SUMMARY
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General manager, marketer, strategic planner.
General manager: Turned around software business as GM, then
CEO for 7 years. (Macsyma)
Marketer: Revolutionized marketing metrics. Affected positioning
for several business units. (MathWorks)
Strategic planner: Upgraded investment planning with concepts,
scoring methods, tools. (MathWorks)
PROFESSIONAL EXPERIENCE
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RP Business Solutions, LLC President
Arlington, MA 2006-
Consulting on business analytics and strategy, specializing in
companies with substantial complexity in their product lines,
customer bases, distribution channels, and applications.
Specialties: sales analysis, sales planning, marketing program
effectiveness, product profitability, investment planning methods,
operational value analysis.
MATHWORKS, INC. Director, Strategic Planning and Business Intelligence
Natick, MA (Maker of MATLAB, and 85 other software products) 2002-2006
Strategy and Planning
Served on all 11 management boards for commercial business units.
* Aerospace-Defense, Automotive, Biotech-Pharmaceutical,
Communications, Electronics, Semiconductors, Computers, Control
Design, Financial Modeling, Image Processing, Industrial Automation,
Signal Processing, Test & Measurement, General Technical Computing
* Redirected strategy of an unprofitable business unit from frontal
attack on an industry leader to flanking attack that draws strength
from MathWorks leadership in other areas.
Led business planning for first two products in computational biology,
in bioinformatics and systems biology.
Supervised meetings that got UML on the map as a threat and an
opportunity and made product plans.
Introduced modern strategic investment analysis: portfolio analysis,
opportunity scoring.
Introduced product contribution margin analysis.
Marketing and Sales
Revolutionized sales reporting and analysis to manage 85+ products,
20 industries, 20 countries, 7 applications, 4 license types, licenses
and maintenance.
Designed and implemented tools and processes to build a detailed and
consistent sales plan for thousands of market segments, by combining
managers estimates, historical data, and macro-economic predictions.
Developed contribution margin analysis of lead generation programs.
Championed re-organization of sales force by industry. Particularly
benefits smaller business units: communications, electronics,
financial service, and biotech.
Organized test-market of product suites, where many orders have
10-20 products per seat.
Supervised market and competitive intelligence projects and
acquisitions, and information library.
Software Development
Championed restructuring of software development to improve quality,
so company grew in production code markets. Quality improvement became
the top strategic priority of the company in 2004 and 2005, and it
enables the company to expand from R&D to production applications.
Supervision
Many managers come to you because they know youre smart and
willing to help. VP Marketing.
MANAGEMENT AND TECHNOLOGY CONSULTANT
Sole proprietor 1999-2001
Advised 3 companies on markets for web services, document retrieval,
biotech, financial modeling software.
Consultant / general manager for license plate reader business
MACSYMA, INC. President, CEO, Director, Co-Founder
Arlington, MA (One of 3 top symbolic math software vendors) 1992-99
Raised $4 million financing, doubled sales after decline in 3
preceding years. Sold to a government contractor.
Turned around a world-class technical software product.
Macsyma is a national treasure. (IEEE Spectrum, 1993).
Macsyma is now the leader in the mathematical software marketplace.
(PC Magazine, 1/24/95)
Managed Marketing and Sales, negotiated 10 distribution agreements,
1 acquisition, 3 cross-licensing agreements.
Managed Development directly or through VP. Main product overtook
competitors with 4-6 times our staff.
ARMSTRONG COMPUTING, INC.. President, Co-founder
Newton, MA (Start-up, software for equipment maintenance) 1990-91
Won two military development contracts for equipment maintenance systems.
SYMBOLICS, INC. General Manager
Math Software Division, Burlington, MA (Maker of workstations & software) 1986-90
Turned around math software division. Symbolics main business
declined and brought the division down again.
BOOZ, ALLEN & HAMILTON, INC. Senior Associate
San Francisco, CA 1985-86
Analyzed contribution margins of product X location segments for
a national chemical distributor. Analyzed three of 63 locations.
Implemented permanent metrics and trained client to use them.
Served as lead econometrician for manufacturing analysis of narrow
body aircraft division.
PARKER BROTHERS VIDEO Marketing Product Manager
Consumer Software Division, Beverly, MA (video games) 1983-85
Marketing brand manager and program manager for consumer software.
EDUCATION
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M.B.A., Finance and Marketing, U. of Chicago
B.S., Mathematics and Economics, M.I.T. |
