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20101120.Lauricella.michael

20101120.Lauricella.michael

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Published by mlauricella
The current resume/cv for Michael Lauricella.
The current resume/cv for Michael Lauricella.

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Categories:Types, Resumes & CVs
Published by: mlauricella on Nov 17, 2010
Copyright:Attribution Non-commercial

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09/07/2012

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M
ICHAEL
L
AURICELLA
 
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 yearsexperience 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 internalprocesses 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 researchand use this information to shape corporate strategy.
M
OMENTUM
T
ELECOM
B
IRMINGHAM
,
 
AL J
ANUARY
2011–P
RESENT
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 transformMomentum 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. 
 
B
ROAD
S
OFT
I
NC
.
 
G
AITHERSBURG
,
 
MD A
PRIL
2005–J
ANUARY
2011
 
Recognized as the world's leading provider of VoIP (Voice over IP) application software.
Director Business Development, PacketSmart Jan 2010 to Jan 2011Director BroadSoft Xtended (Web 2.0) Dec 2007 to Feb 2009Director Field Marketing Dec 2005 to Dec 2007Senior Manager Product Marketing April 2005 to Dec 2005
Selected by executive team to lead the company’s first BroadCloud initiative, PacketSmart, and its integration intothe company. Prior to this, spearheaded the company’s Web 2.0 strategy and created BroadSoft Xtended. TheXtended role involved evangelizing the BroadSoft solution to a community of developers and encouraging thedevelopment 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. AsDirector of Field Marketing, worked directly with customers to define product offering, establish operationalprocesses, and train sales teams in the delivery of cloud services. This role was critical to driving the sell-through ofsoftware. 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 ledintegration 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 promoteinnovative 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 thedevelopment 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 easilyrebranded by customers and taken to market.
 
Delivered co-marketing events with customers to enhance their ability to generate leads and sell the solution.
 
M
ICHAEL
L
AURICELLA
P
AGE
T
WO
 
 
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.
G
O
S
 
N
ETWORKS
C
ORK
,
 
IREU4EA
 
T
ECHNOLOGIES
 
F
REEMONT
,
 
CAO
CT
2009–J
AN
2010F
EB
2009–O
CT
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 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.
AMI
 
P
ARTNERS
N
EW
Y
ORK
C
ITY
,
 
NY J
UNE
2004
TO
A
PRIL
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. 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
Y
ANKEE
G
ROUP
B
OSTON
,
 
MA O
CT
2000–J
UNE
2004J
UNE
1998–F
EB
2000
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.

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