Work History

Work History
May 2002 - Present

Managing Director

SBD Consulting

SBD is a high-tech sales and marketing consultancy which assists product and service companies with sales, business development, and alliance initiatives. I helped companies sell solutions that included SaaS, software development, enterprise video management, business intelligence, BPO, distance-learning, and document management. The target market segments included: financial services, pharmaceutical, retail, manufacturing, insurance and the corporate legal spaces. •   Developed $4,000,000 pipeline for client and helped deliver several new accounts.•   Assisted client in two - $1,000,000 plus deals•   Developed sales process and integrated CRM system for insurance legal billing company•   Clients: Geneva Software, Mitratech, One Touch Systems, Allegient Systems, Media Publisher, TekSouth, DocEnTrust, SoftMax and others•   Client customer’s: Allianz Risk, USAA, Argonaut Group Ins Cos, National City Bancorp, Northwestern Mutual Life, Country Mutual Ins, Ohio Casualty, Allstate Ins, Goodyear, Calyon Financial, Home Depot, Raytheon and Lockheed Martin.

May 2000 - May 2002

Area Sales Director, Central

http://www.interwise.com/

At Interwise, I was responsible for selling their Millennium suite of software and service products.  These systems enabled live e-learning and collaboration over the Internet. I reported to the Vice President of Sales, where I grew the sales team from four to twelve.  I directly managed the sales, presales & professional services teams.  I was able to ramp sales from under $500k per quarter, to over $2.5 mm per quarter. The business consisted of 65% software and 35% direct services around SaaS product offerings. •   Led team that closed five - $1,000,000 plus deals•   Customers included: AIG, Anheuser Busch, Motorola, State Farm, Global Knowledge, Alamo Rental Car, Nextel and Halliburton.

Mar 1998 - May 2000

Area Sales Director of the Central US & Eastern Canada

Hummingbird Communications

The Enterprise Portal Group produced and sold Web Portal, ETL, data warehouse access, business intelligence reporting and OLAP tools. Our tools to enable customers to access and manage data, and allows them to perform the analytics and BPR. I reported to the VP & GM, where I was responsible for growing the region from two people to fifteen and the management of the Sales, presales & professional services teams. I was responsible for driving sales from $200k per quarter, to over $500k per quarter per rep. We used an inclusive approach that used a services driven approach to drive license sales. Main focus was on growing the sales business and enabling my people to break their personal quotas. •   Team was consistently at or above quota. •   Clients: CIBC, IBM, Progressive Ins, States of IL, MI, OH and MN, ABN Amro, UBS Warburg, State Farm and American Express. •   Manager of the Year (Hummingbird) FY98 & FY99•   Q1-2000 my area achieved 115% of quota

Mar 1996 - Mar 1998

President

TIME TO MARKET / SBD

Time to Market(TTM) was created to offer small and medium sized software and technology companies the same type of sales and marketing services and access that larger firms enjoy. As SBD we provided consulting services to emerging high tech companies. The companies offer the following types of products: data warehousing tools, network monitoring and service level reporting, Java development and conversion tools, computer training multimedia, internet search tools, distance learning and document collaboration tools, GroupWare add-ins, client/server resource scheduling on the internet, and internet server and collaboration tools.•   Launched Tierra Communications, OEM Agreement Artisoft (Lantastic)•   Launched & helped secure funding for Computer Enlightenment

Apr 1994 - Mar 1996

VP and General Manager

JetForm Corporation

I reported directly to the President and the Board of Directors. I created a new division to market e-forms products for the small business arena. In 5 months I was able to staff, create product specifications, create the business plan and ship & launch the first SMB product from JetForm. This was the first division in JetForm where one individual had control of both products from engineering and sales & marketing. This division was JetForm’s most publicly visible groups. I was promoted to Vice president of Strategic Channel Development to drive strategy for developing leveraged business relationships to utilize its form based workflow and routing technology.•   Creation & Launch of SOHO Division of JetForm (BizForms & JetForm Lite)•   OEM Agreement with SoftKey Intl.•   SOHO Division profitable in 3 quarter from 1st customer ship.•   Clients: Fidelity, Toronto Dominion Bank, Moore Business Systems and various OEMs

Feb 1989 - Apr 1994

VP of Sales, President

PowerCore Inc.

Served as Vice President of Sales and established sales and marketing programs. Fourth quarter 1993 was profitable on a 4.5 Million run rate. I led the team that completed the successful sale of POWERCORE.  Was very involved in the sale process, and brought the eventual suitor to the table. I also engineered several OEM and exclusive marketing relationships with industry powers. •   OEM Technology License & Reseller Agreement to cc: Mail / Lotus•   1991 & 1992 ULANA Govt. Contract as Sub to DEC, OEM/Reseller with DEC•   OEMs with Artisoft, Sharp Electronics, Action Technologies, DaVinci Systems and  GTE•   Exclusive Marketing Agreement with Microsoft (Schedule/DOS) •   Successful Sale of Powercore to CE Software•   Speaking & Industry events: PC Expo ,Networks Expo, Decus, Interchange, Lotus Alliance Tour(Europe), VarVision and Mobile World, 1993-1994 GroupWare Conference “Best of Show” Award

Mar 1985 - Feb 1989

Regional Sales Manager

DataPort Tecnologies

They were a distribution / manufacturers representative firm out of the St. Louis area.  The products they handled fell basically into two areas: wide-area-networking data communications equipment, and high-end impact and non-impact graphics printing systems.  Both of these areas were targeted at customer with mainframe computer and mainframe attached systems. Here I sold extensively into the IT and manufacturing systems areas.•   6 figure OEM with Computer Language Research

Apr 1981 - Mar 1985

Sales & Operations Manager

General Micro

In this capacity, was in charge of both the direct and inside sales and marketing of that office.  I concentrated on both corporate and employee purchases. The product mix included IBM, Apple, Hewlett Packard, Wang, Compaq, and a full line of software and hardware peripherals.•   Top 30% in sales of the twenty plus sales units in the company.

Dec 1976 - Apr 1981

Sales Manager

Radio Shack

Radio Shack computer marketing department in Normal, Illinois.  This position was a direct marketing and management position.  The products marketed were microcomputers and their related supplies and services.  The responsibilities included P & L, marketing strategies and staff management. Managed and opened a Radio Shack Store in conjunction with a computer center which was the first such installation of its kind in Illinois. •   1980, 1981   Divisional Sales Leader Midwest Region

Education

Education

Skills

Skills

Sales & Management

* Specific technical sales & management background includes: Internet, e-learning, corporate legal, messaging, network management, client-server, business intelligence, data warehousing, ETL/EAI, workflow, BPO at the application and architecture levels. * Ability to quickly grasp concepts and then communicate them effectively to diverse audiences. * Led National Accounts teams sales experience with Fortune 500 customers. * Significant high-level concept selling experience to leading opinion-influencers, including Meta Group, Seybold Group, IDC, Dataquest and others. * Specific M&A experience working with firms from under $100MM. * Successful business and marketing plan development experience, including attracting capital, marshaling resources, building team and implementing plan. * Cohesive grasp of integrated systems sales and strong ability to communicate benefits of a given approach to multiple audiences, including financial, technical, users, and senior management. * A strategic thinker capable of designing and implementing winning account and market development strategies. * Goal oriented creative problem solver. Capable of big picture solutions and delivering consistent results. * A proven manager with a solid background in a cross-section of industries and disciplines. * A leader capable of assembling a team around a common mission of value and working together to accomplish that goal.

CRM

MOSS

Media & Speaking Events

1993    Computer Chronicles (PBS) 1994    Buntings Window (United Airlines) 1995    Strategic Business Review (Discovery Channel) 1991 & 1994  PC Expo 1992    Networks Expo & Decus 1992    Interchange (cc:Mail Users Conference) 1992    Lotus Alliance Tour (Europe) 1992, 93, 94     VarVision 1993    Networks Expo 1993    Mobile World 1993    WorkGroup Computing Conference (Panel Chair) 1994    RetailVision, EuroVision 1995    Software Strategy 1995    Equity Forum 1996    People Soft Alliance Video Conference 1999 - 2007 Various Trade events including: NAB, ASTD, LegalTech, TDWI, SAP Sapphire, Gartner BI Forum, TechieIndex, Cognos Forum, Microsoft - Key City Launch

Sales & Marketing Achievements:

1981, 1982        Divisional Sales Leader Midwest Region Tandy (Radio Shack) 1983, 1984        General Manager of General Micro (INC. 500 List Privately Held COs.) 1988    OEM Computer Language Research (Rabbit Software) 1990    OEM Technology License to cc: Mail / Lotus 1990    Reseller Agreement with cc: Mail / Lotus 1991 & 1992      ULANA Govt. Contract as Sub to DEC, OEM/Reseller with DEC 1992    Co-Founder GUAVA (GroupWare Users and Vendors Association) 1993    Co-Founder MHS Alliance (Alliance of 3rd Party Novell Messaging Vendors) 1993    OEM Agreement Artisoft (Lantastic), OEM Agreement Sharp Electronics 1993 & 1994      GroupWare Conference “Best of Show” Award 1993    Exclusive Marketing Agreement with Microsoft (Schedule/DOS) 1994    Successful Sale of Powercore to CE Software 1994    Creation & Launch of SOHO Division of JetForm (BizForms & JetForm Lite) 1995    OEM Agreement with SoftKey Intl. 1995    SOHO Division profitable in 3 quarter from 1st customer ship. 1995    Founded TTM 1996    Launched Tierra Communications, OEM Agreement Artisoft (Lantastic) 1997    Launched & helped secure funding for Computer Enlightenment 1998 & 1999    Manager of the Year (Hummingbird) FY98 & FY99 2000 & 2001    Interwise - Led team that closed 5 - $1,000,000 plus deals 2002    SBD - Assisted Client in 2 - $1,000,000 plus deals 2004    SBD – Developed sales process and integrated CRM system for insurance legal billing company 2005    SBD – Developed $4,000,000 pipeline for client and helped them deliver several new accounts. 2006    SBD – Established 2 new name accounts in corporate video space

Interest

Running, computers, reading and sports