David Howley

Summary

PRODUCT LINE MANAGEMENT / MARKETING STRATEGIST

– UNIFIED NETWORKING

Dramatically Increased Revenue s Elevated Market Share / ROI s Optimized Product Positioning

Highly accomplished and experienced Product and Marketing leader with expertise in developing and directing full lifecycle of product portfolio to gain significant competitive advantage. Proficient at coupling in-depth product knowledge with business and marketing acumen to gain multi-million dollar revenues and significant new business growth within tight time frames. Proficient at analyzing market, determining needs, and developing winning solutions to ensure product line growth and profitability. Polished professional with exceptional communication and negotiation talents; adept at initiating and growing major channel and reseller relationships to increase share, reach, and visibility in both domestic and international markets. Dedicated to providing products and tactics that directly contribute to both short- and long-term organizational goals.

Selected Achievements

ØSecured new revenues of over $200M in first year by defining / launching Carrier Ethernet solution for telecommunications providers; achieved first mover advantage in major new multi-billion dollar global market. [Nortel Networks]

ØForged major OEM channel partnershipwith IBM to drive sales of over $100M per year (25% of Company’s division revenues). [3Com Corp.]

ØGenerated new incremental first year revenues of $60M by initiating and implementing carrier resale program and networked storage-marketing plan. [Nortel Networks]

ØAttained $40M in revenue by delivering marketing tactics and developing designs for both new and existing products. [3Com Corp.]

ØGrew sales from $6M to $17M per month by delivering effective product marketing, channel development, sales training, and strategic OEM. [3Com Corp.]

Work History

Work History
Aug 2005 - 2007

Product and Marketing Manager

3Com

3COM CORP.Marlborough, MA

Leading global provider of enterprise and small business networking solutions

Product Line Manager

Switch 8800 Switch Router Series2005 to 2007

ØLed full lifecycle product management / marketing for enterprise core switch / router family and advanced software solution.

ØAttained $40M in revenue by delivering marketing tactics and developing designs for both new and existing products.

ØSpearheaded two worldwide Switch 8800 Switch / Router Series launches that secured $30M in new business, including French Ministry of Finance, Arab National Bank, Howard University, and major enterprise customers.

ØAuthored and delivered two worldwide webinars and sales training on Switch 8800 Switch / Router Series to educate field sales and technical support organization of system capabilities and competitive advantages.

ØNegotiated strategic partnership with AdventNet for NetFlow network analysis software, which provided customers with vanguard network management software, plus tool for deployment of converged applications, including VoIP.

ØProduct Line Included: enterprise switching / routing, MPLS, VPLS, Metro Ethernet, network security, and NetFlow management.

Dec 2004 - Aug 2005

Sr. Industry Analyst

http://www.yankeegroup.com

YANKEE GROUPBoston, MA

Leading industrial research and consulting company, focused on providing counsel to builders, operators, and users of connectivity solutions

Senior Industry Analyst, Carrier Ethernet - Communications Network Infrastructure Group

  • Consulting and custom primary research projects 2004 to 2005

ØEnsured competitiveness by conducting analysis of telecommunications industry and network equipment vendors.

ØDelivered comprehensive strategic market plans after conducting quantitative and qualitative research; key focuses included product / market analysis and market sizing / trends.

·Enabled service providers to generate new service revenues using Carrier Ethernet networking solution in rapidly growing multi-billion dollar market.

·Key clients AT&T and Verizon are now the market's industry leaders.

May 2002 - Jun 2004

Sr. Product and Marketing Manager

ArcPoint Systems

ARCPOINT SYSTEMSNatick, MA

Storage area networking companyfor metropolitan and wide-area markets   

                                                                                                                                          Sr. Product Marketing Manager  2002 to 2004

ØCo-founded, developed, and incorporated Company.

ØCreated highly differentiated new product and applied for / received acceptance on patents.

ØIdentified and sized market opportunity, analyzed competition, and established positioning.

ØDefined product requirements, value proposition, and long-term roadmap

ØDirected business development initiatives and established carrier customers and channel partners.

ØProduct: storage WAN switch and grid-computing network switch containing quality-of-service management software, with ability to link multiple data centers and distribute computingover Metro Ethernet and wide-area distances using Resilient Packet Ring and MPLS.

Education

Education
Sep 1978 - Jun 1982

MBA

http://www.loyno.edu

M.B.A., Business Administration ♦ Loyola University - New Orleans, LA

Skills

Skills

Product and Marketing Management

Areas of Expertise > Strategic Product / Marketing Plans & Tactics  > Market Positioning and Customer Value Proposition > Competitive / Market Analysis > Marketing campaigns with customer presentations and compelling sales support tools (e.g. Whitepapers, Data Sheets, Brochures, RFP Boilerplate, Demonstations) > Key Partnerships/Alliances > Market/Product Requirements Planning > Product Pricing, Forecasting and Business Analysis > > Global Field Marketing Support > ROI modeling and business based development and investment decisions > Project Management > Negotiations / Presentations > Market / Product Requirements Planning > Marketing Collateral Development > Staff Leadership / Training