L.

KIM WELLMAN
590 Canyon View Circle * North Salt Lake, Utah 84054
Cell 801-529-3619 * Home 801-295-3865 * kwc148d4@westpost.net
VICE PRESIDENT, SENIOR DIRECTOR & CONSULTANT
Senior Marketing Specialist who excels at establishing the vision, strategies an
d tactics necessary to drive revenue production and growth through effective, go
-to-market programs, from launch through market expansion to customer satisfacti
on. 17+ years of experience in the B2B/B2C technology industry, including inform
ation security. Skilled in taking new products to market and improving positioni
ng and messaging for existing products. Extensive familiarity with the software
development process and certified in Pragmatic Marketing best practices. A team
player and team builder with outstanding relationship management skills.

Start-ups * Corporate and Marketing Communications * Product Marketing * Product

Management * Team Leadership * Strategic Planning and Execution * Market Evalu
ation, Penetration & Expansion * P&L Management * Channel Development * Demand G
eneration and Metrics * Lead Nurturing and Conversion * Creative Branding and Ve
rtical Marketing * Competitive Analysis, Positioning and Messaging * Product & M
arket Launching * Technical and Business Acumen * Customer Loyalty * Internation
al Marketing * PR and Analyst Relations

PROFESSIONAL EXPERIENCE
EXEMPLAR MARKETING LLC, Salt Lake City, Utah * 2009 - Present
Marketing consulting services, supporting small to medium size B2B and B2C techn
ology companies in all aspects of marketing communications, product marketing an
d product management.
Consultant/Owner
Client Highlight: (June 2009 - Present) Sorenson Communications is a provider of
industry-leading communications products and services for the deaf and hard-of-
hearing community.
Working as an independent consultant for Sprout Marketing, work solely with Sore
nson Communications to build out core components of their Marketing foundation w
hile implementing proven repeatable processes and best practices. Consult on all
aspects of building and implementing marketing go-to-market (GTM) strategies, d
eveloping and managing metrics; channel program strategies, website design and d
evelopment, product positioning and messaging, brand management, Beta Program im
plementation, market analysis and segmentation, product marketing asset developm
ent, marketing technology solutions, campaign development, public relations, ven
dor selection and team building.
* Performed a comprehensive distinctive competence analysis; leading to the succ
essful development of the product positioning, brand and messaging strategy whil
e identifying a market revenue opportunity through a new buyer persona.
* Completed a market SWOT and B2B/B2C channel program analysis, identified sever
al new revenue opportunities for market expansion.
* Completed eleven comprehensive national Go-to-Market (GTM) marketing strategie
s and programs, totaling a $12.5 MM marketing budget.
* Developed and drove a Product Beta Program, ensuring consistent and constructi
ve two-way communications between Sorenson and Beta participants.
* Introduced numerous vendors and solution providers to support client marketing
efforts including, PR firms, Website designers and developers, campaign managem
ent solutions, Search Engine Optimization (SEO) and content developers.
MCCANN ERICKSON, Salt Lake City, Utah * 2008
Marketing and advertising agency providing creative design, channel marketing, m
edia strategies and plans, and interactive and digital marketing services.
Account Director, New Business Development
Led daily activities in channel management, client account management, marketing
and account strategy, and the newly launched new business development function.
Within client teams, supervised creative design, digital marketing, media plann
ing, project management, and strategy. Performed comprehensive needs assessments
to guide project design. Promoted a holistic approach to marketing that address
ed both business and technical requirements. Identified and implemented best pra
ctices and efficient, repeatable processes. Added value by recommending services
and solutions beyond the initial engagements, increasing revenue. Served such c
lients as General Motors (GM), American Airlines (AA), Dell and Durex.
* Turned around a previously failed attempt to launch the phase 1 flagship websi
te for American Airlines Flagshipsm launching on time and within budget.
* Generated more than $500K in less than 2 months by successfully pitching a dig
ital marketing solution to General Motors (GM) Local Marketing Associations (LMA
) nationwide.
* Improved deliverable response times and streamlined resource requirements for
the GM LMA account by introducing a comprehensive workflow process.
LINUX NETWORX, INC., Bluffdale, Utah * 2007-2008
Provider of high-performance computing solutions to companies in the aerospace,
automotive, government, manufacturing, and oil and gas sectors; acquired by SGI.
Vice President of Marketing
Developed and executed on a complete marketing roadmap that encompassed branding
and positioning, channel sales, customer retention, demand generation, GTM stra
tegy, market analysis, public relations, and product marketing. Supervised both
operations and creative development. Formulated strategic and tactical plans as
a member of the Executive Team. Negotiated with partners and conducted sales cal
ls. Interfaced directly with customers.
* Restructured and realigned the Marketing Team with the Product Management Team
and leveraged shared initiatives to double effort and results from both groups.
Supervised a team of four and outside vendors.
* Achieved strong positioning in the high-performance computing and super comput
ing market by spearheading a full-scale corporate rebranding including new messa
ging, a new company name, and a cohesive, targeted brand awareness strategy.
* Nurtured a VAR relationship that opened more than $1.5M in new business opport
unities.
* Improved lead generation metrics 25% and generated $450K in new revenues in on
ly 4 months by creating and leading a vertical channel marketing program.
* Secured more than $300K in new revenues and $450K in customer upgrades by desi
gning a new integrated departmental product launch program that earned media cov
erage and analyst press.
OAKLEY NETWORKS, INC., Cottonwood, Utah * 2005-2007
Provider of military-grade solutions to protect data assets and infrastructure;
acquired by Raytheon Systems.
Director of Marketing
Built the Marketing Department and Inside Sales Team from the ground up, authori
ng strategic and tactical marketing programs and instituting standards and best
practices to increase revenues, meet organizational goals, and improve market po
sitioning and client retention. Oversaw the full range of product marketing and
marketing communications efforts, collaborating with the Product Management Team
to develop programs that responded directly to results of ongoing market resear
ch, analysis, and trend monitoring. Contributed as a member of the Executive Tea
m.
* Established and grew a marketing function, growing total qualified leads by 28
% and producing over $6.3 million in sales opportunities within the first year.
* Drove the launch of a new integrated product that earned the Red Herring Top 1
0 Security Companies to Watch in 2006 Award as well as 12 press placements, 4 an
alyst report acknowledgements, and 3 analyst references.
* Parlayed the integrated product launch pipeline growth with 5 new sales opport
unities with Global 500 companies.
* Created cooperative marketing collateral and sales tools that cut 25% from the
sales and evaluation process timeline.
* Overcame cultural resistance to change by introducing metrics that demonstrate
d the positive impact of new processes to secure buy-in company-wide.
CONSUL RISK MANAGEMENT, INC., Reston, Virginia * 2003-2005
Authoritative provider of solutions to monitor, report on, and investigate user
activities and access to regulated data, with expertise in security audit and co
mpliance; acquired by IBM in 2007.
Vice President of Marketing
Performed a detailed gap analysis to build the Marketing Department and Inside s
ales Team from the ground up; Restructured the international team in the Netherl
ands while recruiting the Virginia team and managing worldwide vendor relationsh
ips to penetrate targeted EMEA and US markets. Oversaw daily marketing operation
s. Served on the Executive Team and managed a team of eight.
* Expanded global opportunities $7.2M in 1 year by increasing the prospect datab
ase from 3,500 to 30,000 and driving global brand awareness initiatives that gen
erated 20 demo requests monthly.
* Grew loyalty 25% and sell-through 18% in the first 6 months of a global partne
r marketing program.
* Raised media placements 50% in the US and 30% in the Netherlands.
* Promoted to VP in only 4 months as a result of delivering unprecedented result
s.
SILENTRUNNER, INC., Reston, Virginia * 2002-2003
Leading provider of patented network security analysis solutions to track and in
vestigate the movement of intellectual property; a wholly owned subsidiary of Ra
ytheon.
Worldwide Director of Marketing
Created and managed a worldwide marketing communications and product marketing p
lan that comprised event marketing, demand generation, sales readiness, PR, bran
d management, and positioning, among other elements. Implemented strategic and t
actical plans. Supervised 2 team members and several US and International vendor
s.
* Rolled out UK and German PR programs while continuing to manage the US PR and
analyst relations efforts, achieving 65+ media hits in more than 30 print and on
line publications worldwide, 14 analyst briefings, and 3 product awards from SC
and PC Magazine in 12 months.
* Surmounted challenges presented by the product's highly technical user interfa
ce by developing a marketing program targeting technical audiences, distributing
review guides with each product review request, and making security engineers r
eadily available to analysts and the media.
* Grew the prospect database from 0 to 5,000 and averaged 25+ inbound demo reque
sts monthly.
* Headed a lead generation program that brought in 75% of sales.
SELECTED ADDITIONAL POSITIONS (full details available on request)
PARA-PROTECT SERVICES, INC., Centreville, Virginia * 2001-2002
Director of Marketing
Signed 4 clients worth more than $500K in new business in 6 months. Partnered wi
th the CTO to build out 2 new mid-market managed security service offerings. Dev
eloped and executed a crisis communication plan and key messages to address the
company's acquisition by competitor Riptech.
PROMARC AGENCY * 2000-2001
Account Supervisor
Built out a comprehensive Analyst Relations program and a Brand Development, and
Brand Equity Analysis service offering for technology clients. Handpicked by th
e CEO to co-present to a 300 member audience at the Public Relations Society of
America (PRSA).
UNIVERSITY OF MARYLAND, EUROPEAN DIVISION * 1997-1999
Faculty
Developed and delivered courses on marketing management, marketing strategy plan
ning and controlling, and global marketing management for undergraduate students
living in Belgium.
COMPUTER PROCESSING UNLIMITED * 1996-1997
Marketing Manager
Increased qualified sales leads 85% and generated $250K+ in new revenues in only
5 months. Boosted website registration 125% through increased brand awareness.
Motivated a team of 4 sales consultants to beat sales quotas 3 of 4 quarters. Co
ntributed to strategic planning.
WATSON WYATT WORLDWIDE * 1993-1996
Marketing & New Business Associate Consultant
Increased revenues more than $350K in 7 months by creating and launching numerou
s telemarketing sales initiatives and securing 50+ new business meetings. Acquir
ed such clients as County of San Diego, Kaiser Permanente, and Sprint.
Technical Experience
Software Developer, Analyst and System Manager (1986 - 1993)
Over six years of technical experience in positions ranging from software develo
per and analyst, project manager to system manager. For two years a defense cont
ractor for American Management Systems (AMS) as a developer and analyst working
directly for the DOD with clearance to identify technical requirements and in re
sponse build out software systems to meet those requirements.
FORMAL EDUCATION
MBA, Marketing * National University, San Diego, California
BS, Business Administration & Information Systems * San Diego State University,
San Diego, California
Product Marketing and Product Management Certification, Pragmatic Marketing(R)