John Alfred Hustvedt

Contracted as Sales Director, offering management and business consulting to a new upcoming Norwegian VAR. Tasks include building Bid & Tender support programs, developing as a service sales strategy, supporting the Major Account processes with operations sales activities, and supporting management with M&A activities. 

Contracted as Director of Business Development, responsible for strategic business development of the Evatic product and print industry within Asolvi AS. Responsible for engagement with print producers and other key partners within the industry. Offering strategic support to the Asolvi sales organization and management team. 

Contracted by Xerox to help inspire and refuel direct and indirect sales organization and start to win back business. Secured three new business relationships with large key customers on print as service contracts.

DocuMentor is an independent advisor who applies best practices and commercial synergies to organizations that want to improve their success rate in selling managed services. Helping businesses realize if they need to innovate how they do business today to succeed in tomorrow’s business environment. It is no longer enough to sell to customers; you also need to be significant to them.

DocuMentor also works with end users looking to acquire a managed service or imaging hardware.

Major achievements

• Contracted by Xerox as project manager to manage the bid strategy, bid response, service development, and finally to implement a mega-deal public sector MPS contract. The contract comprised moving 5000 devices and implementing advanced print services in 8 local governments and close to 1000 business addresses.
• Developed the Go-To Market Strategy for a Norwegian software start-up, which offers revolutionary security software to customers globally. DocuMentor was responsible for developing the strategy document and for acting as a door opener with the global print industry.
• Developed and carried out a Social Media and activity race for boat owners. Developed, implemented, and managed the pilot competition concept during the summer of 2015. KPI achievements show 20% growth in memberships, 35% growth in no. of followers, and 29% growth in PTAT ratio. 

Member, Independent Advisor, and Consultant to global clients interested in the Imaging-, Printing- and Copier-industry and managed services industry.

GLG is transforming the way the world's top professionals share expertise, and I perform consultation projects for clients worldwide, primarily through conference calls and the development of reports and papers.

X-Partner Stavanger was Norway’s largest reseller of Xerox products and services. As Sales Manager, I was responsible for the entire P&L and sales budget, including the sales team.

Responsibility included successfully transforming its successful but traditional and transactional business into Norway’s leading provider of Managed Print Services while continuing to meet sales targets throughout the transition.

Main success parameters were defined as NOK revenue target, the recurring revenue share of >40% in 3 years, and finally, the number of devices under management.

Major achievements

• 100% + sales budget achievement both full years while driving the transformation of the business model
• 48% recurring revenue share ahead of schedule
• More than 2000 devices under management.
• Successfully securing 2 out of 3 defined key megadeals.
• Successfully securing the first multi-country MPS contract.
• Established a new business model including a new revenue recognition model, end-customer contract, and service delivery model for our Managed Print Services business.

During 14 years in Xerox, my formal title might have changed, my through responsibility and my passion hoverer stayed the same; growing Xerox revenue from named and large accounts throughout Norway and Nordics by meeting their long term needs in imaging the smartest possible way.

I worked the entire lifecycle of customer engagement, from initial sales, bid response, contract negotiations, implementations and service development through contract reviews.

In recent years was worked as the senior point of contact, (NAM/KAM) for a handful of large enterprises, orchestrating some of the largest wins for Xerox at the time, featuring Statoil (Equinor), ABB, Aker Solution, FMC, City of Bergen and Aibel.

Major achievements

• Sales budget achievement on, or above, plan in 12 out of 14 years
• Secured numerous large contracts all over Norway, cross-territory, and cross-country.
• Part of virtual global account teams applying global account coverage actions to named accounts, including both direct and indirect fulfillment models.
• Developed Account Management Programs applied to the Nordic organization also, including both direct and indirect fulfillment models.
• Developed account coverage programs, including action plans, dealer fulfillment contracts, and dealer payment models for sell-through routes to marked and indirect channels
• Early adaptor of as a service model for managing large fleets of output devices for complex clients.

Awarded Employee of the Year in 2009 and have received special honors and awards from senior European Management for outstanding business and team achievements.

Employed by new owners of Xerox Partner sales office in Haugesund. From year one, we increased revenue from NOK 2 M through 15 M by dramatically changing marked approach, speed, and activity levels.  

In 1996, Xerox awarded me the “Best of the Best” award for achieving the highest market share among Xerox channel partners in Europe.

I changed the sales approach, built account management programs, and developed successful ways to improve quality and win rate in large bids and tenders.

General line sales, responsible for sales of Minolta copiers and fax machines in my territory.  Developed early success in larger bids securing early adaptor business of automated fax system to local hospitals, and frame agreements with local authorities securing above plan sales of copiers.

Promoted Senior Sales rep in 1992.