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Simon Kelly

Simon Kelly

Senior Lecturer

Summary

Simon Kelly - Marketing

Simon returned to Sheffield Business School in 2012 after a stint back in the commercial world working for Level 3 Communications. During this two and a half year spell in Colorado, USA, he led value proposition development and ran North American Field Marketing. While he was there Level 3 acquired another large telecoms company, Global crossing, which provided a live case study for cultural integration. He was also a visiting lecturer at Colorado University (Boulder) on their International Telecoms Masters programme and a Visiting Research Fellow at Sheffield Hallam University.

Before Simon started his career at Sheffield Hallam he worked in the ICT industry for 21 years in Customer Service, Sales, TQM and Marketing. He was Marketing Director for BT's Major Business Division until October 2002. Here he was responsible for marketing to BT's top 2000 Business and Government customers. The division had a turnover of £5bn and Simon was responsible for a marketing budget of £50m. During his time in the job the division experienced record growth and successfully entered several new markets. What he is most proud of is moving the business from a product to a customer value based approach.

Simon's first spell at Sheffield Business School spanned from July 2004 to January 2010. He has picked up where he left off teaching on a variety of programmes up to Masters' Degree Level. He was responsible for developing an innovative module in Business Marketing and Sales Skills which reflected his interest in B2b Marketing and Sales integration.

Simon leads the Masters' Degree Consultancy programme which gives students the experience of working with real clients. We have worked with external clients such as IBM, HP, BT, o2, Henley Centre, Huthwaite International and many local companies on individual consultancy programmes.

Simon has led a Canon of Knowledge for the Chartered Institute of Marketing looking at best practice in marketing to Business. He is a Member of the Chartered Institute of Marketing and an Honorary Fellow of the Institute of Sales and Marketing Management.

Simon was also Chief Executive Officer of Cohesion Marketing. Focusing primarily on B2b technology markets they help organisations grow through Cohesive marketing and sales. They worked have with BT, O2, Siemens, Avaya and Sheffield International venues and many others

He would describe himself as a 'pracademic' and is passionate about the need for marketing to drive customer value.

  • About

    Qualifications

    • 1988: Master of Business Administration, University of Westminster
    • 1980: BA (Hons) Economics, Manchester Metropolitan University

    Senior Lecturer

    Teaching expertise

    • B2B Marketing and Sales

    Research

    • Markeiting and Sales Cohesion in B2b markets

    Industry Links

    • Marketing Consultancy
    • Association of Professional Sales

  • Teaching

    Department of Management

    Sheffield Business School

    Marketing

  • Publications

    Journal articles

    Kelly, S.P., Morgan, G.G., & Coule, T.M. (2014). Celebrity altruism: The good, the bad and the ugly in relationships with fundraising charities. International Journal of Nonprofit and Voluntary Sector Marketing, 19 (2), 57-75. http://doi.org/10.1002/nvsm.1487

    Conference papers

    Johnston, P., Nicholson, J., & Kelly, S. Proposing business-to-business customer value: towards a conceptualisation of the value proposing actor.

    Books

    Kelly, S., Johnston, P., & Danheiser, S. (2017). Value-ology Aligning sales and marketing to shape and deliver profitable customer value propositions. Springer.

    Case studies

    Kelly, S. (2013). Sales and Marketing 'Cohesion'.Boston: Cengage Learning EMEA.

    Theses / Dissertations

    Kelly, S.J. (2017). How do sales and marketing produce business to business value propositions? (Doctoral thesis). Supervised by Nicholson, J., & Johnston, P. http://doi.org/10.7190/shu-thesis-00067

    Presentations

    Johnston, P., Nicholson, J.D., & Kelly, S. (n.d.). Proposing business-to-business customer value: towards a conceptualisation of the value proposing actor. Presented at: 32nd Annual IMP Conference, Poznan, Poland, 2016

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