Martin Echavarria is Managing Partner of Coherence 360°, a management consulting boutique specializing in helping companies identify and establish strategic alliances and then cultivating them to become enduring and profitable strategic partnerships.
Mr. Echavarria has over 15 years of global experience in developing and negotiating strategic alliances, resulting in nearly US$1 billion in top line revenue. He specializes in helping companies build strategic alliances for the development of new markets and products across regions, borders and cultures.
He has been instrumental in the development of large scale partnerships as well as implementing alliance business units for world-renowned corporations such as Scotiabank, American Express, MasterCard and Hewlett Packard.
His strategic alliances methodology has recently been guiding clients in a wide range of industries such as mobile money, telecommunications, banking, retail, airlines and supermarkets.
Mr. Echavarria holds an MBA from Thunderbird School of Global Management and a BA in Business & Political Science from Emory University. He is an Executive Education Professor at the Los Andes School of Business in Colombia, where he lectures on Leadership for Collective Partnership and its impact on strategic alliances.
He also holds coaching certifications from New Ventures West and Korn Ferry International. Mr. Echavarria is a certified coach of the International Coaching Federation and a member of the Association of Strategic Alliances Professionals.
Marcelo supports Coherence clients to envision innovative advertising and branding partnerships that
enable client firms to shift customer perceptions and capture market-share and increase top of mind.
Because of his capability to move productively from the creative to the analytical side of business and
back again, he is an invaluable resource to help companies interested in partnering to ground their go-to-
market strategies based on sound business analytics and creative strategies.
Marcelo has over 20 years’ experience in the marketing, media and advertising industries. From working as a copywriter at Kenyon & Eckhardt in Madrid, early in his career, and later becoming Creative Director. In the US, he earned Addy Awards for his work with the American Dairy Association and for Amoco, turning a simple ad buy into a full sponsorship integrating the founder of the Grand Prix –Ralph Sanchez—into one of the Amoco’s most successful TV spots.
Marcelo then shifted to media and quickly developed an expertise that would make him one of the leading media directors in the Latin America Region. He worked at Foote Cone & Belding and McCann-Erickson and then as EVP/International Media Director at FCB. Some of his major accomplishments include:
- Created its first Latin American media network joining 17 countries;
- Developed a single, unified strategic planning methodology which joined strategic planning, creative and media;
- Merged, unbundled and created 15 media operations in Hong Kong, China, Europe and most of Latin America.
After years on the Branding and Digital side, Marcelo then became a partner in a Direct Response agency where he took over the media for DIRECTV Mas, the largest spot buyer in the U.S. Hispanic Market and 2nd largest network buyer. Today, he provides strategic planning and media consulting for clients in the U.S., the U.S. Hispanic Market and Latin America.
Marcelo specializes in two areas:
#1 – Product Introductions, re-launch and go-to-market strategies including branding and advertising partnerships. His product introduction expertise includes Iberia Airlines (Spain), Camel (Mexico), L’Oréal Plenitude and Lancôme (Mexico), General Motors (Argentina), Diet Coke (Mexico), Quatro (Argentina), S.C. Johnson, Nabisco and Kingston Technology (all: Latin America), Samsung (Worldwide) and dozens more. He has participated in dozens of product re-launches, re-staging, brand extensions and more.
#2 – CMO-Level Strategic Planning where his right brain/left brain understanding of the business can take the entire marketing organization from sales objectives, through consumer insights, contact strategy and messaging strategy. His experience includes work with Colgate-Palmolive, S. C. Johnson Wax, Nabisco, Kingston Technology, Porsche and dozens more.
Sergio Estevez is Head of Business Development at Coherence. He works closely with Coherence clients in helping them identify, build and grow the right solution to their alliance development needs. As an experienced business developer within the payments industry, Sergio brings in more than 20 years of knowledge enabling financial services companies to reach new international markets and helping them build long term sustainable and profitable partnerships.
Sergio worked as an executive at MasterCard Worldwide in the areas of Business Development, Marketing and Products. He has partnered with many global financial institutions and has helped them achieve impressive yearly growth in portfolio expansions into Latin America, the Caribbean as well as Asia.
He has led key strategic projects in the following areas: New issuance of credit/debit cards, global market expansion, co-branded programs with several airlines and retailers, usage and segmentation, rewards programs and programs leveraging major sports sponsorships.
At MasterCard, Sergio received their prestigious “Sales Champion” award three separate years for outstanding results. He is also someone that is an excellent coach that has supported numerous employees achieve their career development objectives. He also worked for American Express. He holds a bachelor’s degree from Ottawa University and an MBA from Tampa College.
Roberto M. Saco
Roberto Saco has been immersed in the disciplines of process and change management and service quality for over 20 years. He led the business transformation program for one of the most profitable Divisions at American Express Company. He is an avid collector and promoter of innovative business practices that lead to better organizational outcomes.
Mr. Saco is a senior consultant at Coherence and a developer of the “Partnership Innovation Sessions” offered through our Workshops and Coaching services. His field of expertise focuses around the themes of service design, business process management, and organizational change & transformation.
Working with banking, insurance, and IT clients in the Americas, Mr. Saco operates under the guiding principles of dialogue, co-creation, innovation, and sustainability. In addition to his long-term association with professional societies like IIE (Institute of Industrial Engineers) and ASQ (American Society for Quality), he also belongs to the Change Leaders global community of practice.
Mr. Saco has served as a Senior Examiner for both the Florida Sterling and the USA Baldrige Performance Excellence programs. His involvement with these programs began in 1990, culminating with his appointment to the Sterling Award Judges Panel in 2000. His articles have appeared in diverse publications, such as Quality Progress, Industrial Management, and the Design Management Review. In July 2008 Mr. Saco became the President of the American Society for Quality (ASQ, www.asq.org), a professional association with nearly 95,000 members worldwide.
Ruben Rodriguez is a coach for Coherence and is focused on facilitating the personal growth and professional effectiveness of executives, senior leaders and their organizations. Certified as an Integral Coach™ in 2001 through New Ventures West™, he serves as a faculty member in the Professional Coaching Certification (PCC) program.
Prior to collaborating with Coherence, Mr. Rodriguez spent his corporate career on the people-development side of business at Hewlett-Packard, Cisco Systems and BD Biosciences. He held various internal organizational consultant roles focusing on leadership development, personal transition, communication and collaboration.
Mr. Rodriguez has delivered leadership programs throughout the US, Europe, Australia, India and Asia. He earned his Bachelors in Business Management from Santa Clara University and Masters in Organization Development from the University of San Francisco.
Dr. Karen Walch
Karen S. Walch, Ph.D, is a Coherence consultant and Associate Professor at Thunderbird School of Global Management, has an academic background in international negotiation, cultural competencies, and global mindset. She has over 30 years of experience in various business and academic contexts, including: insurance, law, tourism, aquaculture, security studies, and MBA graduate education. Dr. Walch pursued a Ph.D. in International Political Economy and Negotiation at the University of WI while working in business, political, and legal settings.
Dr. Walch’s interests are in the area of political and social-psychological factors in communication and negotiation. She was the editor of the Conflict Resolution Series: Central America – Continuity and Change at UW Press. She has published in Caribbean Affairs, Journal of Language for International Business, The Thunderbird International Business Review, the Journal of Dispute Resolution, and in Caribbean Choices, published by Johns Hopkins press. She is co-author of Understanding Negotiation (translated in Chinese), and author of “Feminist Ideas on Cooperation and Self-Interest for IR”, in Partial Truths and the Politics of Community edited by M. Tetreault, University of SC Press.
Dr. Walch has received over a dozen teaching awards and specializes in the area of cultural competencies and negotiation planning and strategy applied to the areas of, but not limited to: Consultative sales processes; key account management; management/labor practices; joint venture and partnerships; global virtual marketing and manufacturing teams; family run businesses; and customer relations.
She is certified to consult, design programs, coach, and administer the following assessments tools: The Cultural Orientation Indicator (COI) and Cultural Navigator (trademarked and certified by TrainingManagementCenter); The Emotional Competency Indicator (ECI) (trademarked and certified by the Hay Group), ExpertNegotiator (trademarked by Latz Negotiation Institute); Global Mindset Inventory (GMI) (trademarked by Thunderbird School of Global Management; and Mediation and Alternative Dispute Resolution (ADR) method of Centre for Dispute Resolution. London.