Current Ventures

Work History

Work History
Nov 2006 - Jul 2009

SVP, Marketing & Business Relationships

http://www.caserev.com

I joined CaseRev as VP of Business Development in 2006 and co-led the Company's re-positioning from a litigation management solution to an industry-first vendor management platform, leading to the sale of the application to CSC, the industry's largest software company, in 2009.

  • Selected by the Board to lead joint venture / acquisition strategy with strategic industry partners
  • Identified new investor group and facilitated sale of company to new investors in Aug 2008
  • Drove product development and roadmap from requirements gathering through release strategy; 
  • Led focus group work with industry executives
  • Sales accomplishments included landing first new litigation collaboration client, closing first series of vendor relationship management clients, and securing business partnerships with market leading e-invoicing companies
  • Launched channel initiative with national vendor associations
  • Wrote and secured placement of thought leadership VRM articles
  • Developed web site, newsletter and collateral content messaging
Aug 2005 - Nov 2006

VP, Sales, and then interim President

CaseKnowledge, Inc.

Joined as VP of Marketing for a four-employee angel-funded Web-based software company, serving corporate counsel, claims organizations and law firms. Was asked by the Board to become interim president during wind-down and during search for potential buyers. Company funding was depleted 16 months after formation and the Company was hibernated. 

  • Responsible for all aspects of new business development, including direct sales, channel and affiliate relationships, company messaging and content, marketing, and product enhancement
  • Successfully secured three insurance carrier clients and approximately ten direct-sale law firms company hibernation
  • Successfully created Alliance Partnership with Thomson-West Corporate Legal Segment
  • Facilitated product direction from requirements gathering through release
Aug 2002 - Aug 2005

National Director, Strategic Accounts

CT TyMetrix, A Wolters Kluwer Co.
  • Sold complex, enterprise-wide ASP-based solution for managing outside legal counsel, reducing costs and improving legal outcomes.
  • Provided consultative selling with focus on electronic invoice review and collaborative matter management tools primarily in the P&C insurance sector.
  • Concentrated sales effort on large, named, offensive and defensive accounts. 
  • High performance sales success in this $20 MM Company, closing the following business:booked $1.2 MM across 2 contracts in 2005 (partial year); closed $3.5MM across 3 contracts in 2004; and closed $8.6MM across 6 contracts during first 16 months (Aug 2002-Dec 2003).
  • As the lead insurance domain practice leader, oversaw all insurance sector sales, marketing, and business development initiatives, including affiliation and association marketing, publications, and interviews.
Jan 2001 - Aug 2002

Director, Sales

ePolicy Solutions, Inc.
  • Reported to Senior Vice President of Sales and Marketing selling leading edge proprietary e-business automation solutions to c-suite buyers in insurance companies and professional associations.
  • Exceeded first year quota, by closing $2.75MM in secured professional association endorsements.
  • Successfully led sales production across group of six; highest lead generation, sales activity, presentations and proposals.
  • Selected by executive team to develop market research methodology, approach materials, collaterals and ROI financial modeling.
Jan 1989 - Jan 2001

VP, Sales, Healthcare

Developed new business and grew revenue in four increasingly significant management roles throughout rewarding 12-year tenure with a $2 billion international risk management and consulting firm.  MMI was the second largest underwriter of hospital professional liability in the U.S., and the ninth largest underwriter globally. The St. Paul Companies purchased MMI in 2000.

Vice President, Sales, Healthcare  (1998 – 2000)

  • Reported to President, MMI Agency, selling complex risk transfer and risk reduction programs to nation’s leading healthcare systems and provider groups.
  • Selected to be one of three direct sales specialists out of pool of 12 based on skills and track-record in 2000.
  • Chosen by executive team to increase consulting services penetration to existing insurance clients in 1998 and increased consulting revenue in region by 30 percent in two years.
  • Consistently exceeded sales goals as follows:exceeded 2000 business retention goal by 35 percent; exceeded 1999 sales goal of $2.5MM by 30 percent; and, exceeded 1998 sales goal of $1.5MM by 20 percent.
  • Oversaw service team activities for client base of 20 high profile accounts and $12MM annual revenue.

Senior VP, Claims and Litigation Consulting Operations(1996 - 1998)

  • Reported to President, Healthcare Consulting Services Division maintaining full profit and loss accountability for specialized practice providing outsourced litigation management and consulting services.
  • Selected by Company Chairman and CEO to be one of 17 Fellows (from pool of 1,000 employees) in three-year Future Leaders Fellowship Program.
  • Managed integration of 65 acquired staff into MMI operations while broadening sales of acquired $9MM TPA organization to national scope.
  • Conceived and sold division’s first multiple profit center consulting engagement with $1.25M annual value.

Assistant VP, Claims and Litigation Management Services (1992 -1996)

  • Hand-picked by executive team to start specialized consulting division in 1992 and experienced three significant promotions in four years.
  • Grew annual revenues from $30,000 to $1.7MM between 1992 and 1996.
  • Provided leadership for team of 15 and was responsible for personnel, sales and quality assurance operations.
  • Sold significant consulting engagement to HCA Healthcare, the nation’s largest healthcare system.

Senior Consultant, Claims and Litigation Management (1989 - 1992)

  • Reported to VP, Claims managing complex medical malpractice litigation with responsibility for case strategy, negotiations and communication to insured facilities and providers.

Education

Education

Previous Roles

  • Law Clerk, Law Offices of Nancy Hudgins (1988-1989)
  • Senior Professional Liability Representative, CNA Insurance (1986 – 1988)
  • Investigator, NorCal Mutual Insurance Company (1985 – 1986)

Interests

It's not all work and no play. I am a confessed enthusiast for super-tuned Mini Coopers - as are most who have owned or driven them. The Mini Community is a unique phenomenon, as evidenced by the 600+ Minis that gather from all over the country every year to drive Route 129 in the Smoky Mountains. You can read more about my Mini here.

Articles and Interviews