The Kotler Team

Principals & Practice Leads

Tony Kotler – Managing Director

Reuben Silvers – Practice Lead, Technology

Steve Rose – Practice Lead, Automotive & Heavy Duty

Barry Deutsch – Practice Lead, Financial Services

Tony Kotler – Managing Director

Tony has been with the firm for 17 years. He is responsible for the development of training programs and consulting services. Throughout his tenure at Kotler Marketing Group, Tony has focused on working with client firms to better understand, measure, and communicate the value of their products, systems, and services. He has had articles and papers regarding value-based sales and marketing published in PaperAge, BtoB online, Supply&Demand Chain, Selling Power and Marketing News.

Tony has expertise in various business market management disciplines and processes, including pricing, marketing research, marketing planning, the design and development of value-based sales and marketing tools.  He has conducted training programs on value-based sales and marketing for leading business-to-business companies in a number of industries. In particular, he has considerable experience working with companies that sell into the Life Sciences, Healthcare and Automotive industries.

He has lead projects to implement value-based sales and marketing efforts at a wide variety of clients in many different industries, including Siemens, Michelin, ExxonMobil, American Express, Dade Behring, British Telecom, and Novartis.

Reuben Silvers – Principal & Technology Practice Lead

Reuben is a Senior Consultant at Kotler Marketing Group and has been with the firm since 2001. He is head of consulting in Kotler Marketing’s Value Services Practice. Reuben brings extensive experience in value-based sales and marketing to client projects. He has co-authored some of our most popular research reports, including “The ROI Dilemma: A 2004 Current Practices Study,” and a recent best-practice benchmarking study on defending support and maintenance pricing in technology markets.

Reuben also heads up Kotler Marketing Group’s sales tool development efforts. His recent value-based sales tool projects include work for Fidelity National Financial, British Telecom, Dade Behring and Microsoft. He has worked on recent training projects on value-based sales and marketing for clients including British Telecom, ExxonMobil, and Level 3 Communications.

Prior to joining Kotler Marketing, Reuben was a Product Planner at the Adrenaline Group, a technology and business strategy consulting company headquartered in Washington D.C. There, he developed business and product plans for technology and services companies. At Kotler Marketing Group, he applies this experience to help technology firms translate the features and benefits of their products and services into monetary terms.

Reuben has an MBA from Stanford University and a BA from Brown University.

Steve Rose – Automotive and Heavy Duty Practice Lead

Steve heads up Kotler Marketing’s Automotive and Heavy Duty practice. Steve is a sales and marketing practitioner with over 27 years of professional experience. Prior to joining Kotler, Steve spent the majority of his professional career at Michelin Tire. While at Michelin, Steve excelled as a leader in sales and marketing. His P&L responsibilities spanned multiple divisions such as Passenger, Truck, and Earthmover.

Steve’s division was one of the first at Michelin to re-organize and adopt market-driven concepts and management techniques. Under Steve’s leadership, Michelin’s Truck and Earthmover divisions routinely exceeded projections and still remain market share leaders today.

While at Kotler Marketing Group, Steve works closely with automotive and heavy duty parts suppliers to document and demonstrate the value of their offering.  Since joining Kotler Marketing 4 years ago, Steve has helped suppliers to resist demands for price reductions and cost-downs. Many of his clients have been able to generate top-line growth as a result.

In his capacity as Practice Lead, Steve also conducts sales training programs designed to teach suppliers how to defend price, and has conducted nearly 75 workshops for sales and marketing teams. Current and former clients include BASF, Valeo, Siemens, PPG, Tower Automotive, Goodyear Dunlop, Kostal, Mulimatic and Arcelor Mittal, to name a few.

Barry Deutsch – Financial Services Practice Lead

Barry heads up Kotler Marketing’s Financial Services practice. Barry is an experienced marketing and sales strategist and practitioner with over 30 years of experience in the banking and financial services industry. His banking career included roles as head of marketing at Mellon Bank in Pittsburgh and Provident National Bank in Philadelphia.

Barry has provided sales and marketing advice and training to leading companies in the software, hardware and telecommunications industries, as well as companies in banking, finance and insurance. He has presented on value-based marketing at industry conferences such as TransPay, and is a frequent speaker at conferences of the American Bankers Association and the Bank Administration Institute (BAI). Current and former clients include British Telecom, Fidelity National Financial, Ping An Insurance, Northwestern Mutual, and American Express.

Barry holds a Bachelor of Science in Economics degree and an MBA from the University of Pennsylvania's Wharton School.