Johan Cloete, former CEO of Global Technology Business Intelligence (GBI), has been appointed as business development manager at Cognos SA.
Cognos has a dual strategy in SA - direct to market, and an indirect channel through resellers. Cloete says: "My main function will be to identify new opportunities in both these markets, and to drive the ones that already exist, in order to elevate Cognos SA to the market-leading position it holds elsewhere in the world."
Cloete has close on 10 years` management experience in the business intelligence and corporate performance management (CPM) market, along with its practical application in the corporate environment.
He says: "In my seven years at GBI and its predecessor it became the absolute market leader. It grew revenues more than 2 000%, and achieved a 100% client satisfaction rating. This was done through reshaping the team, increasing client commitment through quality service and products, and revenue growth."
Cloete managed this by motivating team members, identifying and addressing client needs and problems, streamlining products, and financial discipline. He ensured team members` skills were recognised and used to best effect, and motivated them to meet goals and objectives through the application of an effective performance management process.
"The process focused on job compacts, outputs to be achieved and the balanced scorecard methodology, ensuring enterprise growth and client satisfaction. It led to natural attrition, ensuring that only the best team members remained, supporting positive client relations," he says.
While at GBI, Cloete negotiated a number of multimillion-rand contracts with around 90% of SA`s Top 100 companies, many of which are multinational, and oversaw some 150 client accounts, ensuring expectations were met and positive relationships were maintained in order to generate future business.
Cloete also developed enterprise-wide strategic plans and objectives, based on assessments of the current business needs and the way corporate performance management could address those needs.
He conducted market and client needs analysis to identify appropriate focus areas, resulting in product rationalisation, which allowed GBI to focus on those products that were making significant contributions to client organisations.
Last year GBI was named Hyperion`s distributor of the year, while under Cloete`s leadership.
Prior to joining Global Technology (when it was still known as Prologic), Cloete was information manager - financial planning at Eskom, and a junior economist with the South African Reserve Bank. He has a BCom from Potchefstroom University.
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