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ABOUT ME

I am Tom Cairns, founder of CairnsCom LLC, the marketing, revenue, and systems consultancy that carries my name. My career runs from the server room to marketing leadership, fifteen years of it driving revenue for B2B technology businesses. I help growing businesses get found, win the right clients, and run better, then connect all three to the number that matters.

Tom Cairns · Founder, CairnsCom LLC · Marketing, Revenue and Systems Consultant · Dallas, Texas and Valencia, Spain · Serving the US, UK, and EU · Specialisms: Cyber Security, Startups, Healthcare

I was raised around enterprise technology and the people who sold it, so the future kept arriving at the house early: an Apple IIe, the first Macintosh, an Atari ST, a Sinclair C5, haha! Flowing into technology, and later into technology sales, was less a decision than a homecoming.

I came up through the actual machinery. Energy-market databases, quality assurance at Electronic Arts, then IT and systems: phone networks, servers, hundreds of machines across multiple offices, and the budgets behind all of it. I learned to read a business at the macro and the micro level at once. That is why I am credible on the technology and the data, not just the messaging.

Energy-market databases, quality assurance at Electronic Arts, then IT and systems: networks, servers, hundreds of machines, and the budgets behind them. I learned to read a whole business, top to bottom.

When the markets turned, I ended up in sales. It clicked: honest conversations, working out whether something was right for someone, earning trust, no scripts. I generated millions in pipeline across the UK, Ireland, and Europe, including an £8M pipeline for Hewlett Packard via Rainmaker.

I became a player-manager who never left the front line, building and training the teams that generated far more than I could alone, including a £15M pipeline year for Trend Micro via Operatix and a $1M-plus pipeline from an SDR team built from scratch at EIGHT25MEDIA.

I started selling marketing, and because I cannot sell what I do not understand, I learned the whole craft. Then I noticed I enjoyed the creative and the systems of it more than the deal itself, driving +30% organic traffic and +25% lead growth at ChartSquad.

I moved my name onto the work. A systems mind that followed the work, mastered whatever it had to, and settled where the work was most satisfying: helping growing businesses get found, win clients, and run better, from anchors in Dallas and Valencia.

When the markets turned in 2008, I went looking, and ended up on the phones. It took a few months and some real training, then it clicked: I was good at talking straight with people, working out whether a thing was good for them, and earning their trust. No scripts, ever. I generated millions in pipeline across the UK, Ireland, and Europe, and then built and trained the teams that generated hundreds of millions more, as a player-manager who never fully left the front line.

From 2018 I started selling marketing, and because I prefer not to sell what I do not understand, I learned the whole craft. Then I noticed I enjoyed the creative and the systems of it more than the deal itself. So I moved my name onto it. That is the throughline: a systems mind that follows the work, masters whatever it has to, and settled where the work was most satisfying.

£15M

Pipeline generated in a single year, then scaled with a team.

TREND MICRO · VIA OPERATIX

£8M

Pipeline built for enterprise networking across the UK and Ireland.

HEWLETT PACKARD · VIA RAINMAKER

+30%

Organic traffic growth in eight months through strategic SEO.

CHARTSQUAD

“

Having worked alongside Tom for over 2 years at Razor Rank, I can confidently say he is one of the most exceptional colleagues I've had the pleasure of working with. From day one, Tom was incredibly approachable and friendly and genuinely cared about his clients and team. His expertise in digital marketing is top-notch. He has a remarkable ability to assist businesses in finding the best solutions for their unique needs, particularly in Salesforce and other CRM systems. His unwavering dedication to his clients sets Tom apart from others. He's not just looking to make a quick sale; he genuinely wants to help his clients succeed and does so with passion and enthusiasm. Tom's exceptional customer relationship skills are a testament to this commitment, and he ensures that everyone leaves a meeting feeling satisfied and optimistic. Tom is undoubtedly one of the best in the business, and I wholeheartedly recommend him without reservation.

MELODY HAJIAN · COLLEAGUE AT RAZOR RANK · 2023

“

Thomas collaborates exceptionally well across teams, beyond what is required of him in his role. I worked as a client-facing Project Manager while Thomas was on sales bringing in the clients, and he would stay in communication on the success of the clients we shared. Whenever he could, he was happy to offer insights gleaned from his correspondence with new clients that were extremely helpful in building rapport quickly as the engagement lead. All around funny, positive guy, too.

THOMAS ARNOLD · COLLEAGUE · PROJECT MANAGER · 2021

“

I have had the pleasure of working with Tom as a vendor for a number of years. Tom leads by example and his tenacity brought fantastic results in a very short time frame. Tom always goes that extra mile and takes a deep understanding of companies that he works with. This alongside his incredible work ethic aligned to his ability to think out of the box has continually led to the fantastic success that he brings customers.

DAN SILVERSTON · CLIENT AT HEWLETT PACKARD · 2017

“

Thomas is a hard driven individual who always achieves his goals while helping his colleagues at the same time. He's a really good at training, solutions and just making things happen.

BRANDY ROGERS · COLLEAGUE · 2017

“

With Tom's technical background and consultative selling skills he consistently meets and exceeds his target. He is also one of the go to guy on any team, helping out his peers with any thing he can to help them drive better results in sales or better understanding of technical systems. Tom helps his team out selflessly making him self always available for help and making sure everyone feels like they are a valued part of the team.

ROB EAST · COLLEAGUE · 2016

“

Tom has been a pleasure to work with at Operatix. Strong sales professional, very committed, passionate about his work. Tom also loves to help and support people around him. Tom has great technical skills and a solid knowledge, understanding of the market he is working on. Having Tom as a partner, manager, colleague will give you the insurance that you are dealing with a true professional for the best result possible. I am happy to recommend Tom to any company.

AOUATEF DHAOU · COLLEAGUE AT OPERATIX · 2016

“

Tom has always been a joy to work with from the moment I started at Operatix, he is a very diligent, enthusiastic and hard working character that will always stay loyal and do his up most to deliver and over achieve. He will always be a person that will make a difference in any institution.

BASSEM LABIB · COLLEAGUE AT OPERATIX · 2016

“

Tom is an extremely professional individual. He is always willing to go the extra mile to make sure the job is done correctly. Tom is a great asset to any organization. His varied experience and depth of knowledge would be invaluable to any company that he chooses to work for and I highly recommend him.

PERRY OZARAGA · COLLEAGUE · 2013

“

I have had the pleasure of working with Thomas at Rainmaker EMEA and he comes across as a very professional, competitive, personable and like-able character, who is a great team player and problem solver, consistently achieving very high results. Though he has a fun and positive personality he balances this with the right professional attitude to work in a competitive environment. Thomas enriches any team he works with, as his humor and professionalism are contagious. I definitely recommend Thomas as a hard working colleague who has a bright future ahead of him, I believe he will achieve success in whatever he chooses to do.

PATRICK ALLENSTEIN · COLLEAGUE AT RAINMAKER EMEA · 2012

“

When Tom worked at Prospect he was always very enthusiastic, full of ideas, very helpful and personable. He has a strong work ethic, is loyal and approaches tasks with steadfast professionalism. It was a pleasure to work with Tom and his energy was infectious.

MELANIE CUDE · SENIOR COLLEAGUE AT PROSPECT · 2011

“

Thomas is the Genuine article - professional highly motivated and a pleasure to work with. His continuing support means that those around him are able to work confidently knowing that tom is there to help when needed. Always one to go the extra mile in whatever he is undertaking be it on a professional basis or by organising events at Corporate level. One of the hardest working and most dedicated people I have had the pleasure to work with.

ASHLEY EIGHTEEN · COLLEAGUE · 2011

“

I have had the pleasure of working with Tom since I started at Rainmaker and in that time he has proved to be the standard that every consultant wishes to emulate. Tom is a dedicated and devoted professional that leads by example, consistently performing at the top level month in month out. His positive attitude rubs off on the people around him and I look forward to continuing our successful working relationship into the future.

JASON CALHAU · COLLEAGUE AT RAINMAKER · 2011

“

Tom is an individual blessed with boundryless abilities. During my time working with Tom, I saw him manage and implement many projects, always taking ownership and resolving issues where needed. Tom has an acute ability to manage relationships and develop business while maintaining a cool head at all times. Working with Tom is also a pleasure, he is a genuine friend and a breath of fresh air around the office and always willing to help those with less experience. Whether I was looking to generate new business, develop internal strategies or manage an existing client base, Tom is a man I would set to the task. Leaving Rainmaker, I will miss having his qualities nearby and know he will be a success wherever the tides may take him.

PETER HOWELL · GENERAL MANAGER · RAINMAKER · 2011

“

Thomas is one of our contacts at UK who is understanding and patient with the IT Engineers especially here in Manila. Thanks Thomas

JANSSEN ZURBANO · COLLEAGUE · MANILA IT TEAM · 2011

“

I have now worked with Thomas for the past 9 month and realised that he is clearly a key factor in the success of our company Rainmaker. He has the knowledge required to help others and the patience to teach and train new recruits. I have seen Thomas succeed at his role as a top performer and I can happily recommend him to anyone. The only bad point about Thomas is the fact that he is scottish ...

REMY BEZOU · COLLEAGUE AT RAINMAKER · 2011

Being busy is not the same as growing. I care whether the work shows up as inquiries, pipeline, and money you can see.

Volume for its own sake is a treadmill. The point is the right work in the right order, not more of everything.

Marketing, website, CRM, pipeline, revenue. I work the whole chain, because a gap anywhere costs you everywhere.

I am AuDHD, and I treat it as the reason I work the way I do. My mind is built for systems and patterns, so I see the whole picture at once and skip the fluff. It is why one person can hold the strategy, the systems, and the detail without losing the thread.

I work solo on purpose, and I limit the number of clients I take so each one gets real attention. You deal directly with the person doing the thinking, never an account manager relaying it. A jack of all trades is a master of none, but oftentimes better than a master of one. I do what I am good at, and use the right tools for the rest.

Marketing, revenue, and systems consultancy for growing businesses.
Dallas, Texas and Valencia, Spain.
Serving the US, UK, and EU.

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