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Summary

Product marketing professional with outstanding record of achieving impossible missions with hardware and software products in medium to large enterprises.Dynamic, energetic, seasoned professional developing channel marketing programs and improving revenue and critical econometrics.Specific expertise in product lifecycle management, multiple vendor and product management, pricing strategy, product development, and product launch planning and market execution. Experienced leading matrix teams requiring high levels of collaboration with internal functions, external partners and distribution channels.

CAREER HIGHLIGHTS

Grew software solutions revenue from $0 to $8,000,000 and improving margins resulting in sustained hardware placements in a down market.

Sourced, co-developed, and launched the AeA Software Product of the Year, 2008 to capitalize on the $4.5 Billion Electronic Discovery market.

Increased market share from 20 to 42%.Reduced DSO 83%; improved cash flow 30%; inventory turns 20%; refreshed the product line and increased unit sales of a financially troubled firm.

Created and managed the strategic partner program for Independent Software Vendors (ISV) increasing the number of software value add products to distribution channel by 400%.

Work experience

2008Present

Principal

SzotSpot Marketing

Providing assistance to resellers with marketing selling value-add solutions to their core products and services.  With over 20 years of experience in solution marketing and selling, SzotSpot Marketing can aid businesses that wish to:

  • Source value-add solutions products and services

  • Develop business plans to add solutions to the core business

  • Hire personnel to execute a solutions strategy

  • Train and motivate sales personnel to sell value-add solutions

  • Develop compensation plans to incent value-add solutions sales

  • Develop marketing programs and promotions for value-add solutions

Additionally,  SzotSpot Marketing can help with adding electronic document mangement and archiving as well as compliance with eDiscovery orders to your business regardless of the size of your organization.  We are CDIA certified by CompTIA since 2000, understand the vagaries of this strategic initiative and what it means to your business and bottom line.

20012008

Sr. Product Manager - Software Solutions

Toshiba America Business Solutions

Sourced and managed third-party and in-house developed software programs and marketing programs that compliment company branded hardware.

ØSuccessfully lead expansion of value add software solutions strategy.Increased channel partners’ market exposure by transitioning sales messaging from commodity selling to value added workflow.

ØIncreased annual revenues, 100% annually for software products, doubling gross margin while hardware placements and revenue improved ahead of the industry.

ØDeveloped and implemented new partner driven business alliances in sales, support and services.

ØBrought to market a new software program to fulfill demand for a $4.5 billion opportunity.Awarded the AeA Software Product of the Year, 2008.

ØWinner of BERTL Platinum Award for Total Solutions Provider, 2007.

ØLaunched 20+ software products from desktop to enterprise applications to the channel from over 14 ISVs.

ØExtensive CRM, sales training, and eLearning programs used for improved exposure and sales leads.

19962001

Product Manager

Ricoh America/Savin Corporation

Developed all marketing and product management activities for digital duplicator and network office appliance products.

ØIntroduced, marketed, and sold the first network office appliance for workgroup document archival and retrieval.

ØDeveloped and managed a team of 10 regional sales managers exceeded projected sales targets by 100%, and increased market share from 20% to 42%.

ØCreated and delivered marketing and sales strategies to the wholesale sales team, distribution channel, and retrained dealer sales representatives to reposition as document workflow consultants.

ØAchieved highest placement of network office appliance among three channels of distribution.

ØManaged and launched all digital duplicator products and third party accessories including dual brands simultaneously.

19901993

Director, Corporate Product Marketing and Direct Division SAVINCOLOR

Savin Corporation

Managed all marketing, sales and collection activities for color copier product line for the direct distribution channel.

ØManaged a national sales team that achieved annual sales goals in nine months including reducing inventory by 50%.

Reduced Days Sales Outstanding from 170+ to 45 days.

Managed all corporate product marketing and product management activities for the entire product portfolio including pricing, product selection, vendor negotiation.

ØRecruited as a key member of turnaround team to reverse the company’s decreasing sales and trim a bloated product line.Successfully directed product marketing activities for copier and facsimile products (product management, purchasing, inventory planning, competitive analysis, and marketing communications).

ØManaged the market introduction of all copier and facsimile products.

ØAchieved corporate inventory turnover goals and reduced obsolete accessory write offs.Successfully planned purchases that met sales goals and forecasts.

19781990

Product Manager

Pitney Bowes, Inc.

Held several postions with increasing levels of accountability and commensurate compensation. In my last role, I was promoted to newly created position to develop and automate reporting system as a key component of division strategy to expand company footprint in the domestic market. Upon project completion was given responsibility for low and mid-volume copier product business meeting all product launch milestones. Duties included:* Product Development and Sourcing* Product Management* Business Management and Development

Other positions held include:

Business Segment Manager

Financial Analyst

Engineering Program Administrator

References

Bob Brown

“Michael is a detail-oriented executive with vision and the guts to go after emerging market opportunities.”

Joanne Redwood

“This is a testament of Michael Szot’s professionalism and expertise we have enjoyed over the past three years. We have always found his dedication, diligence, and knowledge of the products he manages to be inspiring. Michael is an aggressive, forward thinker who seeks new opportunities on behalf of his employer and always addresses the ROI, competition and other critical marketing factors when rolling out products, programs and projections. On a personal note, we have always found him to be sincere, and courteous in all business dealings, and have expertly provided the information and research necessary for us to develop the needed marketing materials. He is thorough in his follow up with vendors and partners alike, and takes the time and energy needed to ensure successful product introductions. Furthermore, Michael has an accomplished history in the MFP industry and is well respected by his peers. His knowledge of communications media is exemplary and his expectations, though demanding, are reasonable. We would be pleased to work on any project that Michael is managing. Feel free to contact me directly — I am happy to provide more information about Michael's qualifications.”

Todd Deluca

“Mike … quickly became my “go to” person due to his high level of reliability, creativity and ability to quickly grasp the job at hand.Mike was a key member of the team often keeping the department grounded and focused on the company’s stated goals.Mike also served as one of our key thinkers as we developed strategy.Mike was spot on with his ability to develop strategy that complimented company goals and fit within projected market and equipment trends.…I don’t often offer recommendations but in this case am happy to be able to recommend Mike.” – Todd Deluca, President and COO, RISO, Inc.

Alan Nielsen

“Michael is an extremely strategic, insightful, loyal, dedicated and hard working executive. I have worked closely with him in many marketing, product line management and line management positions. He always demonstrated the highest levels of integrity and leadership. Michael is a highly motivated highly effective executive and would be an asset to any organization.” – Alan Nielsen, Executive Vice President, Ricoh Americas Corporation

Education

B.Ed.

Keene State College

MBA

The University of Connecticut School of Business

Portfolio

Certifications

Certified Document Imaging Architect (CDIA)

CompTIA