
We believe in providing training programs that:
About Our Logo
Bottom-Line Training represents the change in perspective we give to SalesEngineers. We turn your Sales Engineers from task oriented to results oriented
so they know how to spend their time to help your business grow.
The letters BLT and their colors are a play on the sandwich and represent the
bottom-line needs of people. The sandwich covers most of the major food
groups you need to thrive: Meats (bacon). Vegetables (lettuce), Fruits (tomato
- yes it is a fruit), and Grains (bread). For the nutritionists out there, the only
missing food group is Dairy. But many people are lactose intolerant so we
selectively add the cheese. Our training will supply your Sales Engineers with
mental nourishment to thrive and will give them the knowledge they need to
take a big bite out of your competition.
Rob Garneau, Founder
Rob has over 25 years of high-tech industry sales experience with the subjects
taught in this program, over 12 years of sales skills teaching experience, and
brings a wealth of knowledge to the classroom.
Prior to starting Bottom-Line Training, Rob worked for Cadence Design
Systems for 17 years. Cadence was a small company with less than 100
employees when Rob joined. He was one of the original 4 Applications
Engineers in the Western US and helped build the company into the leader in
the Electronic Design Automation (EDA) industry with revenues in excess of
one billion dollars. He understands the EDA software industry and the issues
important to customers in detail. His hands-on experience includes working as
an Applications Engineer (AE) through Senior Sales Technical Leader, Sales AE
Manager, Business Operations Manager, and Senior Development Manager
responsible for sales and demo skills development and training of the
worldwide sales AE organization of over 400 people.
Prior to working for Cadence Rob worked for Applicon for 3 years - a leading
supplier of MCAD and EDA software products.
Rob earned a BS degree in Electrical Engineering and Computer Science from
UC Berkeley and graduated with honors.
Rob capitalized on the soft skills training offered while at Cadence and
attended 29 classes during his tenure there--10 of those classes were sales
skills focused. He developed and taught Sales Engineering skills for 7 years at
Cadence before starting Bottom-Line Training. As a result of Cadence's
investment in their employees, they grew from a small, private company to
the number one, public company in the EDA industry during Rob's tenure.
Rob has delivered Sales Skills training around the world to Sales Engineers
from all technology disciplines and has received critical acclaim.
Jack Rimmele, Vice President Learning and Development
Jack spent twelve years concentrating on the recruitment, development and
retention of technical personnel that support sales and marketing as Director
of Pre-Sales Engineering at Cadence Design Systems. Prior to that role Jack
was a pre-sales engineer at Cadence where he honed his technical and
customer facing skills, supporting customers of all sizes in the electronics
industry. He has managed teams of up to 50 engineers and has trained
hundreds of engineers globally to develop their customer facing, presentation
and engagement skills.
Jack brings a wide range of experiences from retail, law, education,
manufacturing and high tech. His 30 plus years of experience include the
positions of Design Engineer at AT&T Microelectronics, COO & CFO at Datacap,
Director of Engineering at Cadence Design Systems and Adjunct Professor of
Electrical Engineering at Lafayette College. The last twenty years he has spent
in the technology sector, including semiconductor, mil-aero and EDA.
He holds Baccalaureate degrees in Math and Electrical Engineering from
Lafayette College, an MS in Electrical Engineering from Lehigh University, a JD
degree from Rutgers University and an MBA degree from Lehigh University.
Drawing on his varied industry and educational background he is skilled at
developing best practices and effecting improvements at companies around
the world.
Rob Rouland, Vice President of Business Development
Rob brings over 20 years of technical sales, marketing and professional
services leadership experience in enterprise software solutions. Rob is a
recognized expert in leading and developing high-performance customer-
facing technical sales teams to uncover complete customer business needs,
translate business needs into valued solutions, and provide measurably
superior outcomes for customers.
Rob began his career designing infrared imaging systems at Texas
Instruments. He then became a Sales Application Engineer at Analog Design
Tools where he helped propel the company to be acquired by Cadence. At
Cadence Rob’s responsibilities included leading pre-sales technical sales teams
and professional services delivery teams, as well as director of the worldwide
marketing team for Professional Services.
At enterprise collaboration software leader Intraspect (now part of OpenText)
Rob served as VP of Field Technical Operations where he recruited and led the
field teams for both pre-sales and customer engagements. At Intraspect Rob
went on to lead key multi-million dollar sales and delivery engagement wins
with key customers including JPMorgan, KPMG and WPP.
Rob holds a baccalaureate degree in electrical engineering from Lehigh
University and an MBA from the Wharton School at the University of
Pennsylvania.
Mark Toth, Vice President of Sales
Mark is a senior technology professional with over 18 years of broad
marketing and business development experience in the computer systems and
semiconductor software industries. Mark has extensive experience helping
companies align their business and technology objectives with their end-
customer requirements. He is passionate about enabling client-partners to
achieve their business and technology objectives and understands how to
positively impact their bottom-line.
Prior to joining Bottom-Line Training, Mark spent over 15 years helping
Cadence Design Systems grow from a small software company to the EDA
industry's leading provider of design automation tools and services, with
revenues of more than $1.5 billion. He began his EDA career in sales and later
moved on to increasing levels of responsibility in strategic alliances, operations
and corporate strategy, ultimately earning an executive staff position reporting
to then-president and CEO, Ray Bingham.
Mark earned degrees in Information Systems and Business Administration
from The University of Akron prior to moving to Silicon Valley. He now lives in
San Jose with his wife and twin boys.
Copyright © 2010 Bottom-Line Training
Bottom-Line Training provides unique, targeted workshops focused on
developing and improving the selling skills of your Sales Engineers (SEs) --
also called Applications Engineers, Systems Engineers, etc. -- and will
ultimately improve your company's bottom-line. Our focus is to elevate the
skills Sales Engineers selling high end software or hardware need to be
successful and help your company thrive.
Our comprehensive workshops teach your SEs how to be more effective at all
the sales related activities of their job: demos, presentations, benchmarks,
evaluation support, discovery, qualification, and more.
We are not one of the many generic sales skills training companies that only
focus on the needs of the sales rep. (Although we do partner with a top-notch
company who provides complementary training for your sales reps if you are
in need.) Our programs focus on the SE's skills requirements and teach easy
to remember and structured techniques that enable them to quickly and
sustainably implement the methods learned.
Guaranteed.
Our Practices
We believe in providing training programs that:
 | Get results for clients | |
| Impact the client's bottom-line | |
| Are engaging, dynamic, and fun | |
| Maximize learning and retention | |
| Are of the highest quality | |
| Provide over ten times their value | |
| Are guaranteed |
About Our Logo
Bottom-Line Training represents the change in perspective we give to Sales
so they know how to spend their time to help your business grow.
The letters BLT and their colors are a play on the sandwich and represent the
bottom-line needs of people. The sandwich covers most of the major food
groups you need to thrive: Meats (bacon). Vegetables (lettuce), Fruits (tomato
- yes it is a fruit), and Grains (bread). For the nutritionists out there, the only
missing food group is Dairy. But many people are lactose intolerant so we
selectively add the cheese. Our training will supply your Sales Engineers with
mental nourishment to thrive and will give them the knowledge they need to
take a big bite out of your competition.
Rob Garneau, Founder
Rob has over 25 years of high-tech industry sales experience with the subjects
taught in this program, over 12 years of sales skills teaching experience, and
brings a wealth of knowledge to the classroom.
Prior to starting Bottom-Line Training, Rob worked for Cadence Design
Systems for 17 years. Cadence was a small company with less than 100
employees when Rob joined. He was one of the original 4 Applications
Engineers in the Western US and helped build the company into the leader in
the Electronic Design Automation (EDA) industry with revenues in excess of
one billion dollars. He understands the EDA software industry and the issues
important to customers in detail. His hands-on experience includes working as
an Applications Engineer (AE) through Senior Sales Technical Leader, Sales AE
Manager, Business Operations Manager, and Senior Development Manager
responsible for sales and demo skills development and training of the
worldwide sales AE organization of over 400 people.
Prior to working for Cadence Rob worked for Applicon for 3 years - a leading
supplier of MCAD and EDA software products.
Rob earned a BS degree in Electrical Engineering and Computer Science from
UC Berkeley and graduated with honors.
Rob capitalized on the soft skills training offered while at Cadence and
attended 29 classes during his tenure there--10 of those classes were sales
skills focused. He developed and taught Sales Engineering skills for 7 years at
Cadence before starting Bottom-Line Training. As a result of Cadence's
investment in their employees, they grew from a small, private company to
the number one, public company in the EDA industry during Rob's tenure.
Rob has delivered Sales Skills training around the world to Sales Engineers
from all technology disciplines and has received critical acclaim.
Jack Rimmele, Vice President Learning and Development
Jack spent twelve years concentrating on the recruitment, development and
retention of technical personnel that support sales and marketing as Director
of Pre-Sales Engineering at Cadence Design Systems. Prior to that role Jack
was a pre-sales engineer at Cadence where he honed his technical and
customer facing skills, supporting customers of all sizes in the electronics
industry. He has managed teams of up to 50 engineers and has trained
hundreds of engineers globally to develop their customer facing, presentation
and engagement skills.
Jack brings a wide range of experiences from retail, law, education,
manufacturing and high tech. His 30 plus years of experience include the
positions of Design Engineer at AT&T Microelectronics, COO & CFO at Datacap,
Director of Engineering at Cadence Design Systems and Adjunct Professor of
Electrical Engineering at Lafayette College. The last twenty years he has spent
in the technology sector, including semiconductor, mil-aero and EDA.
He holds Baccalaureate degrees in Math and Electrical Engineering from
Lafayette College, an MS in Electrical Engineering from Lehigh University, a JD
degree from Rutgers University and an MBA degree from Lehigh University.
Drawing on his varied industry and educational background he is skilled at
developing best practices and effecting improvements at companies around
the world.
Rob Rouland, Vice President of Business Development
Rob brings over 20 years of technical sales, marketing and professional
services leadership experience in enterprise software solutions. Rob is a
recognized expert in leading and developing high-performance customer-
facing technical sales teams to uncover complete customer business needs,
translate business needs into valued solutions, and provide measurably
superior outcomes for customers.
Rob began his career designing infrared imaging systems at Texas
Instruments. He then became a Sales Application Engineer at Analog Design
Tools where he helped propel the company to be acquired by Cadence. At
Cadence Rob’s responsibilities included leading pre-sales technical sales teams
and professional services delivery teams, as well as director of the worldwide
marketing team for Professional Services.
At enterprise collaboration software leader Intraspect (now part of OpenText)
Rob served as VP of Field Technical Operations where he recruited and led the
field teams for both pre-sales and customer engagements. At Intraspect Rob
went on to lead key multi-million dollar sales and delivery engagement wins
with key customers including JPMorgan, KPMG and WPP.
Rob holds a baccalaureate degree in electrical engineering from Lehigh
University and an MBA from the Wharton School at the University of
Pennsylvania.
Mark Toth, Vice President of Sales
Mark is a senior technology professional with over 18 years of broad
marketing and business development experience in the computer systems and
semiconductor software industries. Mark has extensive experience helping
companies align their business and technology objectives with their end-
customer requirements. He is passionate about enabling client-partners to
achieve their business and technology objectives and understands how to
positively impact their bottom-line.
Prior to joining Bottom-Line Training, Mark spent over 15 years helping
Cadence Design Systems grow from a small software company to the EDA
industry's leading provider of design automation tools and services, with
revenues of more than $1.5 billion. He began his EDA career in sales and later
moved on to increasing levels of responsibility in strategic alliances, operations
and corporate strategy, ultimately earning an executive staff position reporting
to then-president and CEO, Ray Bingham.
Mark earned degrees in Information Systems and Business Administration
from The University of Akron prior to moving to Silicon Valley. He now lives in
San Jose with his wife and twin boys.
Copyright © 2010 Bottom-Line Training
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