Strategic Executive Recruitment Drives Global Expansion and Revenue Growth for DataKinetics
Introduction
DataKinetics, a leader in data performance and optimization solutions for mainframe systems, faced a significant challenge in sustaining growth. To overcome this, the company partnered with Perry-Martel International to execute a strategic executive recruitment process aimed at finding a visionary CEO capable of driving the next phase of expansion and innovation.
Client Need
DataKinetics hit a sales plateau due to the stagnant growth of mainframe systems and the risk adverse nature of the financial sector. The company’s co-founders recognized the need for a new CEO who could navigate this challenging landscape and spearhead global expansion. Initially, they sought a traditional technology executive with extensive sales experience. However, their collaboration with Perry-Martel International revealed a deeper need for a candidate who could not only manage but also envision new opportunities, particularly to drive revenue growth.
Challenge
The primary challenge was identifying a leader who could transform DataKinetics from a company reliant on legacy systems into a dynamic entity poised for global expansion. Perry-Martel International faced the task of convincing both the ideal candidate and the company that a different approach was necessary. The candidate needed to possess a profound understanding of technology products and applications and be capable of driving the company into new markets and geographies. The ultimate goal was to achieve substantial and predictable revenue growth.
Solution
Perry-Martel International employed their comprehensive Inside-Out Approach to strategic executive recruitment. This method involved an in-depth analysis of both the candidate’s and the company’s needs and goals. David Perry, co-founder of Perry-Martel, focused on finding a visionary leader who could align with DataKinetics’ aspirations. Allan Zander, who had a strong background in product management and was then VP of Business Development at another technology company, emerged as the perfect fit. Although Zander was not actively seeking a new role, Perry’s approach convinced him to consider the opportunity.
Results
Allan Zander’s leadership has been transformative for DataKinetics. Over a decade, he has guided the company to a 3x revenue growth, developed a channel relationship with IBM and opened up new markets within the fast-growing Customer Data Platforms (CDP) space. Under his leadership, DataKinetics expanded its reach into Europe, Latin America, and most notably ASEAN (Australia South-East Asia and New Zealand), achieving significant global expansion. The company’s strategic executive recruitment process, managed by Perry-Martel International, involved contacting 38 candidates, conducting 17 screening interviews, and presenting 3 top candidates to the search committee. The time to the first interview was 9 days, and the time to offer was 41 days.
Conclusion
The collaboration between DataKinetics and Perry-Martel International highlights the importance of strategic executive recruitment and visionary leadership in driving company growth. By leveraging Perry-Martel’s Inside-Out Approach, DataKinetics successfully identified and recruited a CEO who transformed the company’s trajectory, leading to substantial revenue growth and global expansion. This case study underscores the critical role of tailored executive search processes in achieving business success and driving revenue growth.
