🐶 Jacco van der Kooij

Do you know a large Midwest family? Well, if you do, then you know me.  I am the youngest of eight, raised in a small farmers'​ village in the Netherlands. If I picked an apple from the wrong tree on my way home from school, my parents would know about it before I got off my bike.

The family name is like a bank account, and my family has put their savings in it for over 50 years.  We are not rich, but the van der Kooij's are known for our hard work, and willingness to help others. So we never needed a lot of money. For my family, our reputation is the most valued asset and trust is the currency we trade in.  Every day.

Fast forward to today, a time where the subscription (SaaS) business model is impacting organizations big and small.   Why?  Because in the subscription business you MUST make a client successful!  You have to earn an honest word-of-mouth reference by exceeding a client's expectation. You have to work hard and build a reputation. I recognize this as these are the norms and values I was raised on, and I know exactly what to do.

Welcome to my village. Pop. 12,000. Established 2005.

Founder

Winning By Design helps customer to design, build and scale their sales efforts.  With offices in San Francisco, Amsterdam, Sao Paulo, Antwerp, Shanghai and Sydney we help clients big and small with a process driven approach to sales.  The right process executed by trained professional will help you earn more business from the right customers.

Jacco van der Kooij

Power Synch By American PowerNet

President

American PowerNet

Why are you paying a premium for cheap, clean power? Power Synch is an wholesale clean power marketplace and services platform for power buyers at commercial, industrial, university & municipal organizations whose operations depend on large volumes of fairly priced, reliable & auditable, low carbon electricity.

Managing Scope 2 is hard...but the data is soft. Leading CXOs & their power purchasing teams save money, increase resiliency and capture SEC-Ready, Scope 2 data via wholesale power strategies.

PPA and REC prices are up, demand for 24/7 CFE is high and carbon accounting laws are coming.

Retail power provider, brokers, partners and SaaS PPA/REC solutions help...but greater transparency in billing & carbon emissions data is a "must-have" in modern clean power power operation in order to enable integrated finance, operations & sustainability conversations, initiatives & measures.

In the face of growing regulations, legislation & market forces, sophisticated organizations w/ large power needs & de-carbonization goals are quickly moving beyond:

-  low service, "black box" relationships with retail power companies
- carbon accounting "guess-timates"
- offsets, "paper claims" & market/location shell-games
- expensive 15-20 year PPAs & poorly-negotiated contract terms
- first generation "100% renewable" strategies that are based solely on Renewable Energy Credits 

And towards:

- The "Short Duration PPA"
- a portfolio of auditable clean power purchasing practices
- high-integrity, future-proof carbon accounting
- true 24/7 carbon-free energy operations
- 100% transparent wholesale pass-through power contracts
- short and long term power portfolio construction 
- competitive bidding from generators
- load response options
- Hourly RECs
- REC arbitrage/swaps
- data-driven approaches to power operations

Power Synch brings clean power purchasing into the 21st century by integrating physical, financial AND sustainable electricity in a competitive SaaS marketplace.

President, Power Synch By American PowerNet

Megadeals Advisory

If your deals require that you:

- Anchor decisions up & down your buyer’s org chart
- Anchor decisions across departments
- Create value for customers via an complex offer in ways most reps cannot
- Integrate in client’s complex technical and process environment

This dynamic typically indicates a high reliance on a few reps, SMEs and/or execs who know how to navigate the complexity and move deals forward....if you have this, you have "The Rainmaker Dependency".

The selling and marketing motion here is very different than simple "enterprise" deals.

You are orchestrating via selling AND marketing at once…not marketing THEN selling in the traditional, linear manner.

Hiring more reps and driving more leads will not lead to greater scale and success in your large, complex deals.

Net: If your company is like many others, 80% or more of revenues comes from 5% or less customers. And the responsibility for selling to these customers exists in the hands of just a few people...your "rainmakers".

Until now, CXOs and rain-makers have mostly been left to their own intuition and talents and ad hoc methods to manage their largest and most important deals. 

Based on research on 1000s of large deals with 100s of rainmakers at F500 companies, scale-ups and start-ups, the "Megadeals Workshop" and "Megadeals Factory" services are designed to quickly and accurately help you:

- identify and diagnose your obstacles in managing large, complex deals
- empower leaders to step back and redesign key processes
- increase customer facing time by reducing administrative tasks from your rainmaker's schedule
- design and deliver video programs to free rainmakers from repetitive pitches
- scale-up rainmaker face-to-face engagement with more, high-probability buyers
- coach marketing and sales in bi-weekly "land and expand" deal status meetings
- enable CXOs and large deal reps orchestrate and close more high-profit revenue

See if your business is a fit in the videos below:

Customer Advisory Committee Member

Venizum Marketing Technology

Translation and localization software that solves massive pain in SFDC.

For companies that:
- operate in multiple countries needing to translate into many different languages
- support Salesforce and/or Slack users
- often uses spreadsheets emailed to different local translators 
- spend time rectifying human errors in translations
- have need for a solution for translation and localization that is seamless form the original content, translation, approval on to execution and distribution 

Using traditional translation vendors is often time consuming, expensive and local teams end up having to polish up.

Many companies end up using some form of digital / automated translation tools. Generic tools (Google translate etc) often don't include proofing to correct faults, risk for human errors, lack localization of your most important content.

The ideal scenario is a translation tool that is a digital translation and localization tool integrated into the same platform as your marketing suite. Well look no more the tool is here for Salesforce and Slack users... VERBIS!

- Integrated into Salesforce connects seamlessly to CMS and Marketing Cloud. 
- handles 120 languages and speech files for 40+ languages

Investor

Qnect LLC

Qnect was funded by Nucor (NYSE: NUE) in 2018 and formed in 2013 to commercialize software that re-thinks connection design in huge steel structures, like buildings and bridges. 

Our patent-pending algorithms, cloud data processing and SaaS app analyze and connect 3D models in mere minutes vs weeks via traditional methods, producing material and time optimizations worth up to $100 per ton of steel used on the project ie $5,000,000 for a 50,000 ton building like the Freedom Tower.

Results: In April 2018, Qnect announced investment of $3.8m led by Nucor (NYSE: NUE), the largest steel manufacturer in the United States.

Advisor and Investor at Qnect, LLC

Silicon Valley Blockchain Society (SVBS)

Pioneering investor community with over $1.5T AUM whose goal is to "Fund the Revolution" in security tokens, decentralized computing, distributed ledger and innovations in capital formation.

Founding Member

ObservePoint

Strala, an ObservePoint solution, is the industry's only touchpoint data management platform – ensuring the most complete, unified marketing and experience data for actionable insights you trust.

Proof Analytics

Proof is the world-leading Automated Marketing Mix Modeling solution. 

Proof bridges the ROI gap between CMOs and CFOs, delivering automated cause-and-effect analytics that shows marketing's and sales'​ business impact and financial value.

Riven (Acquired by Stratasys)

Acquired by Stratasys, Winter 2022. Completed seed round raise in summer 2019 from BMW i Ventures, Ulu Ventures and Social Starts.

Riven provides push-button measuring and inspection of complex geometry for advanced manufacturing.

Advisor and Investor at Riven.ai

The STAAC Group, LLC

Since 2006, the STAAC has studied what your CXO peers are doing to thrive as human beings leading people. No surprise: uncommon approaches to common opportunities & challenges result in high-performance teams.

Successful executives are demonstrating what your top customer & talent seek - including self-awareness, anti-burnout, empathy, humility, trust, values, acknowledgment & more. 

"Deep" companies are practicing skills & "ways of being" that are under-emphasized in MBA, EE and PhD programs. We are in transition OUT of the era of time/motion management & ENTER the era of energy/"e-motion" management, for self and others.

Consider yourself & your teams:

- Cognitive flexibility: when was the last time you changed how you & your exec team habitually thinks when faced w/ challenge? 

- Emotional Intelligence: top buyers & talent seek out executives who demonstrate empathy & who work together as a team themselves. Has anyone pushed you to get a baseline on your current "drama tax" or staff perception of psychological safety...& establish a growth plan?

- Body/brain wellness: do you & your teams rest/renew & are they fueled for creativity & innovation? Have you established proactive anti-burnout practices with your team, staff & self?

Since 1996, The STAAC Group team has guided CXOs thru opportunities and challenges in launch, leadership, innovation, growth and people.

Today, we help innovative leaders build teams, products & loyal customers based on "deep" values, beliefs & habits. The result is a new breed of organizations run by people who demonstrate sustainable work/live practices, cognitive flexibility & emotional intelligence...all while delivering meaningful work experiences, high returns, innovation & customer satisfaction. 

STAAC clients include senior executives at Oracle, Apple, Adobe, ProdiGene, Robertson Stephens, Sequoia Capital, SiriusDecisions & other world-class technology, life sciences, financial services & business services companies.

Vice President

In the 1990's and early 2000's, The STAAC Group team guided CXOs on strategic, operational, technical and analytics decisions. We pioneered in new media, B2B CD-ROMs, interactive advertising, direct marketing, lead gen websites, executive presentations and more.

From customer intelligence, go-to-market, sales enablement and sales execution to messaging and demand generation strategy, process and systems, STAAC has experience with B2B marketing and sales clients, large and small.

STAAC clients include senior executives at Oracle including Larry Ellison and Marc Benioff, Tom Siebel and leaders at SiriusDecisions, Apple, Adobe, NEC, SGI, ProdiGene, Robertson Stephens, Sequoia Capital, and other world-class technology, life sciences, financial services and business services companies.

Vice President, Client Services

With incentives/comp aligned to generating impact, senior executive, finance, operations and sustainability leaders and their teams sit at the "decarbonization"table. This is GREAT!

A common challenge is that there is no simple playbook - ie clear and shared initiatives, language, goals, measures, and clear data - to align on. 

- Finance seeks to control costs and - oh yeah - get ready to sign off on EU/SEC carbon accounting...that depends on Scope 2 data, a MAJOR input for many who make goods/services with electricity

- Operations teams seek to keep the lights on and reduce risk. Historically, commodity power purchasing was done via a known group of retailers and brokers selling power from 2000 fossil fuel generators...with cost the only driver. Today, it is a sellers market for clean power AND there are 20,000 new clean power generators in the market.

- Sustainability leaders seek to integrate decarbonization strategy, process and measures into the day-to-day workflows of exec, finance, ops product, legal and other teams. Data from power teams is central to ESG reporting as well as CFO-ready carbon accounting

What this all means; without clear data and process to align on finance, ops and sustainability teams cannot delivery key stakeholders - CFOs, customers, investors - the carbon insights they need to prove impact, land bonuses and reduce existential risk for the business...and planet.

About Neil:

- Speaker, Rainmaker, Builder and Investor in Sustainability, ClimateTech and Enterprise SaaS

- Award-winning advisor to B2B CXOs, thought-leaders, solution builders and practitioners

- 5 entrepreneurial exits; category co-creator of "the MQL" at SiriusDecisions (marketing qualified lead), "CDP" at SetLogik (world's first B2B customer data platform, now LeadSpace), B2B Intent (The Big Willow, award-winning web-behavior based intelligence and targeting, now SpiceWorks/Ziff-Davis), 3D Printing/AR/VR (sold Topolabs to ADSK) and BioPharma vaccine manufacturing (MIT Top 5 Patents in 2020, Stauffer Seeds/ProdiGene sold to Lawhon Midwest)

- Student and innovator in applied "cloud/digital/web/new media" tech, ops and strategy since 1992

- Over 27 years of marketing, sales, product, strategy & execution experience with leaders at the world's leading SAAS, Hardware, Software, Services, Finance & Life Sciences companies

- Certified professional executive coach; advisor; consultant; value creation/capture expert

- Composer, musician: https://soundcloud.com/neil-passero

- Film Maker: https://www.youtube.com/watch?v=qV0s9vM8C3g

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