• Scaled a Startup Business: Created innovative programs to scale revenue and staff rapidly from $30M revenue, 140 company staff to a critical mass of over 5,000 employees and contractors, while maintaining low cost and low attrition levels. Expanded to 48 offices including India, China, Latin America and Eastern Europe.

• Repositioned a company from a primarily French to a global customer base. Moved headquarters from Paris to San Mateo, CA. Hired and built a US and European based global team for Sales, Marketing, Product Management, Engineering, Finance and Services including both local and off-shore engineering teams in France, Argentina and India.

• Grew software company sales 20% year over year. Positioned for sales growth of 40% in following year. Expanded in the U.S. and rest of Europe. Competed successfully against HP, IBM, BMC and Computer Associates. Rebuilt a damaged relationship with Microsoft. Added 44 new customers including General Dynamics, Pfizer, Philip Morris, Ubisoft, Dassault, Radio France… Re-focused sales on mid-market enterprises, an under-served market opportunity. Initiated implementation of a VAR and System Integrator channel sales and service model.

Marketing and Lead Generation

• Refined the go-to-market and product strategies for a chip appliance company (ASIC, appliance, PCI Express card).

• Planned a server appliance launch and sales generation strategy for enterprise datacenter customers.

• Initiated analyst and web based lead generation campaigns that increased lead flow by 600% and pipeline revenue by 500% in less than 12 months.

• Market analysis and analyst research that led to recognition by IDC as the Number 1 Unix Platform Integration business in the world, ahead of all competitors including HP, IBM and EDS.

Sales and Channels

• Rebuilt Sales: Teamed with Product Sales to build a service model that drove industry-leading product sales growth and earned a world class reputation with Global 5000 customers. Deep personal engagement with senior C-level execs in executive sponsorship, sales and support roles.

• Developed VAR/Reseller Channels: For a major IT equipment company resold and integrated over $100 M per year in third party hardware and software products for storage, networking, system management solutions. Built global system integrator relationships and VAR programs which increased product revenues for Sun and expanded service opportunities for the channels.

• For an enterprise software company initiated a reseller channel strategy to attack the global mid-market segment that was underserved by larger competitors.

• Manager of the Year, for winning and implementing a $100 million partnership with the Ameritech regional Bell operating company. Top branch revenue and profit producer, as well as new client developer, 2 out of 3 years.

• Opened a start-up business unit in Kuala Lumpur Malaysia by forming a local joint venture. Won and delivered profitable projects in Malaysia and Singapore, including the largest system integration contract ever awarded by the Malaysian Government.

• Exceeded sales objectives by 250% for a new Hospital System software product.

Product

• Enterprise Software Product: Re-architected and expanded the product footprint and improved quality. Implemented formal product management processes. Implemented a focused analyst relations program that led to improved product ratings and positioning. Established new subscription business models and began the design of a multi-tenant/SaaS product version ande a carbon footprint module.

• XML Chip: Triaged product development of a chip behind schedule and below performance targets.

• Revamped Service Product Development: Implemented a Product Life Cycle process to ensure that all enterprise-class products launched with available packaged service solutions. The internet data center architecture package became the reference model used by a major network equipment vendor in their data center sales programs.

• Built a comprehensive suite of solution offerings, spanning Design, Build, Operate and custom manufactured product/service solutions for Enterprise Data Centers including eCommerce Portals, ERP, Supply Chain, CRM, Business Analytics, web services. Built SaaS infrastructures for initial on demand offerings from two major software vendors and a network service company.

• Intellectual Property: Service teams filed 10 patent applications, published three best-seller textbooks and developed world-class methodologies for planning and executing internet infrastructure and web solutions.

• Improved Operations and Profitability: Drove cost, pricing, systems and process changes to improve operating income by 10 points, exceeding profit goals. Special initiatives in the 2001 downturn saved $51 million.

• Have initiated/run several restructuring projects to meet industry or company downturns in demand while protecting market position and conserving cash.

• Developed new executive officer leadership teams in multiple companies covering the full range of operating functions including Sales, Marketing, Product, Service,Operations, Finance, Legal, IT, Quality and HR.
  

• Experience in multiple situations with goal-setting, performance appraisal, compensation and rewards, leadership development, staffing and recruitment and succession planning.

• Key participant on multiple M&A evaluation and due diligence teams on both buy and sell side.

• Developed a gap analysis methodology and evaluation model for focusing M&A activity.

• Successfully integrated three outside organizations from acquisitions.

• Through extensive personal customer-facing engagement, for an enterprise software company improved sales, customer satisfaction, saved many defecting customers and reduced the Red Alert list to almost none. Improved and expanded services to support sales and customers outside France.

• For an IT equipment vendor served as executive sponsor, executive closer and customer escalation manager on critical enterprise accounts.

• For a software company raised $10M new capital from a combination of existing investors, new investors, venture debt and bridge financing. Increased company valuation 50%.

• For a chip company engaged over 30 VCs in fund-raising discussions for market expansion and future product development until the company was acquired.