MICHAEL LAURICELLA

924 Liberty Park Loop, Vestavia Hills, AL 35242 +1 617.501.6808 mlauricella@gmail.com http://www.linkedin.com/in/lauricella

AREAS OF EXPERTISE Product management, business development, marketing and consulting professional with over 14 years experience in the creation and delivery of successful business focused product offerings. Product evangelist who clearly and simply articulates the value of the product. In field experience working directly with mobile and fixed service providers to drive their internal processes and provide the tools and knowledge to successfully launch a new service. Established ability to work in inter-departmental teams, take a leadership position and drive results. Strong analytical skills with a proven ability to develop primary research, aggregate secondary research and use this information to shape corporate strategy. JANUARY 2011PRESENT

MOMENTUM TELECOM BIRMINGHAM, AL

National provider of cloud communications and broadband management Vice President of Business Development Recruited by CEO and chairman to drive new retail effort in the delivery of cloud communications and transform Momentum from a wholesale company into a provider of services direct: online and via strategic partnerships. Launched new retail business strategy. Developed new business oriented product set. Rebranded Momentum (gomomentum.com) in coordination with leading agency. Led all sales and marketing efforts and recruited a national network of reseller partners. Identified the CommPartners acquisition and led initial integration efforts into Momentum. Identified numerous other potential acquisitions for the company and conducted due diligence. Responsible for profit and loss of the retail division and have met or exceeded all metrics to date. Frequent speaker at industry events: Channel Partners, Interop, ITExpo, Ideacom. BROADSOFT INC. GAITHERSBURG, MD APRIL 2005JANUARY 2011 Recognized as the world's leading provider of VoIP (Voice over IP) application software. Director Business Development, PacketSmart Jan 2010 to Jan 2011 Director BroadSoft Xtended (Web 2.0) Dec 2007 to Feb 2009 Director Field Marketing Dec 2005 to Dec 2007 Senior Manager Product Marketing April 2005 to Dec 2005 Selected by executive team to lead the companys first BroadCloud initiative, PacketSmart, and its integration into the company. Prior to this, spearheaded the companys Web 2.0 strategy and created BroadSoft Xtended. The Xtended role involved evangelizing the BroadSoft solution to a community of developers and encouraging the development of new applications that will integrate BroadSoft with other web-based applications and services. Also required the ability to work effectively internally as this role impacted every department within BroadSoft. As Director of Field Marketing, worked directly with customers to define product offering, establish operational processes, and train sales teams in the delivery of cloud services. This role was critical to driving the sell-through of software. Frequent speaker at events: Spring VON, Connections, Canto, Korea VoIP Forum, CTAM and others. Increased PacketSmart revenue 300% in 10 months, trained sales and SEs, managed distribution partners, restructured all pricing and packaging, developed a suite of web-based demos and product collateral, and led integration efforts with leading CPE vendors: Routers, LTE routers, EMTAs, ATAs. Launched the Xtended Marketplace in March of 2008. The Marketplace is a Web site to sell and promote innovative third party applications. Program led to the creation of desktop and mobile applications. Launched the Xtended Developers Program in May of 2008. This site is key to providing all the support, documentation and sample code to third party developers. Launched the Xtended Services Interface in June of 2008. The Xsi is a RESTful interface which is critical to the development of third party applications and mashups. Developed the QuickStart Express program to speed customer time to launch and increase sell through. Conducted workshops with the executive team of fixed and mobile operators to explain the product offering, implement the QuickStart Express program and initiate the go to market process. Created flash demos, sales collateral, sales training tools, pitch decks and other resources that are easily rebranded by customers and taken to market. Delivered co-marketing events with customers to enhance their ability to generate leads and sell the solution.

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Developed a mash-up that integrates BroadSofts VoIP offering with Salesforce.com CRM. Creation of this solution resulted in new role to drive corporate Web 2.0 strategy. Managed all aspects of product demos and Show Me the Apps presentation at Connections 2005-2009. Collaborated with sales teams, channel partners, training partners and customers on product roadmap, technical features, and requirements. Wrote product requirements for hosted PBX and mobile PBX. Defined and articulated market strategy and positioning to executives, engineering, sales teams within existing and prospective customers. Redesigned corporate web site and intranet content to be more reflective of product capabilities. GOS NETWORKS CORK, IRE U4EA TECHNOLOGIES FREEMONT, CA OCT 2009JAN 2010 FEB 2009OCT 2009

Leaders in the delivery of real time applications. Director Sales and Marketing Led all sales and business development efforts into the service provider market. Successfully completed lab trials with top VoIP providers globally. Led partnership activities to integrate U4EAs QoS mechanism into mobile devices, 3g dongles, routers, and residential gaming devices. Led strategic planning and rebranding in the creation of GoS Networks and all business development activity. Identified partners and led partnership efforts to drive integration efforts. Engaged in 30 lab trials with the nations leading VoIP providers. Increased theU4EA client base by over 500%. Redefined the go to market strategy for U4EAs new product, Horizon, and initiated beta trials. Developed training materials and demonstration guides for the Horizon product. Recruited and trained channel partners on the value of the U4EA product set and how to position. AMI PARTNERS NEW YORK CITY, NY JUNE 2004 TO APRIL 2005 Global leader in SMB IT and Telecom Research VP of Telecommunications Research Responsible for the management and growth of the Telecommunications Research practice. Set research agenda, redesigned primary research tools, and promoted the practice to broad network of prospective clients. Generated immediate revenue through the sale and delivery of several consulting projects and sale of retainer services. Sold primary research services into eight new accounts doubling the base of existing customers in 9 months. Delivered detailed competitive analysis of the hosted VoIP market. Developed kill cards to be used by sales team to effectively sell in competitive situations. Results also drove new product enhancements to improve the market appeal of service offering. Presented results to executive team. Trained analyst team on how to relate primary data to current industry events.
THE YANKEE GROUP

BOSTON, MA

OCT 2000JUNE 2004 JUNE 1998FEB 2000 Oct 2000Jun 2004 June 1998Feb 2000

The global connectivity experts Program Manager, Business Communications Strategies Senior Analyst, Small and Medium Business Communications

Provided thought leadership and guided research direction to meet client expectations and revenue goals. Supported sales and individually sold advisory service relationships and over 25 consulting projects. Enabled practice to exceed revenue and margin goals in 2001 and 2002 Authored over 20 reports and served as research advisor to junior analysts on additional reports. Topics covered - integrated access, SaaS, mobile services, market segmentation, and product bundling. Managed client base representing in excess of 60% of advisory service revenue. Managed all strategic accounts. On an inquiry basis, provided expert advice and analysis on voice and data communications, infrastructure, software and SMB buying habits. Wrote proposal, sold and managed competitive analysis of carrier bundling strategies. Resulted in client development of more robust bundles that drove incremental sales. Managed project to evaluate the viability of the business model of business unit in light of severe competitive and regulatory threats. Analysis enabled board to make a strategic decision redirect capital to other divisions.

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2ND CENTURY COMMUNICATIONS TAMPA, FL

FEB 2000OCT 2000

The first ATM based CLEC Director ASP Programs and Competitive Research Developed the foundation for initial Web offerings, defined product and initiated vendor search. Identified top vendors, negotiated contracts and integrated vendor offerings into company portal. Developed a due diligence framework to analyze and prioritize additional partners. Assisted in development of marketing collateral and web site content. Participated in conference presentations to customers and channel partners. v Built competitive database and conducted analysis used by senior executives, board of directors, corporate communications, sales and marketing. EDUCATION MASTERS IN INTERNATIONAL ECONOMICS AND FINANCE Brandeis University, Waltham, MA BACHELOR OF SCIENCE IN ECONOMICS AND MATHEMATICS North Carolina State University, Raleigh, NC LANGUAGES SPANISH FLUENT

PORTUGUESE CONVERSATIONAL