Bridging Channels
References
I am pleased to be able to provide a recommendation for Black Rock Consulting, LLC, and its principal Peter J (PJ) Murphy.
When my company decided to build out an infrastructure of independent manufacturer representatives, to support the electronics distribution channel, we were introduced to PJ through a variety of industry sources. We chose Black Rock because the firm came highly recommended, and we were very impressed with PJ’s knowledge of the space. I have absolutely no regrets about our decision to work with Mr. Murphy and Black Rock. The engagement with Black Rock has continued for a period of five years and expanded to channel development alongside the selection and management of the independent representatives. The quality of Black Rock’s work is high, and PJ’s communication skills are very strong.
Our team will not hesitate to work with Black Rock in the future whenever we have additional business needs or projects. If you’re looking for a consulting firm that provides quality work and exhibits integrity throughout the process, you won’t be disappointed if you choose Black Rock. I recommend the firm without hesitation.
If you would like to further discuss my company’s experience with Black Rock, PJ will provide my personal email for us to connect.
Sincerely,
~ Brian D Crowe
President of PowerSonic
PJ Murphy joined B&B as Director of Distributor Sales in 2012 after the company concluded three add on acquisitions. B&B Electronics (now B+B Smartworx) had a long history of direct sales (catalog and on-line driven) that led to initial reluctance from potential channel partners to engage. PJ provided excellent leadership and competence in quickly establishing a strong network of Distribution partners for B+B throughout the “Americas” region. This led to significant growth in our channel sales in 2012, 2013 and 2014. PJ excelled in this role. His ability to engage with the senior executives of our new Distribution partners and ensure their active involvement was fundamental to the pace of success. PJ was very effective in bringing the necessary resources and influencers from both companies together in the channel development process. He built excellent channel relationships founded on win-win principles.
In Q4 2013, PJ was promoted to Vice President of Sales – Americas. The company embarked on a major transformation, fueled by major technology and product development to re-position itself as a leader in the emerging Industrial Internet of Things (IIoT) market. As well as managing our existing sales through our Distribution channel, PJ grew and developed our sales organization towards a more technologically sophisticated and solutions focus. He managed this phase very effectively adding technical sales specialists, strategic account managers and developing eco-system partnerships with other technology companies in the industry (IBM, Dell, PTC, AT&T, and Verizon, among others) as a basis for “sell with” and “sell through” arrangements. PJ worked very closely with our Product Management and marketing teams, he developed a strategic plan based on a “direct solutions sales” model complemented by a technically competent VAR/SI channel. He added significant talent to our solutions sales team and filled his previous channel management role with an excellent leader.
PJ is a very diligent, energetic and loyal executive. He is particularly skilled at finding and engaging with the C-level executives at partner or customer locations that can make decisions and advance business quickly. I have no hesitation in recommending PJ for suitable Sales leadership or strategic account management roles in the industry. I am very happy to provide any additional verbal references or recommendations for PJ.
Sincerely,
~ Jerry O Gorman
President and CEO — B+B Smartworx