Franco Dama

Baan Italia was the local branch of Baan the Dutch multinational software company, one of the biggest player in the ERP software during the 90s. In that period Baan had a worldwide operation with a turnover of more than 350M$ and 4000 employees. In Italy, Baan started in 1997 with a team of 50 people.
Since January 2000, I joined Baan Italy as a member of the Italian Management Team with the position of Marketing Director. Some months later the same function assumed a multinational role in the new constituted Southern Europe Region, including Italy, France, Spain and Portugal. This role was directly accountable for defining regional marketing plans and execution through management of local field marketing teams (6 people). The position was also accountable for Business Development & Alliances with top System Integrators and Business Consulting Partners was also part of this marketing function at Country level, including budget accountability on sale and joint-marketing initiatives, aimed to develop the business pipeline.
Since April 2001, following the creation of an enlarged Region – South, East Europe and Africa – I took the position of Regional Channel Manager with full accountability for indirect sales generated by Resellers and Distributors in each Country. The first year I achieved a total channel revenue of 25M$ in the Region with 20% growth over the previous year. The whole channel operation was managed with a team of 6 people, 5 in sales, covering the different territories and 1 in charge of channel marketing. My direct report was the Managing Director for South East Europe and Africa.