Summary
Successfully marketed, managed, and sold products spanning enterprise applications and enterprise developer tools, transaction processing, database logistics software, web services, consumer desktops, object oriented tools, databases, web analytics, networking, systems management, enterprise servers, and industrial electronics.
* Product Marketing and Management
* Product Strategy and Definition
* Market Strategy and Development
* Marketing Management
* Sales Management
* Channels Marketing and Management
* Customer Centered Marketing Methodology
* Solution and Consultative Selling Methodologies
* Value Proposition and Brand Development
* Internet, Digital, and Direct Marketing
* Interim Executive Management
* Funding Acquisition
Onvia, Inc. September 2008 - November 2009
Director, Product Marketing Seattle, WA
Defined and implemented the product marketing strategies for a rearchitected database, search engine, and user experience. Delivered the value proposition and authored a complimentary and proprietary sales methodology merging consultative and value selling techniques with a low cost, high volume sales environment.
* Executed product marketing programs which resulted in year over year increases which set new revenue records.
* Launched the initiative to establish Onvia the market leader on government spending using the American Recovery & Reinvestment Act, the most significant government spending program in over 50 years, prior to the change in the US administration. Set the company in a heightened growth trajectory. Revenue year over year grew at double digit pace, countering the recession.
* Successfully launched the first product sold via ecommerce; from concept to first sale in 30 days.
Winshuttle, Inc. January 2007 - August 2008
Vice President, Marketing Bothell, WA
Created and executed on the strategic marketing plan targeting enterprises using the SAP Business Suite. The first year of marketing program implementation, 2007, yielded a doubling of revenue to $5 million over the previous year. The 2008 marketing programs are on track to double 2007 revenue with the revenue for the Q1 & Q2 equal to the previous year’s revenue. Marketing programs and highlights:
* Implemented lead generation system, doubling the number of leads acquired year over year for every type of lead; tradeshows, website, and internet advertising increase over previous years.
* Upgraded the company’s brand and style to present a small company as an enterprise software vendor.
* Designed and implemented value propositions that focused the sales team on decision makers resulting in the increase of the average deal size from $20K to $50 – $100K.
* Implemented customer centric marketing spotlighting customers’ successes. This generated a library of customer case studies, educational presentations, and articles syndicated to industry trade publications and partner websites.
Strategic Product & Marketing Executive December 1996 – December 2006
marketingeek, llc San Diego, CA
Product marketing, management, and sales consultancy focused on delivering clients’ embryonic products and enhancing existing products’ market position. Market and business strategies defined, tactics implemented, value propositions expressed, and brands created based upon customer-centered marketing and sales. And when needed, rebuild marketing and sales teams and processes.
* As the interim vice president of sales and marketing produced a market and product strategy for a signal processing operating environment start up, resulting in inclusion in a UCSD entrepreneurial springboard program. Successfully recruited leading technology experts from major universities to the board of advisors. Represented marketing, sales, and product strategy during venture investment acquisition.
* As the interim vice president of products and marketing, established operations in manufacturing, client services, marketing, and product management for logistics technology start up. Hosted the first customer advisory board, established pricing process, authored release planning process and product roadmap, resulting in an increase in revenue from $500K to $1.2M in one year.
* As the interim president and chief marketing officer, authored and implemented a concise and compelling operating, product and market strategies for a personal publishing software start-up. Successfully recruited the on line editor for California's second largest city's daily newspaper and a leading online community and content technologist to the board of advisors.
* As the interim vice president of marketing and chief privacy officer, directed the creation of the marketing, product, channels, and go-to-market strategies for a start-up for delivering unique analytics and intelligence software and services. Optimized marketing organization to position for the sale to Overture (now part of Yahoo Search Marketing).
* As the interim chief marketing officer, built marketing organizations, optimized target market and customer, reset the marketing plans, established customer-centric marketing processes, created or refined the value proposition, repriced and repackaged offerings and architected closed-loop marketing and sales processes.
* As the interim director, product management led a number of first-product teams for web services, distributed applications, application server, messaging services, and application development tools. Created and instituted comprehensive product delivery processes. Oversaw and authored market models, product roadmaps, product requirements and use cases.
* As the interim director, consulting services, specified and delivered a project delivery method enhanced to accomodate distributed object application implementations, for a high volume call center application.
exobox, Inc February 2000 - October 2000
Director, Product Marketing San Diego, CA
Built marketing team and defined the product for a consumer content and applications provider. Implemented a formal product lifecycle, usability testing, and market intelligence with the team delivering a full complement of requirements: user requirements, use cases, and user interface designs for the PC impatient and phobic consumers. The applications and content were to be delivered as a service delivered through systems and device manufacturers and application service providers channels. Company did not acquire next round of funding.
Expersoft (Vertel) May 1995 - December 1996
Director, Marketing San Diego, CA
Built marketing team for a pre-IPO software publisher of distributed objects application development tools. Transformed its proprietary products into an industry standard product.
* Authored the marketing plan, and successfully launched the Powerbroker ORB (object request broker) into the C++ programmer market.
* Formalized the product delivery, customer research, market and customer requirements, and the two year product roadmap.
* Established Internet marketing, an alliance program, a telemarketing organization and then expanded it into an inside sales organization, which exceeded revenue goals by over 20%.
Texas Instruments, SW Division (Computer Associates) March 1992 - May 1995
Senior Product Marketing Executive Plano, TX
Authored and implemented UNIX product strategy for the industry's dominant enterprise application development tool publisher. Expanded its mainframe only market into a market demanding open client/server architecture, rebranding to meet this new market and its customer requirements.
* Enhanced the product line’s value proposition and repositioned the capability, resulting in $100 million in product revenue, and an additional $50 million in services revenue.
* Established Global 100 customer council to define its first object oriented toolset.
* Launched the marketing campaign for the TI/Microsoft joint repository and component engineering initiative.
* Implemented first product delivery process resulting in the first on-time, within budget product delivery.
Digital Equipment (Hewlett-Packard) January 1988 - March 1992
Manager, Product Management Bellevue, WA
Led the team which defined the product initiatives for DECwest. Products spanned enterprise platforms, operating systems, programming languages, databases, and systems utilities.
* Brought open systems transaction processing system to market.
* Drove the new strategy refocusing UNIX product line to commercial server markets leveraging company’s technical strengths reconciled with strategic customer segments; yielding $1B revenue stream.
* Authored vision for an advanced UNIX operating system project targeted at highly available server market.
Tally Corporation July 1985 - December 1987
Western Regional Sales Manager, Dir, Distribution Kent, WA
Created network of distributors across US and Canada. Generated $40M in revenue, exceeding quota by 15%.
Digital Equipment Corporation (Hewlett-Parkard) January 1978 - July 1985 Sales Manager Bellevue, WA
Progressed from a sales associate to sales management. Exceeded quota seven consecutive years generating over $57M in revenue.
Education and Training
* Graduated Cleveland State University, Bachelor Business Administration, Industrial (B2B) Marketing
* Marketing/Business Strategy – University of Washington, Business Culture of Japan; USC, Integrated Marketing; Customer-Centered Marketing; Strategic Decisions, Northeast Consulting Group
* Sales – Consultative Selling, Solution Selling, Professional Selling Skills
* Technology – VMS/UNIX/NT/Linux, Distributed and Networked Systems, O-O Analysis and Design, Component Engineering, Customer Analytics, Database and Transaction technologies, Web Services
* Professional Memberships – Washington Technology Industry Association, CMO Council, CSU Alumni, AIPMM, Solution Selling Alumi, CMO Club
* Industry Publications/Presentations -- Reengineering Application Development, Open Systems Transaction Processing, UNIX Systems Management, Customer Centered Marketing
Clients; Services; Technologies/Markets
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Clarify; san jose, ca; trained corporate marketing on customer centered value
proposition development; customer relationship management software publisher
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Compaq (now HP); houston, tx; trained network products marketing on customer centered
value proposition development; routers, hubs, and associated networking products
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The Cushing Group (now CIBER); los angeles, ca; interim director, distributed systems
integration practice, So. California; distributed transactions processing applications
utilizing CORBA object request brokers
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DispenseSource; irvine, ca; product management, launch and beta planning; maintenance
and repair operations inventory control and management
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Examplar; san diego, ca; interim vice president, marketing; operational data stores
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GS Levine; san diego, ca; developed customer centered value proposition and sales
tools for the sales team; business insurance services
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Hewlett Packard; palo alto, ca; trained marketing on customer centered value
proposition development and market modeling and product strategy; mainframe replacement,
email and enterprise messaging systems and services
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Island Data; carlsbad, ca; customer centered market research, user interface
prototyping; unstructured data analytics for customer services environments
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Keylime (now Yahoo); carlsbad, ca; interim vice president, marketing; web site visitor
tracking and analytics
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Kinzan; carlsbad, ca; interim director, products; adaptive web services and
model-view-controller architectures
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Learning Framework; san diego, ca; customer centered market research; balanced
scorecard automation and analysis
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Macromedia; san francisco, ca; trained product marketing team on customer centered
value proposition development; training and educational course development tools
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Objectspace; dallas, tx; interim chief marketing officer; java-based object request
brokers, application servers, and transaction tools
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SAIC 10TH Mountain; san diego, ca; product marketing, market research, business
planning; secure electronic transactions for credit card processor and merchant
servicers
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SeeControl, Inc.; san mateo, ca; interim vice president products & marketing; item
management service parts logistics and inventory management
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SuiteSoftware; santa ana, ca; product marketing, market research, business planning;
distributed transactions processing applications utilizing CORBA object request brokers
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Sun Microsystems; santa clara, ca; trained product marketing teams on customer
centered value proposition development; mainframe replacement, java desktops, support
services
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Texas Instruments; plano, tx; product marketing, market research, channels and partners
programs; client/server and object oriented development tools and methodologies
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Unisys; blue bell, pa; trained group marketing teams on customer centered value
proposition development; universal messaging systems, avionics systems
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UpCast; los gatos, ca; interim president, CMO; online community development
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Utah Medical; midvale, ut; trained sales and marketing on customer centered value
proposition development; obstetric medical products
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Vistant; san diego, ca; interim director product management; item management, service
parts logistics, and inventory management
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waYve Technologies; san diego, ca; interim evp sales, marketing, product management;
signal processing operating system, virtual radio, and application development tools |
