Developed a mash-up that integrates BroadSoft’s VoIP offering with Salesforce.com CRM. Creation of thissolution 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 withinexisting and prospective customers.
Redesigned corporate web site and intranet content to be more reflective of product capabilities.
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 trialswith top VoIP providers globally. Led partnership activities to integrate U4EA’s QoS mechanism into mobiledevices, 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 nation’s leading VoIP providers.
Increased theU4EA client base by over 500%.
Redefined the go to market strategy for U4EA’s 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.
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. Generatedimmediate 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 salesteam to effectively sell in competitive situations. Results also drove new product enhancements to improvethe market appeal of service offering. Presented results to executive team.
Trained analyst team on how to relate primary data to current industry events.
The global connectivity experts
Program Manager, Business Communications Strategies Oct 2000–Jun 2004Senior Analyst, Small and Medium Business Communications June 1998–Feb 2000
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. Enabledpractice 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. Topicscovered - integrated access, SaaS, mobile services, market segmentation, and product bundling.
Managed client base representing in excess of 60% of advisory service revenue. Managed all strategicaccounts. 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 clientdevelopment 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 competitiveand regulatory threats. Analysis enabled board to make a strategic decision redirect capital to other divisions.