1. Nicholas Coutts
Nicholas Coutts is one of the world's leading authorities on identifying and executing
successful routes to market. Coutts assesses client needs and then selects and maintains
the optimum mix of direct and indirect channels and routes to market that will maximize
market share, profitability and brand value.
As an expert in the design and marketing to the service sector, he develops models, tools,
processes and services which help companies go to market more effectively and
efficiently.
Coutts is currently based in London and serves as SVP Strategy with ExpertAlumni. Prior
to that, he served as Vice President, Global Distribution Channel Strategy for IBM, with
responsibilities for channel strategy and development and the effective use of distribution
channels. This responsibility included the development and application of methods and
processes to reach and support customers using IBM’s 48,000 business partners and 300
direct sales reps in 158 countries. While at IBM, he also developed a curriculum for sales
rep certification within the company and for its business partners.
Coutts worked with Azlan, a distributor of networking technologies. In this role he
designed certification programs for Cisco, Microsoft, 3Com and others.
Specialties: channel marketing, sales engineering, distribution strategy, call centers,
direct sales, web-based sales, sales training and certification, sales technology support,
life cycle management
Prior Experience:
Vice President Global Distribution IBM
Group Strategic Marketing Director Azlan
Education:
M.S. Economics Kings College, Cambridge
Highlights:
Visiting Lecturer Royal College of Art
Member INCOSE (International Council on Systems Engineering and the Society of
Projectics)
Links: (Note; these links will change
Nick Coutts video profile
• Market Segmentation
• Engineering Your Routes to Market