Wen Binn Teoh

1st Pioneer in Comelit Group to succeed in developing the Fire Protection business unit in Southeast Asia from the period of 2021 - 2026, which consist of the following stages:

Business Structure Development

• Design core pricing model, key margin term and strategic trading framework, with 90 and 180 day assessment and review.
• Product and system localization following country and industry code of practice, in collaboration with product and factory R&D engineering team and to ensure scheduled deployment and technological strategic winning direction for local market.
• Outline and translate business canvas budget and cash flow from the period of 2021 until 2023 undertaking the initial start-up to determine business expansion plan. In 2024 to 2026, objective pivot to define business budget framework from forecast to actual and cash flow lifecycle (Internal Sell-In vs Sell-Out Ratio) management.
• Bridging global strategies to local country team execution with business alignment (KPI and Commercial Shadowing) , technical (product and on-site structured bootcamp) enablement and delivery of framework (Dual Track mentorship and Feedback loops).
• Developed and executed strategic business plans to expand market presence across Southeast Asia.

Channel Partner Development

• Identify, filter and engage among the 6000 potential channel partners in Southeast Asia
• Establish business framework with the agreed channel partner and the collaboration Go-To-Market business model best suited at respective countries.
• Assigned and train program for both commercial and technical aspect with 90 and 180 day assessment, ensuring competency or understanding restrictions that require enhancement.
• Initial 30 by 30 day join visit with channel partner team for commercial engagement to capture market share and drive market awareness with influencer, contractors and end-user.
• Cultivated relationships with key stakeholders to drive partnership opportunities and revenue growth.

Business Milestone and Outcome

• Achieved rapid market penetration between 2021 and 2026, scaling from bootstrap origins to nearly $1M in revenue
• The Fire Business unit has achieved contractual cash-flow stability, hitting a milestone where recurring service revenues generate predictable, self-sustaining net profits by 2025.
• Built a growth runway, anchoring our immediate operations with $800,000 in signed, actionable backlogs. The operational foundation is paired with a staggering $12 Million in active pipeline generation.

Achievement and Vision

• Demonstrated exceptional market versatility by successfully delivering over 90 projects across five distinct market verticals. By capturing market share in residential, commercial, multi-site retail, municipal government facilities, and signature landmark developments, the company has built a resilient, multi-stream revenue foundation.
• 3 year plan and vision - An enterprise roadmap anchored in Strategic Account Management (SAM) to cement our premier market positioning. By cultivating direct relationships with Tier-1 end-users, this initiative secures a high-margin, annualized revenue stream while simultaneously elevating our brand equity through high-visibility portfolio placements.

Joined UTC in 2018 to spearhead the redevelopment of the Interlogix TecomC4 Access and Intrusion business line, later integrating the Zerowire intrusion portfolio. The scope of responsibility expanded over the next two years to manage GST Fire Detection business and oversee the integration of the Onity hospitality portfolio (2019).

Key Responsibilities and Accountabilities:

• Spearheaded a dual-track mentorship program in collaboration with country teams, driving commercial and product strategy for the Interlogix Access & Intrusion and Onity Hospitality portfolios
• Spearheaded the GST Fire Detection business across the Southeast Asia region, acting as the sole regional lead to manage, grow, and optimize the channel partner network.
• Accountable for driving USD 9 million in annual revenue by 2020 through a consolidated product portfolio featuring Interlogix, GST Fire Alarm, and Onity Hospitality.

Business Milestone and Outcome:

• TecomC4 achieved 22% growth, led by strong access control adoption in Thailand and Vietnam. Concurrently, Malaysia gained momentum in enterprise intrusion deployments.
• Zerowire achieved significant business development milestones in Southeast Asia, marked by breakthrough multi-site retail contracts in the Philippines and Malaysia. Furthermore, a strategic collaboration with a Central Monitoring Service provider has enhanced our commercial advantage and positioned the company for dynamic growth.
• Driven by successful product positioning for beam detectors in Vietnam and the penetration of the Malaysian market, GST Fire Detection business revenue grew by 20%.
• Through a strategic global agreement with CapitaLand, Onity strengthens its market position across major hospitality brands like The Ascott, Citadines, and Somerset.

Spearheaded channel sales growth for Fire & Security solutions across East Malaysia (Sarawak, Sabah, Labuan) and Brunei, establishing new distribution networks and driving regional revenue.

Stepped into an Acting Country Manager role for Malaysia and Singapore in 2017, relocating to the Kuala Lumpur Regional HQ to lead and mentor a team of 3 account managers.

Responsibilities Overview:

• Drive the development of new and existing channel partners through micro and macro strategies, aligning with specific lines of business and holding brands.
• Managed and forecasted pipeline conversion metrics, aligning sales strategies to meet an annual operating target of USD 3.5 million.

Business Milestone and Outcome:

• Team-driven success: Generated a USD 13 million pipeline and USD 1.9 million in backlog orders through joint efforts with Account Managers and Channel Partners
• Successfully drove market expansion for the new Honeywell Morley product line in Malaysia. A key career highlight includes pioneering the first standalone smoke detector deployment in Singapore's public high-rise residential housing, successfully rolling out 20,000 units in 2017

Build strategic relationships with key project stakeholders to advocate for and capture ELV project opportunities across Sarawak.

Identify and secure commercial opportunities for our proprietary LED reflective lighting product line in residential and corporate real estate

Responsibilities Overview:

• Build strategic project pipelines by engaging key decision-makers and industry influencers
• Diversified revenue streams by securing public open tenders alongside traditional project development, successfully driving a sales pipeline of MYR 2 million per annum.
• Designed and developed tailored tender specifications through pre-sales enablement, optimizing project participation and maximizing our conversion rate.

Business Milestone and Outcome:

• Generating MYR 9 million pipeline with an anticipated Year 2 revenue conversion of MYR 1.5 million (a 16.7% conversion rate)
• Track record at driving revenue and managing high-value projects, including securing 3 key account portfolios and landing my first MYR 1 million contract. Career highlights also feature directing the cutting-edge LED (Reflective Ceiling Panel) lighting deployment at East Malaysia's very first Lexus showroom and outdoor billboard project.