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ZS Associates Appoints New Leader of Sales Channel Strategy and Management

– DeSarbo applies ZS's sales and marketing expertise and deep analytics capabilities to improve indirect channel performance –

EVANSTON, Ill., April 23, 2013 – John DeSarbo has joined global sales and marketing consulting firm ZS Associates as a principal and leader of the company's sales channel strategy and management practice. He brings deep expertise in alliance and channel partner programs, and more than 18 years of consulting and industry experience focused on sales and marketing strategy and operations.

"John has lived on both sides of indirect channels," said ZS Managing Director Chris Wright. "On the consulting side, he developed and implemented successful global channel programs for leading companies, and as a marketing executive for a leading IT channel partner, he executed those programs every day. He knows what clients need and what it takes to deliver results."

Prior to joining ZS, DeSarbo, 42, was senior vice president of marketing at Presidio, a $2 billion information technology services provider. Previously, he was with sales and marketing firm MarketBridge for nearly 10 years, where he served as senior vice president and leader of the firm’s sales channel management solutions practice.  He began his consulting career with Andersen Consulting and CSC Index.

DeSarbo has led nearly 100 strategy and operational consulting engagements in North America, Europe and Asia.  His core areas of expertise include go-to-market strategy, channel partner programs and sales and marketing operations.  John works with clients across a variety of industries with a particular focus on the technology sector.

At ZS Associates, DeSarbo’s practice focuses on sales channel strategy, channel analytics, partner program design, partner research and channel sales force design.  Because indirect channels play a critical role at technology companies, he works closely with the company's high-tech industry practice team. DeSarbo is based in ZS' San Mateo office.

"Industry leaders everywhere are rethinking their go-to-market models and increasingly utilizing indirect channels and alliances to reach their target customers," said DeSarbo. "Unfortunately, data challenges and a lack of effective tools force many channel managers to make decisions based on hunches, anecdotes and well-worn rules of thumb. ZS' expertise in sales and marketing analytics and big data management helps companies break through these challenges to optimize investment in the resources and programs that truly drive channel performance."

Read DeSarbo’s recent blog post on "Five Ways to Mine for Gold in the Cloud," here: http://bit.ly/ZS-JD1. For more information on ZS’ sales channel strategy and management practice, visit http://bit.ly/WEqGWm.

About ZS Associates

ZS Associates is a global leader in sales and marketing consulting, outsourcing, technology and software. For almost 30 years, ZS has helped companies across a range of industries get the most out of their sales and marketing organizations. From 20 offices around the world, ZS experts use analytics and deep expertise to help companies make smart decisions quickly and cost effectively. ZS comprises multiple affiliated legal entities.

Greg Austin
Director, Marketing & Communication, ZS

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