PAUL WRIGHT

Outline & Responsibilities:

I joined as a founding member of the CBNG senior leadership team, tasked with rebuilding and growing global sales whilst working to improve overall business operations performance and optimize our commercial model. Selling licensed microwave network equipment and associated managed services. Leading a global team of sales and technical sales professionals, communicating forecast vs actual performance to the board and developing new product value proposition, use case and sales strategies. Manage external marketing and PR consultants to generate targeted technical press releases, online and social media content. Developing multiple sales channel partnerships including direct, agents, distributors and affiliates. Able to build relationships with customers at all levels from C-suite to engineers. Complied market intelligence and produced comprehensive responses to complex RFx and tenders. Provided support to A&M activities culminating in a successful trade sale.

Key Achievements:

• Annual growth from start-up: 2020/$3m; 2021/$3.5m; 2022/$4.5m; 2023 (YTD)/$21m
• Landed new 5G FWA initial product orders in 2023 circa $18m (YTD).
• Supervised the migration of CRM from the incumbent Salesforce to MSDynamics including the integration with CBNG Finance systems.
• During the pandemic, negotiated and completed the spin-out sale of our African business creating an affiliate company called CBNL Africa and then successfully managed the transformation through to the total retention of customers and resumption of ongoing sales.
• Introduced a new sales commission scheme re-balancing the individual’s motivation with the core needs of the business.
• Taken the tough actions to optimize sales team structure to improve performance whilst significantly reducing OPEX.
• Prepared, negotiated and executed contracts with customers, consultants, resellers and distributors.
• Worked within a small SLT to enact the transformation of CBNG into a 5G FWA company.
• Established a database of in-depth competitor and market analysis to ensure the optimal edge for existing products as well as ensuring fine tuned value placement for new product entry.
• Instrumental in the acquisition by Curvalux Inc in October 2022.

I provide support to the GNS leadership team on industry best practice, business development, African field operations and technical team recruitment

GNS deploys high quality ground station systems for satellite communications networks worldwide with teams comprised of seasoned experts in installation, field systems engineering and operations.

Outline & Responsibilities

I was promoted into this role to expand CBNL’s services business from a successful one country model to a regional and ultimately global model. I had responsibilities that ranged from service design (based on customer scope requirements) to the sale and then implementation of services which included: 1/2/3 line technical support, software maintenance, design consulting, planning, spare parts management, logistics, warehousing, site-survey, training, installation materials supply, installation and commissioning and NOC operation. In parallel I managed the Nigeria office as a business unit serving 4 tier-1 accounts and eventually entrusted to become the managing director of the Nigerian company. I recruited and developed a team of local engineers, project managers, finance and HR personnel and worked to ensure functional ties with HQ in Cambridge.

Key Achievements

• Annual services sales achievement in role: 2014/$7.4m; 2015/$7.43m; 2016/$10.54m; 2017/$7.57m; 2018/$4.8m; 2019/$4.8m.
• Managed and re-negotiated contracts with several regional/national service providers in order to remain competitive, profitable and ensure service quality met customer SLAs.
• Set up local supply chain for installation materials and logistics in Africa leading to significant cost reduction compared to international supply.
• Established UK standard best practice for service delivery and H&S for all our African operations.
• Set up customer training centres in 4 locations globally.
• During the period 2015-20 the African region’s combined equipment and services business contributed around 50% of CBNL's total global revenue.