Alston Gardner, Venture Partner
Alston Gardner is a founder and partner in Fulcrum Equity Partners. Mr. Gardner teaches at the Kenan-Flagler Business School at the University of North Carolina and has been a guest lecturer at a number of other business schools including Harvard Business School.
Mr. Gardner was the founder and CEO of OnTarget, Inc. prior to its acquisition by Siebel Systems in late 1999. Under his leadership, OnTarget grew from start-up to the industry leader in sales force development with $75 million in revenue and 100+ professionals in fifteen countries. OnTarget's clients included HP, Cisco, Dell, Microsoft, Oracle, Alcatel Siemens, IBM, and Xerox.
Recognized as a thought leader on sales force issues, Mr. Gardner has written numerous articles for Sales and Marketing Management, Selling Power, Marketing Management and Harvard Business Review. He also authored several best selling training programs, including Target Account Selling, Selling to Senior Executives and Managing Strategic Relationships.
Prior to founding OnTarget in 1989, Mr. Gardner held various sales and sales management positions with Dun & Bradstreet Computing Services, ADP and Wallace Computer Services. Mr. Gardner was an organizer and founding director of North Atlanta National Bank and a founding director of Chatham Capital, a mezzanine finance firm. He served on the board of Marketing Central prior to its sale to Unica and Forte Software prior to its sale to Sun Microsystems.
Mr. Gardner holds a BA degree from the University of North Carolina ('77) and has attended executive programs at Harvard, Stanford, UVA, and the Aspen Institute. He is currently working on a psychology degree at Columbia University. He serves on the Board of Trustees of UNC Chapel Hill, Kenan-Flagler Business School and the Kenan Institute of Private Enterprise. He chaired the advisory board for International and Area Studies at UNC and lead the fund-raising efforts for the new FedEx Global Education Center. He also serves on the board of Human Rights First in New York.