Case Studies
Product Engineering Services – directed the business development, engagement, and project management in outsourced and off-shored development, test, and integration services in product hardware, software, and systems. Delivered 40%, in overall cost savings, along with improved quality, process control, documentation, and alignment to business objectives in applications like mesh network utility management; embedded CPU software; Geographic Information Systems; printer software drivers; sensor data collection, management, display, and archiving; and radiographic information systems.
Telecommunications Cost Reduction – developed and managed the audit, analysis, and negotiated savings in local, long distance, data, and mobile service overcharges and rate reductions with telecommunications vendors like AT&T, MCI/Sprint, and Verizon. Without reliance on existing contracts and without changing vendors, achieved up to 17% per year in overall savings within 4 months for clients in banking, mortgage finance, leasing, and real estate.
Business Unit Management – led the development of UCC and Drummond Group certified products in conjunction with four new alliance technology partners in eCommerce solutions, products which were subsequently recognized by iSource 100 as premier software solutions. Introduced six new products in fifteen months for real-time EDIINT, product data synchronization, electronic catalog, and emergency communications.
- Expanded target markets and sales channels domestically, and to Europe, Asia, Pacific, and South America.
- Doubled secure network communications software revenues at vendor trading partners to Global eXchange Services, Covisint, Chrysler, Honda, Agilisys, Wal-Mart, TradeCard, Lowes, Meijers, et al.
- Improved technical support renewal revenue three fold.
- Developed and managed differentiated, branded marketing, and partnered technology products, including press, interviews, and industry shows like AutoTech, APICS, UConnect, Hardlines Tech Forum, Frontline, and Automotive Aftermarket.
Start Up – managed the business development, marketing, and sales of a wireless, embedded, mobile resource management enterprise software platform for logistics and supply chain, including 5 year strategic and tactical business plans, P&L, operations, product marketing, marketing communications, and initial customer, partner, and Value Added Reseller engagements. Developed the initial engagements in transportation, service, parcel, and dedicated fleets for integrated hardware, wireless, satellite, and software solutions in real-time automated vehicle location and dispatch using Global Positioning and Geographic Information Systems. Grew revenues from a prospect funnel to first engagements during A round funding.
Turnaround Management – with P&L responsibility to the company President, conducted market research and subsequently redirected the company product focus to complete embedded software systems solutions. Reorganized sales, operations, applications engineering, and support to focus on vertical market applications that drive design wins, step one in revenue growth and expanding market for software, design tools, and engineering services. Milestones of note include,
- Managed business analysis and development, budgeting, revenue forecasts, channel strategy, pricing, technical resources, and critical coordination across functional departments.
- Expanded sales at 45% CAGR two consecutive years through direct, distribution, VAR, and partner channels against entrenched competition in a growing but consolidating market.
- Collaborated with Marketing and Communications in the drive for market presence, mind share, and share of market among partners, with financial analysts and press, and at industry conventions.
Sales and Marketing – drove CMOS Fast SRAM sales worldwide, improving effectiveness in targeted communications, customer design engagements, competitive positioning, and Sales Representative and Distribution channel performance. Introduced 10 new static memory designs and won business at new clients. Developed and managed the worldwide marketing team, new product definitions, private label manufacturing sourcing, product positioning, market and customer development plans, competitive analyses, design and production forecasts, price strategy, marketing communications, advertising, personnel and P&L. Transitioned to 100% offshore subcontracted manufacturing.
Production and Operations – conducted component purchasing and master production scheduling for a $100M/year electronics equipment manufacturer, including management of bills of materials, product forecasts, factory loading and leveling, production scheduling, vendor selection, and incoming QA.