Expert Details

Expert in Enterprise Software and Hardware; Marketing Strategy; Channel, Technology

Expert ID: 729604 California, USA

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Conducted 50+ consulting projects for technology companies with an emphasis on understanding external market factors such as customers, competitors, technological trends, channels, etc. to inform corporate and product strategy. Ensured recommendations are implementable by assessing internal capabilities and adopting best practices through several large benchmark studies regarding use of social media for customer support, lead generation, channel management, etc. Also created tools for salesforce to help implement strategy, e.g., ROI/TCO calculators, white papers, case studies, etc.

For a leading network computing infrastructure solutions provider, benchmarked six (BEA, Cisco, IBM, Microsoft, Oracle, Symantec) competitors’ partner programs in order to develop a ‘play book’ for our client as they reorganized their own partner program. Conducted a comprehensive analysis of how competitors managed their entire channel, including direct sales force, distributors, VARs (value-added resellers), ISVs (independent software developers), SIs (system integrators), developers and websites. Topics covered included program requirements, benefits, compensation structure, and retained margins. Client subsequently redesigned and re-launched their partner program to incorporate best practices identified.For a leading security and availability software company, prioritized marketing support available for select group of global strategic partners (Accenture, CSC, Dell, EDS, Fujitsu, HP, IBM, Intel, Network Appliance, Nortel, SAP, Unisys, etc.). After conducting interviews with executives to generate initial list and critical buy-in, benchmarked client against five competitors in order to learn from industry best practices. Then defined and weighted range of criteria against which he ranked partners by soliciting votes from client executives. Framework established a repeatable, standard, corporate-wide decision-making framework and process for selecting and prioritizing partners that can now occur without our assistance. This enabled client’s partner management teams to stay focused on long-term, world-wide marketing initiatives versus meeting ad-hoc needs associated with particular business units, deals, etc.For a leading network equipment provider, developed a prioritized market and partner strategy. Client had a broad set of underutilized technologies (including kiosks, unified communications, workflow automation, video, security, etc.), and wanted to find a partner that could help them increase revenue in the short-term and move up the value chain in the long-term. Assessed market size, growth rate and other variables which influenced different market segments’ attractiveness to our client and came up with a prioritized market segmentation strategy. Then then developed a range of criteria to judge different categories of partners (SIs, VARs, etc.) and prioritized potential partners within each category. For the market leading SaaS company in the HR (applicant tracking, performance management, compensation) industry, conducted competitive analysis by interviewing recent wins/loss accounts. Interviews were with decision makers in HR and IT departments and focused on why they did/did not choose client's solution. Information helped sales and marketing teams better position themselves against competitors (BrassRing, Kenexa, Oracle, PeopleSoft, Success Factors, etc.). The rapid and consistent market intelligence on pricing, latest product enhancements, and positioning also dispelled myths and weeded out inappropriate references and account managers.Client needed to integrate $1B acquisition into its go-to-market strategy, which was indirect through VARs/SIs versus acquired SaaS companies’ direct sales strategy. He assessed impact of SaaS on clients’ traditional channel partners and led workshops with partners to explain economics of SaaS and how type of professional services they typically provided would change, e.g., managed services, application development, etc.

Expert may consult nationally and internationally, and is also local to the following cities: San Jose, California - San Francisco, California - Sacramento, California - Oakland, California - Stockton, California - Fremont, California - Modesto, California - Salinas, California - Santa Rosa, California - Hayward, California

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Education

Year Degree Subject Institution
Year: 1997 Degree: MA Subject: Political Economy Institution: Northwestern University
Year: 1991 Degree: BS Subject: Economics Institution: Wharton School of Business
Year: 1991 Degree: BA Subject: Italian Literature Institution: University of Pennsylvania

Work History

Years Employer Title Department Responsibilities
Years: 2003 to Present Employer: Undisclosed Title: Principal Department: Responsibilities: He leads this boutique consultancy that focuses on providing marketing and strategy analysis to Silicon Valley's leading companies and start-ups. Projects cover go-to-market strategy, alliances, market assessment, customer needs analysis, due diligence, financial analysis, etc.
Years: 2010 to Present Employer: Undisclosed Title: Adjunct Faculty Department: Marketing Responsibilities: Teaches a course on management consulting best practices, and brings materials to life by leading a MBA candidates in an actual international consulting engagement. Topics covered include client and project management, research, analysis, e.g., go-to-market, channel, competitor, market segmentation, product evaluation, etc.
Years: 2002 to 2003 Employer: RB Webber Title: Consultant Department: Responsibilities: Management consultant in a strategy consulting and venture capital firm. Provided assessment and financial evaluation regarding numerous start-ups in various software fields (CRM, risk analytics, etc.), as well as consulting services to established software, hardware, and medical device manufacturers.
Years: 2000 to 2002 Employer: Oliver Wyman (Mercer Management Consulting) Title: Consultant Department: Management Consulting Responsibilities: Strategy and operations management consultant to various Fortune 500 companies

Government Experience

Years Agency Role Description
Years: 1991 to 1992 Agency: US Treasury Role: Analyst Description: Conducted 1st ever recent study of US foreign portfolio investments

International Experience

Years Country / Region Summary
Years: 2001 to 2002 Country / Region: Italy Summary: Helped transform operations of a major Italian state agency and increased its asset utilization.
Years: 2005 to 2009 Country / Region: EMEA - UK, France, Netherlands, Germany Summary: Led or participated in numerous multi-day business development and partner meetings for US technology companies interested in increasing their growth in European markets.
Years: 2011 to 2011 Country / Region: Israel Summary: Led team of US and Israeli consultants for an Israeli company that had acquired US assets and developed US market segmentation and go-to-market plan.

Career Accomplishments

Professional Appointments
Board Member, Girotondo Italian School (non-profit)
Publications and Patents Summary
8 publications in industry trade journals

Additional Experience

Training / Seminars
Teach a year-long course in Wharton's Executive MBA program on management consulting best practices.Topics covered include proposal generation, client management, primary and secondary research methodologies, competitive analysis, decision trees, economic analysis, presentations, and general consulting process.
Vendor Selection
Request RFPs, select and manage timeliness and quality of traditional US based management consulting companies to ensure projects completed on time and at budget. Helped outsourced back office data processing operations to an Indian vendor for one client.
Marketing Experience
Very project specific, i.e., he just completed a buy vs. build decision analysis for a Fortune 500 Silicon Valley firm interested in entering the space occupied by Drop.box, Boxnet, SugarSnyc, etc., i.e., collaboration and synchronization. Another recent project for a Fortune 500 tech firm was to help integrate SaaS based collaboration (think WebEx, Citrix) with on-premise networking business, which involved assessing impact of switch on channel partners' profitability and business mix, so cloud/SaaS expertise.
Other Relevant Experience
Quoted in industry/trade publications as well as San Francisco Chronicle and San Jose Mercury News. Developed white papers, case studies, and cost-benefit tools to help sales and marketing take ideas and make them more easily understood by potential customers.

Language Skills

Language Proficiency
English Native
Italian Near-native speaker and reader. Need native speaker to make written slides/word documents client-ready. Use daily as live in bi-lingual household.

Fields of Expertise

B2B market research, business, business analysis, business development, business strategy, cloud computing, computer software licensing, custom market research, distribution channel, market, market assessment, market opportunity analysis, market positioning, market potential, market research, market segmentation, marketing strategy, software marketing, strategic market planning, strategic marketing, strategy, test strategy development, value proposition, customer segmentation, earnings potential, sales planning, Microsoft, case strategy, creative strategic marketing, strategic marketing, software marketing, B2B market research, product evaluation, internet technology, business valuation, market, business plan, research strategy, market creation, market development, e-business strategic planning, business development, globalization, business operations, Internet infrastructure, Internet marketing, marketing brand management, distribution channel, strategic market planning, market assessment, consumer survey, consumer demographics, marketing communications, European market research, market trend, competitive benchmarking, market potential, business management, business intelligence, competitive intelligence, computer software licensing, client/server computing, proposal writing, consumer product marketing, European marketing, market forecasting, corporate strategic planning, competitive analysis, biotechnology market research, computer software technology innovation, new product market survey, test strategy development, application software, market research, service marketing, marketing, management decision-making, computer software

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