Mitchell A. Slater
8561 Acadia Drive
Sagamore Hills, Ohio 44067
Cell: 216-225-0589
Home: 330-468-7960
mslater@adelphia.net
03/2004 – present
Visible Innovations
Cleveland, Ohio
Vice President of Business Development
- Increased revenue 400% by opening a new line of eBusiness while solving customers' marketing and sales challenges.
Put the "e" in design. Expanded business services beyond traditional print design. Added full range of on-line services including UI design, eCommerce, web based training, Flash animated product demos, eMail marketing, blogging and strategic planning. Revenue increased 400% as new manufacturing, real estate, non-profit, consumer product and software service clients were acquired.
Energetic channel success. Energized an underperforming manufacturer of energy conservation technology increase sales (on track for doubled growth) by implementing a new marketing strategy based on using channels for sales and service.
Found their sweet spot and the money. Rescued a struggling, underperforming construction software startup. Rewrote the business plan; developed a new marketing and sales strategy; reworked their product offerings and helped them successfully seek outside angel funding.
Regulatory compliance while kicking the competition. Developed database-driven system for managing and promoting a $100 MM credit union's lending and savings products helping them compete across the web where they have no physical branches and maintain regulatory compliance.
03/2000 - 03/2004
Océ Groupware Technology Inc.
Cleveland, Ohio
Vice President - Market/Product Management ('02 - '04)
- Doubled sales per direct rep while kick-starting indirect channels into $500,000 of new business.
- Developed $350,000 of new professional services business after a 2-year dry spell.
- Launched in Japan delivering $295,000 in new sales and a $3 million pipeline in just one quarter.
Doubled product sales and customer satisfaction. Assumed responsibility for an existing line of enterprise software that wasn't selling at its full potential. Discovered the real customer value and blasted that message into the market with a new sales playbook and supporting marcom for direct sales and channels. Reorganized the Cleveland operation and aligning the product roadmap with real customer business needs. Direct sales doubled and integrator channels came to life with a half million in new business. Blew out the Japanese market with this same approach tailored for Japan.
Rebuilt professional services for revenue generation. Formed a dedicated organization for handling custom systems integration. Implemented a rapid response methodology that improved our competitive position and has resulted in the development of $350,000 of new professional services business within the first year of operation.
Program Manager ('00 - '02)
- Launched a new line of software for the construction industry through a newly established software-as-service channel program.
Slammed the competition at launch. Our printing systems customers were looking for a way to increase the depth and value of their services to the construction industry. We architected a software-as-service solution that would help this new channel profitably deliver construction collaboration services to their customers. Working closely with our customers, the business case and product roadmap crystallized. We rapidly prototyped a new line of software that optimized their in-house workflow and managed their customers' project content. Our offering equipped these channels with marketing and sales tools that helped them transition from print provider to profitable software-as-service partners. When it hit the streets our competition was caught completely unaware and immediately established Océ and its partners as a player to be reckoned with in the space.
06/1999 - 03/2000
e-CITe
Cleveland, Ohio
Director - Business Development
- Increased revenue from existing customers by 400%.
- Carved out $100,000 in new customer sales within 6 months of launch.
- Developed a $5.3 million sales funnel from a zero starting point during that same period.
From rocket science to commercial success. Developed a commercial IT consultancy division from the ground up for a long time NASA contractor specializing in staff augmentation. Single-handedly developed the brand, promoted the business and captured sales in the field. Increased revenue from existing government customers by 400% generating an additional $510,000. Cultivated a commercial clientele within 6 months yielding 9 new accounts, $100,000 of new business and a sales pipeline of $5,300,000. Grew and managed the team of 30 reports organized into three commercial service groups: business applications, network infrastructure and eMarketing using our own brand of consulting methodology derived from our NASA roots.
08/1998 - 05/1999
Framework Technologies, Inc.
Cleveland, Ohio
Projects Manager
- Opened the manufacturing market by repositioning the existing product with message and marcom.
- Developed key manufacturing reference accounts (Moen, Pemco) establishing our credentials.
From bricks to pieces-parts. Repositioned the existing product, as it was, for manufacturing project collaboration. From that vantage point, marketed and sold key reference accounts, while using their insights in defining future product direction and growth path for servicing the manufacturing product lifecycle market. In addition, conceived a differentiating suite of complementary professional services offerings that sweetened revenue potential. Established, trained and managed our first indirect channel partners.
10/1996 - 07/1998
Lockheed-Martin (Formtek Division)
Stockholm, Sweden
Program Manager
- Achieved 40% gross profit margin on professional services in Europe for the first time.
- Rescued a major account in Europe from financial and fulfillment difficulties.
- Jump-started the hunt for new business in Europe that had lain dormant.
Avoided the boot through trust. A $10 million systems integration contract with Adtranz, our largest commercial account in Europe was in trouble. In Stockholm, took over the client relationship, earned their trust and negotiated a mutually agreeable set of deliverables that fit the scope and budget of the booked contract.
Turning chaos into award winning margins. Formalized the delivery process in Europe using an economical blend of tools and processes covering requirements analysis through QA and testing. Implemented this process shift with no down time, achieving services profitability (40% gross margin) for the first time in Europe and was recognized by senior management for this accomplishment.
Out of confusion, competitive order. Solved positioning confusion between two overlapping lines by establishing complementary positioning that logically flowed from real customer business processes. This new value proposition helped us compete on European opportunities from $1 million to $160 million in value.
11/1994 - 10/1996
Elsag Bailey Process Automation
Cleveland, Ohio
Project Manager
- Led the development and application of ISO-9000 compliant knowledge management systems that organized their intellectual capital and drove the creation of next generation plant control systems.
01/1989 - 11/1994
Boeing Computer Support Services
Cleveland, Ohio
Group Leader
- Developed and delivered a $4 million dollar contract mod for a global engineering document management system for NASA.
- Restored award fee levels (99-100%) by rebuilding team unity, cooperation and performance after personnel difficulties threatened to scuttle our relationship with the customer.
10/1984 - 01/1989
W.L. Tanksley and Associates
Cleveland, Ohio
System Manager
- Developed the CAD services business from scratch increasing billable hours by +60,000/year.
- Initiated two additional lines of business services: IT training and applications programming.
EDUCATION:
BS, Case Western Reserve University 1982
MBA, Baldwin-Wallace College 1988
LANGUAGES: Swedish, French |
