Michael Pilato

Michael Pilato

What I Do Best

Vision, Leadership, Results

Leadership experience building global brands and creating value in both early-stage and Global 500 companies. Proven ability to achieve results; driving revenue, creating new businesses, marketing complex technology, managing cross-functional operations, while maintaining a strong profit orientation. Recognized for strategic vision, creativity, cross-cultural skills, and the ability to attract, build, and motivate diverse teams in highly competitive markets. Extensive international business development experience, spanning more than twenty five years and five continents bringing products to market through diverse channels and strategic partners.

Career Highlights

  • Led a $50M global security product line with P&L responsibility – achieved 30% CAGR and "best in portfolio" net profits
  • Led a strategic business unit to invest and commercialize emerging technology for a global security company
  • Led the marketing team for an early-stage software company, transforming a niche player to global category leader, positioning the company to be acquired by Sensormatic (Tyco)
  • Developed and implemented a post-acquisition plan to integrate several businesses in physical security into a unified $100M+ enterprise.
  • Rationalized competing product lines and led a cross-functional team in creating an integrated product roadmap and market/channel positioning strategies, resulting in a 50% reduction in development and support costs while streamlining the product offering.
  • Instituted product life cycle management processes that reduced development time by 50%, and improved quality (TQM), performance and profitability. Hardware Gross Margin improved to better than 65%.
  • Assessed opportunity, set strategy, and led transition of business from a single channel-to-market to a multi-channel model, dramatically increasing market share, with 30% of revenues coming from new markets
  • Developed product strategy and integration plan leading to the successful acquisition of a hardware manufacturer, transforming the company from software only sales to an end-to-end solutions provider.
  • Part of the founding management team for company that introduced the first SaaS solution for physical access control. Company IP was acquired by Synergistics, Inc.
  • Joined the management team of several early-stage ventures to guide business formation and develop go-to-market plans.

What Colleagues Say

“Michael's hard work and strategic vision significantly advanced the development and introduction of a major new product family in the security industry. His instincts and strong ethical basis let him successfully manage an ambitious and sometimes difficult collaboration between several disparate firms.”

Phil Libin, CEO, Evernote

“A truly strategic thinker who guided our division to new markets. Excellent background and marketing skill sets. Would be an asset for any company in a growth mode, needing visionary thinking with practical follow through.”

Dennis Raefield, CEO, MACE Security

“Michael played a key leadership role managing a joint venture between ASSA ABLOY and CoreStreet. Michael was intrumental in providing the vision and guidance necessary for the company to exploit the commercial opportunities for CoreStreet’s breakthrough technology.  I have a tremendous amount of respect for Michael and certainly recommend him as a visionary leader who can execute with skill and good judgment and as someone with acute industry insight”

Ayman Ashour , CEO, Founder BlueHill-ID

“I've had the opportunity to work with Michael during the period when Access Control and Video Servellance technologies began to converge. Michael's clear vision of this convergence and his ability to articulate it in pragmatic, market-based terminology helped drive my belief in the reality of his predictions. Michael is a practical, yet visionary executive. He is able to look around corners and see beyond his immediate domain. His understanding/insight of the video marketplace has proven to be right on.”

Thomas Cashman , General Manager, GE Security

“Michael is a high energy, pragmatic and innovative leader who has worked directly with me in building world class sales and marketing functions for enterprise security software companies . He has managed critical business functions through successful acquisition and worked successfully at integrating those functions into the acquiring company. He has successfully directed a diverse spectrum of business strategies , marketing and product development across the global security industry. His business success draws heavily from personal integrity and his emphasis on teamwork and performance. These qualities have been particularly important in building and maintaining strong national and international direct and indirect channels to market .” 

Mike Ball , VP Marketing, InfoMedics

Work History

Work History

VP Strategic Marketing

Honeywell Security Solutions

Business Challenge: Develop and implement a post-acquisition plan to integrate several businesses in the electronic security space into a single $100M+ enterprise better prepared for sustainable growth.

  • Led a cross-functional team in creating an integrated product roadmap and positioning strategies, resulting in a 50 percent reduction in development and support costs and streamlined product offering
  • Provided strategy and implementation roadmap for a comprehensive channel partner development program
  • Led a Marketing team of 18, supporting 2 product brands and global sales channels

VP, Chief Marketing Officer

iMonitor

Part of the founding management team. The Company introduced the first SaaS solution providing access control for small to medium size enterprises. Company was acquired by Synergistics, Inc. in December, 2003

Chief Marketing Officer

Developed the product roadmap and go-to-market strategy to position the company for success in the emerging high growth nDVR market. Provided day-to-day leadership for all Marketing, Product Management, Professional Services, and Engineering functions

Jul 2009 - Present

Management Consultant, Interim Executive

Combining strong operational experience and deep domain expertise to help technology companies looking to grow and compete more effectively in the global marketplace. I work in partnership with founders and executive management from “inside the business” to develop results-driven strategies that increase revenue and deliver more innovative and profitable products and services.

Recent Engagements

Business DevelopmentWorked with CEO of a security SaaS applications company to identify and close several significant software licensing deals with leading channel partners in key vertical markets..

Sales and MarketingCreated a comprehensive channel sales “tool kit” for a start-up preparing to launch a new category of physical/logical access control network appliance.

Product StrategyDeveloped market requirements, positioning strategy and GTM plans for an Australian company looking to enter the U.S. market

M & A Worked with senior executives from a European-based security products company to identify potential U.S. acquisition targets in key market segments and provide analysis and recommendations on companies offering the best strategic fit.

Jun 2006 - Jul 2008

Director

Newton International Management

Newton International Management combines strong operational experience and deep domain expertise to help companies expand and compete more effectively in the global Security and Identification Technology markets.  My role was to provide high level strategy and business development consultation to early stage as well as global corporations looking to grow organically or through acquisition.

  • Conducted a detailed 360-degree analysis of U.S. Smart Card adoption for an IM technology start-up, resulting in a set of recommendations for re-tooling its go-to-market strategy
  • Developed comprehensive product strategy review and recommendations for European-based security company looking to expand its presence in the U.S. market
  • Identified and provided analysis on potential acquisitions and post-acquisition integration roadmaps for Corporate and Investment Banking clients with portfolio companies in the RFID and Identity Management space
Dec 2003 - Jun 2006

VP, General Manager

ASSA ABLOY

Led a strategic business unit to pursue joint ventures and acquisitions around emerging IP and to transfer technology to AA business units for global distribution.

·Conceived and won BOD approval for business plan, product strategy and commercialization plan, leading to a $10M JV investment in CoreStreet (acquired by HID Global).

·Provided leadership and day-to-day oversight of all JV business and product development operations.

·Member of Identification Technology Group executive team responsible for branding and product strategy across a global portfolio of RFID businesses.

·Introduced several breakthrough products enabling the convergence of physical and logical access management solutions, opening new markets and driving incremental revenue for several AA divisions.

1990 - 1999

Product Line General Manager, VP Marketing

  • P&L responsibility for $50M global product division achieving 30 percent CAGR.
  • Instituted product life cycle management processes that reduced development time by 50 percent, and improved quality (TQM), performance and profitability. Hardware Gross Margin improved to better than 65 percent.­­
  • Assessed opportunity, set strategy, and led transition of business from a single channel-to-market to a multi-channel model, dramatically increasing market share, with 30 percent of revenues coming from export markets
  • Developed product strategy and integration plan leading to the successful acquisition of a hardware manufacturer, transforming the company from software only sales to an end-to-end solutions provider.
  • Increased revenue from $13M to $30M over three-year period with 18 percent net profit and transformed Software House into the global leader for Security Management Software.

Education

Education