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Larry Schulze- Putting the Pro in Profitable Channel Businesses

If I had to select the most discussed IT channel business topics of 2009, peer groups would have to at the top of my list. Service providers, distributors and vendors all joined in a frenzy of activity, engaging with one or multiple communities to gain a competitive advantage...read more.

Taylor Business Group - Understanding Your Numbers

Spending a couple of days in Reading with Larry Schulze, Monday and Tuesday this week have already gone down as some of the most valuable days we've spent out of the office and I'm sure we'll look back in years to come and see how influential they were... read more.

Taylor Business Group Starts with a Bang

Just finished two days with my first face to face meeting of my Autotask Profit Makers Taylor Business Group. Talk about hitting the ground running! Our facilitator is Josh Peterson. Josh has the coveted 8:00 AM Sunday speaking slot at SMB Nation in Vegas... read more.

Bios
Larry Schulze

Larry Schulze has lived and worked in the Kansas City metro area since 1973. A graduate of the University of Missouri at Rolla with a Bachelor of Science degree in Computer Science, Larry later received his Masters of Business Administration from Avila College.

Larry has had the unique opportunity to participate at all levels of an organization including management positions such as Product Manager, Telemarketing Manager, Sales Manager, Branch Manager, Division Manager, General Manager, National Sales Manager, Regional Manager, COO and Executive Vice President, and President and CEO of companies located in Kansas City. This wide range of management positions has provided Larry with a diverse level of experience in dealing with the assorted issues facing managers today.

Larry's experience has led him in developing processes and techniques dealing with issues involving:

  • Sales performance, training and compensation plans
  • Organizational structure and corporate communication flow
  • Technical infrastructure
  • Financial, marketing and business planning
  • P&L and budgeting analysis
  • Customer service

Larry has received multiple awards during his career including the 1999 Deloitte and Touche award for leading the fastest growing technology company in Kansas and Western Missouri.

 
John Christophersen
John Christophersen was raised in Chicago’s western suburbs, where he still resides. He has been involved in the electronics industry for nearly 30 years. From etching PC boards and hand wrapping transformers for emergency vehicles to teaching advanced server courses to IT professionals, he has experienced much of the changes that have occurred in the field of computing. Along the way he has started and sold several businesses, including an advertising specialty firm, an analog/digital recording studio during the early digital recording revolution and in 2007 a computer reseller & service center.
John was CEO of the largest independent Apple dealer in the Chicago Metro area. He led the transformation of his company from a retail sales and break/fix service company to an outbound sales driven organization specializing in technology engineering services. During his tenure, the company received several awards including Fastest Growing Apple Specialist in 1999. As a member of the Apple Reseller Advisory Council for over 7 years, John helped develop and refine the Apple Certified Training Center program and met yearly with senior Apple management regarding channel policy. He served on the Service Advisory Board as well, offering guidance on tactical and programmatic strategy. Currently consulting to PC and Apple VARs, John brings a combination of technical, sales and management skills to his work. He frequently leads both technical and sales training classes and is a regular keynote speaker at dealer events.
 
Michael Cummings Print E-mail

Michael is a veteran business coach, planner and program manager in the technology and professional services industries. He delivers bottom line results by developing strong growth strategies, business model designs, go to market plans, business process transformations, as well as implementation plans and management systems. In addition, he recruits game changing service leaders and sales talent.

For over 25 years, he has  focused on consulting to industry leading business to business companies --  especially in the fields of information technology, cloud computing, business  consulting, systems integration/outsourcing, internet technology, software and  telecommunications His has built multi-year, senior executive relationships with IBM, Cisco, Accenture, Big 4 firms, SAP, AT&T, Siemens and Motorola. He is also trainer and business development coach forprofessionals in the systems integration, consulting, outsourcing and application management areas.

For the past three and ½ years, Michael has been on an extended assignment with the Strategic Partnership Group within Cisco Systems to help launch their cloud business model, build transformational partnerships with systems integrators (Accenture and CSC), develop the cloud channel network partners and launch a new product offering in the big data analytics arena (with SAP Hana).

Previously, Michael was a partner at Mercer Management Consulting (a division of Marsh McLennan)  - a leading business design consulting firm. He was responsible for developing new business, managing client relationships and delivering business design innovation engagements in the communications, information and industrial business to business arenas.

In this role, he was one of the leaders of Mercer’s top client account relationship team over his 7 years, -- IBM. His worked with senior executives that spanned across all of IBM’s lines of business including global services, application management outsourcing, software, hardware, network equipment, storage, printing, channels, sales/distribution, corporate strategy and ISV relationships. His worked as part of team with Ogilvy and Mather that re-branded IBM and helped to develop the overall routes to market framework with IBM’s channel group.

Michael began his career as a member of the team that founded the headquarters strategy and marketing function at Andersen Consulting (Accenture) and Arthur Andersen – the first global professional firm to adopt and apply marketing and sales programs globally . In this role, he worked with the leaders of the firm, heads of industry programs, practice group leaders and office managing partners. As a senior manager, he pioneered market planning methods, built innovative global marketing programs to grow service lines, develop client relationships and position the firm’s capabilities.

 
Dennis Hunter Print E-mail

Dennis Hunter joined Taylor Business Group (TBG) in 2010 and currently moderates 8 groups including business owners and service managers.

Prior to joining TBG, he was director of the Xscend division of NCM Associates from 2006 - 2010 as well as an Executive Conference Moderator.

Dennis’ career spans over 25 years with experience as a Certified Public Accountant and business owner. He spent 6 of those years as a CPA with the international accounting firm of Ernst & Young. His involvement as a 20 Group member began 15 years ago, as a business owner, where he was a member of the “True Profits Group” for 10 years. His membership in that 20 Group initiated his aspiration to join NCM as a Moderator after selling his technology business. With the 20 Group contacts made throughout his business relationships, he has developed a cadre of diversified peer performance groups.

Dennis was the Owner/President/CEO of Missouri Information Systems in Kansas City, MO, until 2005.

Dennis has a distinct focus on growing TBG’s Business Improvement Group memberships. This is displayed with the current multifaceted groups he has moderated while at NCM and TBG. Those groups include such businesses as:

  • Information Technology Providers,
  • Office Machines/Furniture/Supplies,
  • Better Business Bureaus and their Operations Managers,
  • Compact Equipment Dealers,
  • Motor-Coach Owners and Franchisees,
  • Water Machine Dealers,
  • Water Purification Suppliers,
  • Residential Furniture Dealers,
  • Garden Retailers,
  • Assisted Living Center Owners, and
  • Chauffeured Transportation Operators.
Dennis will challenge and assist your business growth utilizing his wisdom and past experiences. Dennis has also served on several non-profit boards as Chairman of the Business Technology Association, Local Area Network Dealers Association and Genesis School – an intercity Charter School. With his financial, business, and business ownership expertise, groups will maintain confidence that his moderating practices will facilitate group knowledge exchange of key performance indicators and best practices
 
Jeff Razafsky

Jeff Razafsky is a lifetime resident of the Kansas City Missouri Metropolitan
Area. He earned a Bachelor of Science degree in Business Administration with a major in Finance from the University of Missouri – Columbia. Upon graduation, Jeff joined United Computing Systems, Inc. (UCS), a wholly owned subsidiary of United Telecom, Inc. (now Sprint Corporation) as a Technical Writer. During the next 13 years, he served in a variety of positions with UCS, including: Programmer/Analyst, Service Manager, Corporate Planning Project Manager, and Director of Marketing for the Commtrack business unit. Upon leaving UCS, Jeff joined Mid-West Cad, selling computer-aided design systems to manufacturing companies and mechanical engineering firms. It was the beginning of an 8-year career in sales that later included sales of digital telephone systems and multi-function digital copiers. In 1991, Larry Schulze recruited Jeff to be the Service Manager of Dynamic Computer Solutions, Inc. (DCS), a value-added reseller of computers, data networks, digital telephone systems and multi-function copiers. While at DCS, Jeff rose to the positions of Vice President of Operations and later Vice President of the Integrated Services Division.

 
Lindsay Gleason
Lindsay Gleason is a native of the Chicago area and an honors graduate of Northern Illinois University’s Business program.

Lindsay has spent the last twenty-eight years managing accounting, finance and administration for a variety of small businesses including an advertising agency, billboard company, two government funded non-profit agencies, a manufacturer and a not for profit association.

As CFO and part owner of an IT company for eight years, Lindsay understands the accounting and financial challenges of the industry. She has served as a board member for several organizations helping to develop their accounting policies and procedures as well as comprehensive financial management practices, and has prepared several companies for successful financial audits.

Lindsay has been involved with several women’s business organizations and Chambers of Commerce. She has been a pioneer for women in accounting and marketing.