Founded in 2003, Real Results Marketing has helped dozens of clients improve their business results by applying cutting-edge analytics, a sound, process-based approach to business solutions and the experience of our thoroughly-trained and classically educated consultants.
Ian G. Heller, Senior Partner
As the marketing guru and strategic brain trust of the firm, Ian brings enthusiasm, energy, and insight into our clients' businesses. He has a storied history of building great marketing capabilities and organizations for respected businesses throughout North America. He has served in senior executive roles for Corporate Express, W.W. Grainger, Inc., Newark Electronics and G.E. Capital, Rail Services.
Ian's significant accomplishments include building ground-up marketing functions for two multi-billion dollar global businesses, leading the development of marketing databases, developing systems for customers to access information more efficiently, and using the "Real Results" process to develop data-driven marketing budgets and new marketing initiatives for B2B distributors.
Ian holds an MBA from the Kellogg School of Management at Northwestern University, where he was elected commencement speaker by his classmates and won the "Dean's Distinguished Service Award" for superior class leadership. He also holds a BA in history from Roosevelt University. He lives with his wife and two children in Boulder, Colorado.
Jonathan Bein, Ph.D, Senior Partner
Jonathan Bein, Ph.D. is known for getting very good things done quickly rather than perfect things slowly. He has successfully led and been part of executive management for software product and services companies in information technology, healthcare, and communications. His recent work has focused on price optimization and economic value modeling.
Bein has been CEO of several companies including:
- SkyeTek -- grew revenues and valuation four-fold of RFID manufacturer in seven months.
- IGS, Inc. -- delivered 100 software solutions for companies such as AT&T, Comcast, Verizon, and Lucent.
- Bolder Heuristics, Inc. -- achieved Inc 500 ranking with software services for telecommunications, healthcare, and IT.
Bein broke new ground by leveraging the telecommunications reform act of 1996 to implement a roll up strategy resulting with IGS, a network management and enterprise application integration company. As VP Engineering at Informed Access, a provider of phone based healthcare triage, he drove development of core products and services and the company was subsequently sold for $300M. As VP, Engineering at Telwatch, Bein drove development of network management software that became the core platform for Objective Systems. At Martin Marietta, he applied artificial intelligence to perform automatic real-time fault handling of spacecraft hardware.
Bein earned his Ph.D. in Computer Science at the University of Colorado with a focus in Data Intensive Expert Systems and a BA in Computer Science at Indiana University. He has published articles in database management, neural networks, information retrieval, expert systems, healthcare informatics and communications network management.
Janie Smith, Partner
With 25 years of experience in developing and leading multi-channel direct marketing functions and programs, Janie has worked as an executive in start up to Fortune 500 companies behind well-known brands, including Apple, Circuit City, and Excite@Home. She has managed online, catalog, telemarketing and retail direct marketing budgets in excess of $100MM, had responsibility for generating direct marketing revenue of $1.9BB across multiple sales channels, supported $6BB in annual sales both domestically and internationally, and driven growth in excess of 50% in four of her roles.
Circuit City — As VP Multi—Channel Marketing at Circuit City, Janie directed a $107MM direct marketing budget driving revenue of $1.9BB across Circuit City Stores, circuitcity.com, and 1800thecity. Under her leadership, online revenue grew10% amid a declining brand and retail business.
Apple Computer — As Sr. Director, Channel Marketing Programs at Apple Computer, she restructured the function, significantly decreased the marketing cost structure and delivered measureable channel marketing programs to drive channel awareness, demand and support revenue growth of 30%. As Sr. Director of Direct Marketing, Apple Retail, Janie led the development of a CRM solution (database), a customer segmentation schema and reporting and measurement metrics for a new marketing vehicle designed to create awareness and drive demand across direct, online, retail and reseller channels.
Abacus Direct (now Epsilon) — Delivered new business channels and worked with the executive team to develop the business plan that resulted in the sale of the company for $1.7BB on a $60MM revenue.
Zones International — Developed direct marketing programs and the database and analytics infrastructure to support rapid business growth (89% revenue growth) and a successful IPO.
Janie enjoys the reputation of being a direct marketing subject matter expert and a metric, ROI and customer focused direct marketer. She is a dynamic and versatile leader and her rigorous approach to developing and measuring marketing programs and design and development of efficient database / CRM solutions has allowed her deliver outstanding results in her many roles.
Lisa Prassack, Partner
Lisa Prassack has led over 20 web-based programs for early stage, mid-level and Fortune 500 companies during the last 11 years. An inherent customer-focused orientation has enabled her to lead teams that design integrated eCommerce, eServices and demand generation delivery while refining product differentiation and customer care. As a result of her innovative implementation of digital technology, processes and people, her clients have achieved sales growth of over 32% annually.
Her expertise in creating strategic and operational strategies has delivered substantial revenue for companies including About.com, Avaya, CBS Online, DoubleClick, Hotels.com, Lexmark, Overstock.com and a Dell Computer assessment. Known as a zealot for client satisfaction and quality (six-sigma black belt), her focus on pragmatic approaches has yielded concrete benefits. Lisa has established a reputation for exceeding performance metrics in rapid growth and difficult environments, developing and mobilizing strong teams, and engaging others through influential communications.
Ross Duncan, Partner
Ross Duncan has been working with distribution firms for over 20 years. He has deep operational experience in office products, fine and industrial paper, electrical, plumbing, and general industrial distribution. After a successful career of implementing many real-time order management, purchasing and inventory systems, and warehouse management, he established his own distribution company servicing enterprises with large, complex servers.
As the founder of Integration Alliance, an innovative server distribution firm, he designed both the high value business model and internal systems to support the strategy. The company invested in extensive resources to integrate the entire solution prior to end user delivery. This competitive edge service strategy vastly reduced the customer’s implementation time and eliminated the inherent technical risks. After four years of stellar growth the company was sold to General Electric, where he remained as a 6-sigma trained VP with GE Access.
Mr. Duncan focuses on core strategic planning, the order-to-cash cycle, and tools to support the real-time interaction between sales and customers.
Radenko "Randy" Stefanovic, Partner
With 28 years of experience in domestic and international sales, marketing and general management, Randy Stefanovic has an outstanding record as an entrepreneur, technological visionary, corporate strategist and consultant.
His extensive work in telecom, cable television, office products, industrial goods and GRO came after a successful career as a Communications and Intelligence Officer in the United States Navy. Randy served in special operations in Beirut, the Persian Gulf and Central America, and later led corporate teams in the design, development, marketing and sales of new high tech products to national and international markets.
Randy's list of employers is a "Who's Who" of industry, including, Amoco, Alcatel, Grainger, Corporate Express and Motorola's cable modem division where he was VP, Strategy & Global Business Development. He has worked for several start-ups and continues to serve in an advisory capacity for numerous organizations.
Randy is presently President and CEO of Source Medical, Inc. a fast-growing manufacturers' representative agency in South Florida. He holds a B.S. in Engineering from the United States Naval Academy and earned his MBA from the Lake Forest Graduate School of Management. Randy and his family live in South Florida.