K. SUSAN HEINTZ

Sue joined International Leverage in 2004, following over twenty years of international experience working both within industry and as a consultant in Europe, Latin America, Asia and North America. Sue has help guide start-up firms and Fortune 100 companies to increase sales and profitability in industries such a Telecom, IT, Electronics, and Building products.

Sue’s list of clients is extensive, including:

• Siemens
• Fluke
• ABB
• The Donaldson Company
• AT&T Wireless
• United States Cellular
• Compaq
• IBM
• Digital Equipment
• Proxim
• Aristocraft
• Pella
• Tektronix
• Ericsson
• Lucent
• Tellabs
• Kodak
• Raychem
• Motorola
• Bell Mobility (Canada)
• Telstra (Australia)
• KPN (Europe)
• Rasna

Select Professional Experience

• Provided information, guidance and structure for Lucent EMEA channel program and development efforts.
• Refocused go-to-market strategy of graphics workstation supplier who had excellent technology but a failing business. Shifted offer from hardware to portfolio that included hardware, software and service bureau components. Identified and sized end-user marketplace for each business. Found and aligned with emerging channel.
• Developed “everyday low price” channel entry strategy for major manufacturer of kitchen and bath cabinets. Achieved 20% incremental growth with minimal impact on existing channel loyalty.
• Designed value-based compensation program for Latin American business unit of a major radio equipment supplier. Program achieved the desired shift in ratio of low value-add exporters to in-country distributors while continuing to achieve 20% growth. Client won a Legacy Award for this project.
• Created small/medium business channel strategy for five Regional Bell Operating Companies – all unfamiliar and uncomfortable with multiple channels. Helped to migrate successfully to target channel mix (e.g. 60% agents; 30% direct). Projects included significant change management.

Sue has presented and published in a variety of venues and on a variety of subjects, including:

• The Conference Board
• “From Experience: Where Does Your New Technology Fit in the Marketplace” published in The Journal of Product Innovation Management
• University of Wisconsin Grainger Institute (workshop: Marketing through Distributors)
• University of Chicago (guest lecturer, channel trends)
• The Channel Selection Handbook (book)
• The Channel Manager’s Struggle (workshop)
• “Roots, Paths and Predictions for Profitable Convergence” (white paper), published in conjunction with TIA

Education & Training
Sue has a Masters Degree in Business Management from the Kellogg School of Northwestern University.