Company: Archer Integrated Risk Management, Overland Park, KS
Company Description: Founded in 2001, Archer Integrated Risk Management is a 20+ year veteran and pioneer responsible for shaping the integrated risk management solutions industry. Archer focuses on helping organizations transform risk management into business enabling strategies.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: National Sales Executive of the Year
 Nomination Title: Archer Integrated Risk Management: Kathleen Randall: VP, Americas
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2020 of the nominated individual, OR written answers to the questions? (Choose one):
Written answers to the questions
- Briefly describe the nominated individual: history and past performance (up to 200 words):
Total 187 words used.
Kathleen Randall joined Archer Integrated Risk Management in October of 2021 as VP, Americas. With prior experience as a Director of Risk Solution Sales for one of the country’s largest software companies, Kathleen was tapped to help lead Archer’s national sales team through a huge organizational transformation.
As a 20-year veteran and a pioneer in the risk management industry, Archer recently experienced a series of organizational changes that transformed it from a division under a larger parent company into its own independent entity. These changes brought numerous obstacles and challenges, but also introduced opportunities for new advancements and improvements across the organization, including sales.
Kathleen’s biggest challenge was to radically transform the Americas sales structure and go-to-market strategy of the newly minted freestanding sales team. With the understanding that Archer’s competitors will quickly follow Archer’s lead in the IRM space, it was critical to focus on customer business issues and clearly articulate differentiation. To do this, Kathleen acted as a strategic advisor to company leadership and helped Archer operationalize a new sales structure and selling methodology. Leading indicators are pointing towards huge improvements for many key metrics.
- Outline the nominee's achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 183 words used.
While focusing on her Americas team, Kathleen was key in rolling out a re-vamped company-wide sales framework. In Q1 and Q2 of 2021, the ValueSelling Framework was introduced to all of Archer’s SEs, inside sales reps, sales development, business development reps, as well as product management and marketing. Combined with the Americas sales leadership driving tighter operational rigor and processes, the installation of the framework has worked wonders in helping reps call higher, pursue bigger deals, and build confidence in the Archer brand, leading to long-term contracts. Results in Kathleen’s Americas team were evident just 2 quarters after the training was rolled out. Average annual sales price per new customer increased by 130%. Forecasting accuracy increased with less than 10% variance in projected finish by the 2nd quarter after the ValueSelling Framework roll-out. [REDACTED FOR PUBLICATION]
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 234 words used.
It’s important to note that while the to-date progress of the sales organization is impressive, it was important to Kathleen and Archer’s C-Level leadership that it not come at the cost of Archer’s historically well-known and appreciated culture. It was obvious that the team was being asked to digest large amounts of change in a short period of time. Many organizations with weaker culture likely would not have flourished through the last 18 months the way Archer’s employees, and specifically the sales team has. Time and time again, Kathleen has heard new hires and veterans alike state that Archer’s culture is unlike any other they’ve been a part of. And it is undoubtedly certain that the tenacity of the team has turned a challenging situation into a rewarding and fruitful experience. It’s even more special to appreciate that the organization undertook a TSA exit from former parent company Dell, new sales leadership, change in go-to-market strategy, and launch of innovative new products amongst the last two years. Throughout this transformation, the mission of “lasting bonds” of teamwork with both employees and customers permeates the Archer sales team.
In addition to those shared above, Kathleen’s Americas team has even more impressive metrics to share:
- New account bookings grew by ~30%.
- SaaS bookings increased by over ~60%.
- Expected bookings growth in FY of greater than 35%.
- Average annual sales price per new customer increased by 130%.
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