Sales Management

Marshall Saidel

Home: 201-***-****

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Cell: 201-***-****

Hillsdale, New Jersey 07642 Email:

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Summary of Experience

. Innovative Product Management executive with over fifteen years of

professional experience in software, telecom and hardware environments.

. Proven experience in both entrepreneurial and large corporate

environments managing product management and business consulting teams.

. Highly motivated with a "can do" approach and ability to introduce

creative thinking and problem solving in all environments.

. Certified Product Manager. Expert in Agile and Waterfall methodologies,

customer requirements to international product launches. Includes

roadmap development, user stories, MRDs/PRDs, business plans, competitive

and market analysis, collateral development, strategic partnerships,

selecting and managing Beta trials and product demonstrations.

. Expert in communicating new releases through training, presenting to

global sales teams and in "Go to Market" strategies.

. Expert in managing business/sales support teams through to RFP creation.

. Strategic planner with history of delivering profitable business growth,

penetration of new markets and expansion of customer base.

Professional Experience

Canfield Scientific, March 2013 - Present

Senior Manager, Product Management

. Lead Product Management in the development of the company's forward

looking product, the Patient Portal.

. Cloud-based offering that is fully HIPAA compliant, allows doctors to

share procedural information such as pre-op and post-op simulations,

educational information, graphical charts allowing doctors to understand

patient interest and email communications that are intended to improve

patient relationships and increase closure rates of consultative visits.

. Agile methodology is followed that includes development of user stories

and quick prototyping with lead developers.

. Web-based and Smartphone offering that includes iPhone and Android

devices.

. Demos with key customers indicate that offering is on track to exceed the

needs of our customers.

Morgan Stanley, May 2010 - February, 2013

Senior Manager/VP, Product Management

. Led Product Management in the IT division of this major financial

services Firm, which included the development of applications employing

Agile methodologies and selection of vendor products to be used

internally.

. Core member responsible for successfully developing a Product Management

methodology within the Firm.

. Ensured accuracy of product usage, SLAs, inventory and bill back to

respective business units including the EOL of offerings.

. Developed and launched a Blackberry and Web-based Visual Voicemail system

based on the open source Asterisk platform. A cost effective replacement

of an end of life offering (Octel) when compared to comparable vendor

products. Product provided notification to users by text message or

email and then access to messages either from a mobile device or Web-

based interface. Product was positioned as the next generation Voicemail

platform.

. Developed and launched a mobility tool for Apple iOS and Blackberry

mobile phones that provided cost savings by setting a local callback

telephone number which turned all calls as incoming calls and thereby

saving on long distance charges. The system also provided seamless

integration with our Voicemail, employee directory and audio conferencing

system.

. Developed and launched a Rapid Notification System that was enabled in

the event of an emergency. Web-based interface allowed the quick

creation and distribution of messages by Vmail, text message, pager and

email to individuals in the Firm.

. Developed two Wi-Fi offerings that allowed Guests (visitors that are on

site) and Employees of the Firm to have Wi-Fi Internet access. Solutions

allowed Smart phones (iPhone, iPad, Android, Blackberry devices) and

laptops to have Wi-Fi access. First release also employed Good

technology for Apple devices so users can access personal email and

contacts.

. Developed and launched an audio conferencing system that saved

approximately $4M/year in external conference service charges. The system

also provided a 20% capacity increase, improvements in stability and

audio quality.

. Responsible for vendor infrastructure products of IP/SIP Dealer

Boards/Turrets, IP/SIP Intercoms, IP/SIP desk phones, audio conferencing

and wireless devices (BlackBerry).

. Extensive user interaction to capture their needs that became the basis

of user stories, PRDs and prioritized roadmaps

. Daily interaction with development on product feature functionality, user

stories and project management of releases.

. Managed international "Go to Market" activities that included internal

Web site, creation of collateral and presentations.

ARGI, August 2008 - May 2010

Product Analyst Director

. Managed the product analyst function, spearheading the development of the

company's forward looking product Acuity

. Cloud and customer-based-based offering provided subscription fulfillment

for Publishers of both Digital Media and Print-based publications. The

Customer portal provided a set of Web applications that enabled audience

members to perform administration functions such as register, log in,

search, buy, and manage their profile.

. Employing Agile methodologies, developed user stories based on customer,

sales and competitive input which formed the basis for MRDs and PRDs.

Successfully met aggressive milestones with the introduction of two major

releases that surpassed customer expectations!

. Developed the product strategy that became the basis for the product

roadmap and release definition.

. Produced product artifacts that included reports, specifications and

prototypes utilizing UI design methodologies.

. Trained Sales with presentations/demos on new product releases and its

Value Proposition.

. Trained QA on important use cases which became the basis of functional

test cases.

. Worked with Marketing to produce end-user documentation, training

materials and "Go to Market" collateral.

. Weekly sessions with CTO and VP, Engineering in feature definition and

release planning activities.

. Managed product lifecycle and enhancement request lists

Kirusa, Inc. March 2007 - July 2008

Director, Product Management

. Managed the product management function of a venture backed early startup

company.

. Cloud and premise-based SMS solution that employed Agile methodologies,

allowed mobile users to send and reply to SMS messages with voice.

Platform also included the distribution of other content (i.e.,

horoscopes, joke of the day).

. Captured 16 global Service Providers during my tenure.

. Developed Product Roadmaps, MRDs and Business Plans that were responsive

to customer needs and the competitive environment.

. Collected and interpreted customer business requirements into clear

product specifications that development team translated into product

features and functions.

. Expert in capacity planning and scaling of Enterprise customers growth.

Developed a capacity planning tool used by Sales Support personnel to

compute customer configurations allowing for customer growth.

. Project Release management that included automated software builds and

release notes for Sales and Customers.

. Performed competitive and market analysis in order to provide proper

guidance and product strategy.

. Weekly sessions with CEO and VPs regarding status, customer deployment

and release planning activities.

. Presentations to Board of Directors - included competitive analysis,

product roadmaps and latest release contents.

. Supported international sales team writing RFPs, presentations,

collateral, training and responding to their questions.

Raritan Computer, May 2003 - March 2007

Product Management Director

. Managed $50M in P&L product managing the Paragon line of KVM switches

(network access devices). Full life cycle management that included the

end of life of products and international release of new products

capturing customer requirements. Successful penetration of new markets

that provided increased revenue growth.

. Launched six releases that included management of offshore engineering

team, marketing and selling of product.

. Business case approved and built power management business - $600K to $6M

in revenue with OEM partnerships.

. Launched the development of a software graphical user interface for a KVM

switch that included the management of offshore engineering team,

marketing and selling of product.

. Launched the development of a Web-based Remote IP User Station to be used

with analog cat5 KVM switch, through to marketing and selling of product

. Partnered with Sales and Channel partners which included customer

support, presentations, demos, training and successful sales strategies

resulting in additional revenues of $1.5 million.

. Managed and selected Beta customers for product launches and solicited

customer input for product enhancements.

. Developed Strategic Business plan that included competitive analysis,

market trends, pricing, distribution channels, e-marketing and product

direction. Plan was approved by executive team and implemented.

. Project Managed all release activities that included the writing of

release notes and firmware distribution on Web site.

Apogee Networks, May 2000 - March 2003

Director of Product Management

. Managed $5 million in P&L in the first year developing usage-based

performance management software for Enterprise and Service Provider

markets. Service Provider's were able to bill based on usage and

visibility into the content being used. On the Enterprise side, the

product delivered hard dollar economic savings. Provided metering,

reporting, analytics and chargeback solutions for applications and

services running on the network. The software addressed management

challenges by gaining visibility into the usage and performance of

resources.

. Conducted customer research using the Cooper Interactive Design

methodology in the development of requirements.

. Completed two major releases (five months each) ahead of schedule and

under budget surpassing customer expectations

. Created customer-provisioning requirements of ISP billing product for CSR

and Self Care users that employed Siebel.

. Developed product requirements and managed joint product integration with

Cisco Systems and Northern Telecom developing first of its kind usage-

based billing of cached content, surpassing all competitive offerings.

. Partnering with Sales, Business Development and Channel partners and

managing Business Consultant's allowed us to penetrate new markets and

increase revenue by $2 million. Responsibilities included resource

prioritization, sales qualification, presentations, training, demos,

question resolution and supervision of RFP responses.

AT&T/Lucent/Avaya, March 1982 - May 2000

Lucent/Avaya, March 1997 - May 2000

Strategy and Architecture Director

. Managed a team of five engineers in architectural strategy of voice and

data products. Developed strategies that included convergence of voice

and data products, a VoIP PBX, a communications web-based Portal and

identified strategic vendor relationships. Resulted in key product

initiatives that were developed into products.

. Managed $5 million budget and seven developers in a Voice over IP Gateway

product, creating the first in the industry commercial IP Gateway,

completed ahead of schedule and winning the "Trail Blazer" award.

. Led planning of CRM capability within VoIP PBX. MRD included

requirements and competitive research (Siebel and other CRM leaders) for

"Build vs Partnership" decision that led to the Soundlogic acquisition.

AT&T, March 1982 - March 1997

Senior Product Manager, Easy Commerce Services

. Managed $2.5 Million in P&L directing development and marketing to sell

digital content (music, software and information) within B2C e-commerce

offering. Partnered with Digital Rights Management (DRM) vendors, musical

artists and record companies. First Web Hosting and e-commerce site to

offer DRM capabilities.

. Managed $4 Million in P&L directing development and marketing in the

creation of an Internet Email ASP service. Turned around delayed project

by organizing resources to refocus strategy and business plan. Project

was delivered ahead of schedule and was first Email ASP offering within

the Internet industry

Senior Architecture Manager, Bell Laboratories

. Led team to develop a multimedia collaboration offering that merged

telephony, LAN and video features. Wrote MRD that included

requirements, competitive analysis, vendor partnerships and upgrade

strategy. Product was first in the industry to converge technologies over

one network to provide Multimedia collaboration.

. Managed a "proof of concept" team of five developers to develop an

Enterprise wireless telephone tied to a PBX and person's extension. Demo

and report to senior management led to the development of product.

. Designed an architecture that allowed for common applications and

configurations across the product-line. Recommendation significantly

reduced complexity and customer management of products.

. Developed the requirements of a next generation multimedia email-

messaging product. Similar to Adobe Acrobat, product allowed people to

communicate using different software by including a viewer in the

recipient's message.

. Led a team of five developers writing technical Call Detail Record

requirements for Definity and legacy PBXs.

Project Leader

. Reduced costs by moving product to a less costly computing platform.

Managed five programmers in all phases of project from design to

completion of project porting PBX interface from 3B2 platform to 386 PC.

Result proved technical feasibility and provided significant reduction in

costs.

Senior Programmer Analyst

. During product upgrades, designed and developed table driven conversion

routines to interpret PBX CDR data stored in flat files to load into SQL

database. PBX data now loaded in hours, where previously it took days.

Areas of Expertise

. Protocols - TCP/IP, H.323, RSVP, diffserv, X.500, SIP, CDR, XML, 802.11,

WAP, CORBA, SEO

. Product Management - Pragmatic Marketing Certification in Product

Management, PERT and Gantt, Business Plans, Strategic Planning, SDLC that

includes Agile and Waterfall methodologies, A/B testing, Prototyping

. Software - HTML, XML, 'C', UNIX, Shell, Java J2EE, V Basic, SQL Server,

CRM - Siebel, DRM, Billing, e-commerce, Web interfaces and software

tools, HP OpenCall platform, J2ME, Jira, Sharepoint, SaaS and Cloud

offerings

. Network/Telephony - Cloud, RADIUS, RMON2, Log Files, SNMP to MIB tables,

Content Management Systems - Cisco and Nortel, SMS, Avaya & VoIP PBXs,

Dealer board/Turret systems, Intercom systems, Voicemail for Web-based

and phone IVR systems, Audio Conferencing systems, Unified

Communications, Asterisk, BREW, iPhone and Blackberry mobile clients

. Customer Interaction - Alan Cooper Interaction Requirements Design, User

Stories, Requirements writing, Voice of the Customer, BETA customer roll-

outs, Corporate 1000 & Trade Show presentations, new sales generation

Education

MBA, Pace University, Computer Information Science

BA, State University of New York at Stony Brook, Liberal Arts

Music & Art High School, "The Fame School"

Juilliard School of Music, Preparatory Division studying violin

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