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SUMMARY
OF QUALIFICATIONS
- Founder
of two naming agencies.
- Successful
V.P. level sales and marketing management experience, using all
distribution channels.
- Proven
ability to manage creative, technical, sales and marketing teams
including product management, advertising, promotion and sales
support groups.
- Extensive
technical knowledge of Internet, computer, peripherals and software
industries.
- Very
successful marcom background, including P.R., trade shows, tech.
pubs, online and direct marketing, as well as direct mail on both
the client and agency side.
- Award
winning communicator, especially writing and speaking.
- Strategic
business planning for new divisions and startups, including service
companies.
- Extensive
education and training experience in management, sales, marketing
and product arenas.
- Personally
developed numerous small websites (including publishing) and business
plans.
- Extensive
market research and competitive business intelligence projects.
- Author
and publisher of four eBooks on marketing and branding for technical
managers.
- Personal
eNewsletter on marketing. Complete writing, design and distribution.
PROFESSIONAL
EXPERIENCE
Sales
and Marketing Consultant 2001 – Present
- Senior
advisor to the International Business Incubator on various US
market entry research projects.
- Founder
and Principal of Brighter Naming, Silicon Valley's independent
naming agency.
- Channel
marketing and positioning consultant for Netrova (network maintenance
tools), EventBee (web event management), Riverwind Metallics (metal
coatings), Airtronics (engineering), Orchards Before (Real Estate),
Weigh To Health (Nutrition), PALBC (Sports), etc.
- Business
competitive intelligence, Search engine optimization and marketing,
Internet automobile sales consulting, etc.
- Writer
and author of business plans, market research reports and marketing
books.
- As
cofounder, developed complete positioning and niche market entry
discoveries, target audience profiles, messaging, websites (some
eBusiness enabled), marketing tactics (especially trade shows)
and initial sales channels for Haglund USA (wholesale importer)
and SafariGold.com (jewelry).
- National
chair of marketing and promotions for USLBA.
VP
Branding - NameTrade/Cintara 1999-2001
- In
1993, co-founded a professional naming agency called NameTrade,
but only joined them later in a full time capacity as it merged
with a design firm to create Cintara.
- Executive
sales, strategy, positioning, facilitation and branding project
manager.
- Opened
major accounts like FileNET, Elpida (Hitachi/NEC), ADP, State
Farm, NEC/Motorola/Nokia, Dow Chemical, Bowne, Zeevo and Cingular.
- Personally
closed over 90% of sales revenue from naming and branding and
generated great PR.
- Extensive
interface with graphics, print and web creative designers.
V.P
Sales and Marketing – Ravel Software 1997-1999
- Established
complete marketing strategy and positioning messages worldwide.
- Developed
complete marketing, support, education and consulting departments,
with website, marketing kits, positioning technical white papers,
analyst briefings, etc.
- Developed
complete U.S. direct sales with five regional offices and all
international resellers.
- Productized
16 software titles, as well as consulting services, and trained
all field tech. support.
- Created
all new licenses, packaging, contracts and reseller programs.
- Helped
close major OEM deals with Oracle and Viasoft.
Director
of Marketing and Technical Services - Maxspeed Corp. 1994
-1997
- Executive
level responsibility for all marketing, support and service programs,
as well as the identification of new product offerings and strategic
vertical markets, especially in retail information systems, healthcare
and hospitality verticals.
- Implemented
numerous partner and third party relationships while also creating
completely new VAR marketing programs. Product manager for all
communications, networking and graphics products.
Marketing
Manager - Sony Microsystems 1988 - 1993
- Managed
all marketing functions for Sony Microsystems, after previously
holding the positions of Product Marketing Manager and Technical
Marketing Manager.
- Launched
Sony's Unix laptop workstations, and played the leading marketing
role in the development of their subsequent new business plan.
- Management
and budgetary responsibility for marketing, tech writing, advertising,
P.R., trade shows and the ISV program.
National
Field Support Manager - Digital Research 1983 - 1988
- Provided
technical sales support, consulting and management for all OEM,
VAR, retail and corporate customers.
- Some
product management responsibility for operating systems and graphics
products, as well as the lead role in supporting graphics device
drivers.
Product
Manager - Nanometrics 1982 - 1983
- Responsible
for the final definition, development and market introduction
of a turnkey UNIX-based real-time data collection and tracking
system for the semiconductor equipment industry.
- Played
a major role in managing software contractors and industry market
research.
Sperry
Univac (now Unisys Corp.) 1974 - 1981
- Working
in Europe, Africa and San Francisco, progressed from technical
systems analyst and project manager, to pre-sales support manager
and then to full direct sales rep.
SELF-PUBLISHING/AUTHORING
- The
SV Marketeer - eNewsletter
- Spreadsheet
Marketing - Planning for Success
- Brighter
Branding - Branding for the Average Propeller Head
- Brighter
Names – Naming for the Average Propeller Head
- Dear
Boss – Sincerely Your Marketing Manager (in process)
PAPERS
and PANELS
- Speed
Naming - Marketing Sherpa - June '05
- Winning
the Search Engine Wars - Jan 2004
- Customer-focused
efforts require listening – AMA’s Marketing News – Mar 2003
-
Walk like a giant, consult like a pro – IEEE/PATCA presentation,
Sep 2002
- Bringing
your brand to life – Local series – July 2001
- To
be heard, be different from the herd – Silicon Valley Ink – May
2001
- Preparing
for the Year 2000 – Local seminar carried on CSPAN3 – July 1998
-
Client/Server’s Y2K Problem – Brainstorm conference – June 1998
- Effective
Direct Marketing - SCO Forum 1995
- Networking
and Multimedia - Chairman, InterOp Spring 1992
- Multimedia:
The Workstation Perspective - Spring Comdex 1991
- UNIX:
Open Systems Solutions for Networking - Spring Comdex 1991
- Directions
in Color Image Databases - Advanced Imaging Seminar June 1989
-
Imaging and Workstations - The Future Panel member – Elect.
Imaging Sept. 1988
- Numerous
technical white papers, especially in networking and software
tools areas
TEACHING
1991 to Present. U.C. Extension in Silicon Valley
- Popular,
part-time, senior marketing lecturer and coordinator.
- Courses
taught include Positioning and Brand Management, Fundamentals
of Sales and Marketing, Technology PR, Modern Strategic Business
Plans, Product Marketing and Management, Successful Internet Marketing,
Distribution Channels, Database Marketing, eBranding, etc.
Corporate Training - Various
- Extensive
programming, device driver, graphics, communications, tools and
database courses on-site for various companies and College of
Marin.
- Numerous
product training courses, tours, events and shows for field sales
and channel.
EDUCATION
B. Sc. (Comp. Sci. & Applied Maths) Univ. of Witwatersrand
- Johannesburg
B.
Sc. (HONS) (Computer Science) University of South Africa
M.
Sc. (Information Systems) Course work completed
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