SENIOR SOFTWARE EXECUTIVE
I am a specialist in integrating strategic business goals and solution strategies with marketing initiatives and operational objectives to drive successful, growth businesses.
I seek a position within a software company that combines my skills and experience in leading the formulation and execution of a "solution strategy". I also seek to collaborate with other Senior Management in ensuring that the company’s business strategy is supported by a solutions strategy that fuels the projected, expected performance. It is at the cross-roads of the strategic and operational components that my high level of energy will deliver the level of "collaborative clarity" every software company needs.
Technology-driven, accomplished, innovative, and focused executive offering 18 years of success directing software marketing, product marketing and product management initiatives in B2C/B2B markets. Career reflects stellar background in marketing and product management roles, a strong expertise in thefinancial services, pharmaceutical and healthcare information solutions markets. I have vertical expertise with eCommerce Search and Merchandising, Enterprise Search, Business Intelligence and CRM/Customer Service spanning multiple customer interaction channels; namely Call Center, Service Center, Sales Center and Self-Service domains.
Key credentials include:
Marketing Strategy Development
Multiple Business Unit Launch Plans
Go-to-Market Planning & Execution
Sales Staff Training
Defining Business Plans & MRDs
P&L Definition / Accountability
Analyst Relations
Product Launch Planning & Execution
Public Relations Management
Competitive Research / Analysis
C-Level Presentations
Customer Forum Management
CAREER HIGHLIGHTS
• Conducted market analysis against the context of our solution’s value proposition to create a compelling business case and operational strategy within the healthcare clinical information solution market.
• Built targeted Marketing Requirements, articulated the needed application functionality and managed the launch of 5 releases of an eCommerce search, navigation, merchandising and analytics application.
• Defined a complete 3 year MRD in 5 weeks for a web-based, J2EE/XML-based call center application containing both the definition of Product Functional Requirements that delivered the value required by the market and customer base as well as the expected Business Case to support the investment.
• Established vehicles of communication with key customers, markets analysts and internal business units to ensure a “complete” view of current and emerging business drivers that help to shape our company’s solutions.
• Introduced 8 new enterprise solutions (3 to the CRM market) and enhanced 5 existing enterprise solutions. Spearheaded deployment of multiple version/point/maintenance/patch release projects.
• Offer 10 years of success in defining/authoring MRDs and Business Case/Master plans and presenting each to internal and external customers.
• Negotiated OEM, Marketing and Distribution Agreements with 10+ businesses.
• Delivered thousands of product demonstrations side-by-side with Sales.
• Led hundreds of Analyst Briefings from 20 mins to 8-hour product reviews.
• Developed the healthcare industry's first integrated UR/QA/RM solution
• Promoted to the position of General Manager of Patient Scheduling Software Division within one year of being hired as Product Manager.
CAREER TRACK
ATG, Inc. – Cambridge, MA Dec 2007 to Present
(The Leading provider of eCommerce Platform and Solutions)
Director, Partner Marketing
Managed all WW marketing activities including alliance site, technical community, partner enablement strategies, partner focus strategies and go-to-market marketing activity planning and execution.
• Defined the messaging, positioning and details behind the ATG-Partner joint value proposition.
• Compiled companies first Partner Quick Reference Guides for Services and Software & Technology Partners
• Re-tooled Partner Alliance Site to meet usability and usefulness goals
• Defined Comprehansive Marketing Plans for each key Partner designed to level-set ATG investment with Partner value.
• Improved communications content and published North America Partner Newsletter
• Defined and conducted 2 Partner Training Web Seminars introducing ATG Value and Market Strategy
iMDsoft, Inc. – Needham, MA
Feb 2007 to July 2007
(A Leading provider of interactive clinical information solutions for high acuity patients to hospitals.)
Director, US Marketing
Responsibility for all US marketing activities including corporate marketing, demand generation, public relations, analyst relations, product marketing and product management. Initially hired to deliver the disciplines of Product Management and Marketing to a growing company seeking to bridge into broader market spaces.
Created a new product and go-to-market strategies to bring the company from feature/function focus within the Clinical Information Solutions market to one which presents the overall value proposition of the product and details the benefits of our solutions. Defined the messaging, positioning and details behind the scope of the re-branding and product launch of the MetaVision Platform and the vertical business solutions for the ICUs, ORs and Tele-Monitoring marketing.
EASYASK, a division of Progress Software Corporation
Bedford, MA
2003 to 2007
(Leading provider of data search and query to Enterprises and ISV and Advanced and dynamic merchandising to the B2C and B2B eCommerce businesses.)
Senior Director, Marketing
Responsibility for all marketing activities including corporate marketing, demand generation, public relations, analyst relations, product marketing and product management. Initially hired to deliver the disciplines of Product Management and Marketing to a growing company seeking to bridge into broader market spaces.
Created a new product and go-to-market strategies to bring the company from a narrowly focused product set within the Retail market to one which allows expansion into new markets, using the same core technologies. Efforts included delivering full suite of Sales tools (presentations, demonstrations, sales collateral) to drive revenue. New Markets include Financial Services (Retail Banking, Insurance and Investment Brokering), Pharmaceutical, Manufacturing and Government. Defined the messaging, positioning and details behind the scope of the re-branding and product launch of the EasyAsk Enterprise 9 Platform and the broad business solutions of Enterprise Search, Commerce Advisor, Service Advisor and Decision Advisor.
Led Progress Software’s first vertical initiative for the Retail Market wherein the three primary product groups representing Application, Enterprise Integration and Data Integration infrastructure products were positioned together.
Created the companies first Marketing Requirements Document and have leveraged such to effect the processes and activities thru to accountability and commitment of all operating business units as it relates to product release cycles and success.
• Lead the expansion of the product suite from a Commerce search engine into the Customer Service and Decision Support markets.
• Organized and Managed the companies “customer-facing” forums wherein product and services directions and expectations were discussed, refined and validated.
• Refocused marketing and sales initiatives beyond the Retail market space into the Health Care, Life Sciences, Financial and Government.
• Collaborated with Sales Leadership to deliver revised Product Positioning and Pricing strategy that supports the associated revenue model.
• Delivered revised, re-messaged sales tools to Sales/Sales Engineering for use in delivering revenue goals.
• Redefined solution and product set strategy and messaging from a one product stable into a service-oriented, single point of search technology platform supporting broad business applications which drive vertical market solutions.
• Defined new process of product marketing and advanced the discipline of product management.
• Directed all PR activities across industry specific and business general pubs and events.
• Directed the complete revision of EasyAsk website (writing most of the sites content) so as to reflected the new positioning and strength of the Progress affiliation.
• Created sales tools and content to support the new strategy and conducted two 3-day training programs for the existing and newly hired solution sales staff.
• Completed comprehensive review of all competitors across the commerce and enterprise search markets in which EasyAsk competed.
• Achieved measurable and marketable successes in Analyst relations leading to both a “Visionary” status in a Gartner Magic Quadrant and a Bulls Eye from Patricia Seybold Group in one year.
• Established new strategic partnerships with IBM (Portal, Workplace, Systems Integration and Information on Demand), Business Objects (BI OEM) and Chordiant (CRM integration) to drive functionality and business opportunities.
CHORDIANT SOFTWARE, INC.
Cupertino, CA
2000 to 2003
(Developer of innovative software that is process-driven and customer-centric and contributes to lower costs in marketing, sales, and customer service areas for B2C enterprises. Product lines: Chordiant 5 Marketing and Chordiant 5 Selling and Servicing.)
Group Director of Applications
Staff: 7 Product Management, Product Marketing, Program Management Associates Budget: $7.2 million
Capitalizing on wealth of product marketing and product management expertise, immediately introduced structure and process into the Product Management organization, instituted measures to safeguard revenue stream, overcame lack of product management resources, provided critical Senior Product Management leadership and integrated strategic process across Chordiant product lines.
Mentored and led a market-driven team with focus on P&L management, product strategies, product positioning/ management/releases critical in developing, and attaining business and product line objectives for 8 software products. Key activities entailed defining product strategies, identifying target customers, strategic planning, product lifecycle management, collaborating with engineering to develop functional specifications, partnering with Product Release Team to ensure effective product launch, creating product line strategies and blueprints, business analysis, creating market content for product introduction, presiding over product launch milestones, and much more. Additionally, developed and executed launch plans to ensure product success and collaborated with multiple groups during all product development milestones.
• Initiated a series of actions that were catalyst in delivering profits in Q1 2002; company surpassed goals and achieved $6.1 million in sales.
• Delivered extensive suite of product collateral, white papers and customer case studies to support Sales process.
• Delivered sales presentation and roadmap presentations on a frequent basis.
• Inherited a troubled web-based Call Center Solution program and hit the ground running to put the project back on track and deliver product in time to contribute to 2002 revenue. Structured product strategy and definition in 6 weeks compared to typical 6 month cycle. Partnered with Engineering, Education, Marketing, Sales, Pre-Sales, Professional Services, and Professional Support. Project was released on schedule. Company secured 2 deals valued at $6+ million and, based on success, increased revenue forecast for 2003.
• Steered management of 15 product releases and generated revenue that exceeded growth projections; outperformed competitors.
• Developed and evangelized the first corporate-wide software product management methodology.
• Penned an annual application product roadmap and product strategy white paper to guide product development and financial planning. Components entailed performance measurements, campaign management, segmentation, propensity and statistical modeling, event detection, and channel-based enhancements.
• Defined project to integrate marketing products from Prime Response into Customer Service product line.
• Expanded role and impact achieved by Product Development Forum that led to strong customer loyalty.
• Formed Product Steering Team, Product Focus Group, and Product Team to evenly distribute product responsibilities, improve results, and avoid unnecessary costs.
MEDIMERGE HEALTH
Manchester, MA
1999 to 2000
(Provides complete web-integrated health benefit programs to self-insured corporations.)
Chief Technology/Information Officer
Member of senior management team that navigated start-up “dot.com” business through stormy weather. Key activities for start-up included contributing to business plan development, authoring technology strategies and plans, creating company infrastructure, defining/developing/executing eCRM, Clinical Business and Insurance Operations product needs and requirements including business planning, market analysis, requirements definition, specifications development, product design, product development, product support and deployment. Managed financial systems and scheduling of applications and solutions to support technology users.
• Contributing author of MediMerge Business Plan that communicated business strategy and value proposition to potential investments, partners and prospects and led to initial funding in excess of $750,000.
• Pioneered e-business concept to capitalize on health/wellness industry. Championed operational strategies to integrate components (provider, payor and member) with sophisticated technology. Business model is now being emulated by other e-commerce businesses.
• Championed IT strategies for highly decentralized company pursuing opportunities in e-health and e-insurance arenas. Conceived new business models and revenue streams to leverage existing assets. Created IT vision to support business strategies.
• Devised eRM strategy and partnerships that worked in tandem to deliver 3rd generation services for Wellness101 members. Facilitated vendor interviews; wrote MRDs, Use Cases, and success metrics. Introduced “Wellness 101” website requirements within 3 months of concept. Reviewed services and offerings of 40 e-commerce vendors and selected 8 vendors to support “Wellness 101” e-commerce site.
• Incorporated nearly 20 vendor products into comprehensive business automation infrastructure. Led pricing negotiations for all partners in multiple business areas including web development, e-commerce back office, web-based medical claims processing, knowledge management, and much more.
KPMG, LLP
White Plains, NY
1998 to 1999
(One of the leading consulting firms specializing in business and healthcare consulting services.)
Senior Manager, Healthcare Consulting Division / Clinical Applications Practice
Capitalized on expertise in Per-Se’ Technology applications and joined consulting firm to recruit, train and manage a team of KPMG Managers and Consultants that marketed and sold Per-Se’ Technology upgrades and other vendor software applications to existing healthcare clients.
• Proposed, Sold and Championed a new risk-based CIS ROI Practice focused on rapid system selection analysis and return on investment service for healthcare systems and hospitals to facilitate the system selection decision process. Per Se’ technologies’ ULTICARE and new Patient1 CIS products were baseline technologies. In 9 months, delivered $1.6 million in revenue.
• Introduced Customer Success Implementation services for ORSOS and One-Call customers that triggered $250,000 in 9 months.
PER-SE’ TECHNOLOGIES
Atlanta, GA
1994 to 1998
(Provides healthcare information technology and services to physicians, healthcare organizations and payers.)
Vice President, Product Operations
Initially created a Product Management process, and hired top industry experts to form a top-tier Product Operations team to support internal operations such as Product Management, Product Marketing, and Pre-Sales Engineering. Directed a staff of 8 to 10.
• Conceived, developed and piloted the deployment of the healthcare industry’s first enterprise-wide patient scheduling application, One-Call. Instrumental in landing 25 customers in first year and 100 customers in second year.
• Achieved full technology integration of One-Call with Per-Se’s Surgical Scheduling system, ORSOS.
• Led the process to prepare for and deliver on the goal of adding $25 million in new sales.
• Identified need for a Pre-Sales Group to support One-Call, and developed business case; Pre-Sales Group was pivotal in increasing sales by 10%.
TRANSITION SYSTEMS, INC.
Boston, MA
1990 to 1994
(Built innovative healthcare information systems involving areas of decision support, quality assurance, utilization review and risk management.)
Product Manager
Hired as company’s first Product Manager. In summary, accountable for success of the Transition for Quality product line, operations of technology assessment and selection, and definition of market requirements document, business case and P&L, product functional requirements, user interface design, project requirements, education program, and support skills and requirements. Oversaw marketing literature, sales collateral, sales demonstrations and programs. Directed a staff of 6.
• Conceived and directed roll-out of the market’s first client/server integrated QA/UR/RM application, Transition for Quality. Presided over technology selection, hiring product development team, training sales, service and support staff, technology demonstrations, and more. Achieved $900,000 in sales in 2 years.
• Created a series of sales tools to drive revenue. In most cases, supported sales presentations
• Merged “Transition for Quality” product line with “Decision Support” application so each product line could leverage sales from both customer groups.
BENESYS, INC.
Syracuse, NY
1987 to 1990
Co-Founder, Vice President
Founded and served as the Vice President of a healthcare software marketing business which successfully designed, developed and sold a utilization review and quality management software product to hospitals. Leveraged six years of experience in the hospital UR/QA business to define the leading product of its time for use by hospitals.
Successfully sold $500,000 worth of licenses within one year of initial deployment.
EDUCATION
Bachelor of Science, Healthcare Administration
Ithaca College – Ithaca, NY (1977) |
