Nicholas Coutts

Nicholas Coutts is one of the world's leading authorities on identifying and executing successful routes to market. Coutts assesses client needs and then selects and maintains the optimum mix of direct and indirect channels and routes to market that will maximize market share, profitability and brand value.

 As an expert in the design and marketing to the service sector, he develops models, tools, processes and services which help companies go to market more effectively and efficiently.

Coutts is currently based in London and serves as SVP Strategy with ExpertAlumni. Prior to that, he served as Vice President, Global Distribution Channel Strategy for IBM, with responsibilities for channel strategy and development and the effective use of distribution channels. This responsibility included the development and application of methods and processes to reach and support customers using IBM’s 48,000 business partners and 300 direct sales reps in 158 countries. While at IBM, he also developed a curriculum for sales rep certification within the company and for its business partners.

Coutts worked with Azlan, a distributor of networking technologies. In this role he designed certification programs for Cisco, Microsoft, 3Com and others.

Specialties: channel marketing, sales engineering, distribution strategy, call centers, direct sales, web-based sales, sales training and certification, sales technology support, life cycle management

Prior Experience:Vice President Global Distribution IBMGroup Strategic Marketing Director Azlan

Education:M.S. Economics Kings College, Cambridge

Highlights:Visiting Lecturer Royal College of ArtMember INCOSE (International Council on Systems Engineering and the Society of Projectics)

Links: (Note; these links will changeNick Coutts video profile

Market Segmentation Engineering Your Routes to Market