Manager Sales

DAVID W. LANGDON *** Deer Park • Temple Terrace, FL 33617

813-***-**** • ***********@*****.***

Profile:

• Seasoned professional with demonstrated abilities to manage and market a

product through its lifecycle - planning, analysis, design, project

management and improvement phases

• Experienced working in multiple development methodologies, Waterfall,

Iterative and Agile (Scrum).

• Effective establishing product specifications, market positioning and pricing

with focus on customer needs

• Consistent record of forging strong business relationships with prospects

and clients.

• Ability to establish a positive rapport with direct reports and team members

working collaboratively to achieve corporate goals.

• Professional presentation and relationship development skills.

Professional Experience:

ABILITY Network

ABILITY Network facilitates information exchange and knowledge-sharing among

every participant within the healthcare spectrum – hospitals, physician practices,

home care providers, DMEs, and private and government payers – as well as the

Centers for Medicare and Medicaid Services (CMS). In use for more than a

decade in more than 3,000 hospitals across the country, ABILITY’s network

supports healthcare decision makers in their quest to promote care coordination

and collaboration, reduce record fragmentation, participate in new and emerging

care models, and access the Direct Project network and state and community-

based Health Information Exchanges (HIEs).

Director, Product Management:

February 2010 to August 20011

Manage the overall ABILITY product portfolio, ensuring careful coordination of

cross-platform and cross-functional activities, and executing on plans to bring new

products and functionality to the customers that ABILITY serves. The ABILITY

product portfolio consists of Commercial and Administrative EDI Services, MPI

Analysis and Reporting, Universal health-addressing and information exchange

based on the Direct Project and Patient Tracking and Cash Flow Management

Services for Home Health and Hospice. As Director my responsibilities and those

of my team fall under three primary categories:

Product Development:

• Develop product plans and ensure that the products are consistent with

ABILITY’s strategic business objectives.

• Develop product strategies and participate in strategic partnerships that

address competitor’s offerings

• Perform competitive surveillance including product functionality, market

presence and use by our target client base.

• Create and maintain product roadmaps

• Determine product performance metrics

Product Implementation:

• Provide technical solutions to meet internal and external customer

requirements

• Promote and manage expectations pertaining to products, services and

deliverables.

• Lead and participate on cross functional teams relating to customer

migrations, customer support and product enhancements

• Develop and drive product strategy across the organization

Product Support:

• Facilitate training programs and presentations on ABILITY’s product

portfolio

• Support for product implementation, issue resolution or performance of

services

• Evaluate products and software for compatibility with solutions and resolve

customer issues as they arise.

• Track, analyze and report on product performance

Key Achievements:

• New Product Initiatives: Oversaw the successful launch of three new

product initiatives in 2010 and 2011; An MPI analytical service designed to

reduce record fragmentation (AWARE), a graphical claim status inquiry and

eligibility service (ACCESS), and a Patient Tracking and Cash Flow

Management Services for Home Health and Hospice ( EASE). The

implementation of these new initiatives resulted in 400+ new customers

and over 1.5 million in annualized revenue.

• Core Product/Platform Expansion: Over the past two years ABILITY

core product and services have continued to capture market share. To

further accelerate growth, In 2010 Commercial Claims and Eligibility

services were added to the Secure Exchange Service (SES) platform.

(SES Historically facilitated administrative transactions). Expanding into

commercial transactions allowed existing customer up-sell opportunities for

sales and also provided a competitive advantage against our primary

competition. This expansion, along with other product enhancements

resulted in core network service growth in excess 50% in 2010 equating to

over 6 million in increased annualized revenue.

• Product Roadmaps: Established consolidated product roadmaps for

Executive Management review and year-end forecasting/budgeting.

Worked closely with the Vice President, Business Strategy & Product

Management to ensure goals aligned with overall corporate objectives.

Worked closely with leadership in development to ensure goals were

attainable in established timeframes and refined as needed. Successful in

delivering on all 2010 and 2011 product goals including new product

launches and existing product expansion.

Product Manager:

SES and ABILITY Central Products

July 2009 to April 2010

Product Manager responsible for the suite of core ABILITY product’s including

Secure Exchange Software (SES) and ABILITY Central. SES is the core platform

facilitating ABILITY’s secure healthcare electronic information exchange for

administrative services supporting over 3000 hospitals and 5000 healthcare

providers in the U.S.

Key Achievements:

• SES Platform Migration: Responsible for a major product platform

migration. Worked closely with Development and Architecture to define

requirements and establish a phased implementation approach that would

provide the quickest path for migration with the least amount of customer

disruption. Successful in delivering on 2009 and 2010 migration goals

including the release of version 4.x SESE-IN and SESE-EL Products.

• Agile (Scrum) Implementation: ABILITY transitioned from an Iterative

based development methodology in 2009 to an Agile (Scrum) based

methodology in 2010. Along with the Director of Development I

championed this change organizationally resulting in both accelerated

development delivery and higher product quality.

• Established Cross Functional Teams: Instrumental in the creation of

cross functional teams to address stakeholder concerns, facilitate open

communication and solicit product feedback. Key teams included a

product enhancement team to address product issues identified by

technical support, Sales and Marketing team to solicit enhancement ideas

from the field and a Project Overlap teams to coordinate development and

project management activities.

Airline Reporting Corporation (ARC)

ARC is a technology solutions company providing transaction settlement and data

information services for airlines, travel agencies, corporate travel departments

(CTD), railroads, and other travel suppliers.

Product Manager:

Reporting and Settlement Products

June 2006 to June 2009

Product Manager for ARC core settlement products and services including

Interactive Agent Reporting (IAR) the primary settlement application used to

process more than $80 billion annually through ARC' settlement system.

Key Achievements:

• IAR: Interactive Agent Reporting (IAR) is an electronic sales reporting

system that integrates an agency's Global Distribution System (GDS) and

ARC' settlement system. It allows ARC participating organizations to settle

agency sales, refunds, exchanges, and adjustment transactions. As

Product Manager for IAR I successfully implemented 10 major

enhancements (releases) to the product and over 30 minor enhancements.

• Portal Integration: ARC implemented a company-wide portal (My ARC) to

standardize user access to their large suite of product offerings. IAR was

the key to the portals success integrating over 20,000 end users. I led the

cross functional team that included development, technical services,

production support, e-business, and corporate security in this effort. The

integration was successfully completed on time with no impact to end user

access to IAR.

• Agile (Scrum) Implementation: ARC transitioned from a Waterfall based

development methodology in 2007 to an Agile (Scrum) based methodology

in 2008. I was the business lead for the IAR Enhancement Scrum team. As

the business lead I established a product backlog for development,

conducted daily stand-up meetings with the team, worked with the Scrum

Master (Project Manager) to mitigate issues and overcome impediments.

Our team was the most successful of the initial six Scrum teams

established and was used as the model for the company.

IVANS Inc. (Insurance Value Added Network Services)

IVANS is an Application Service Provider and Value Added Reseller (VAR) that

markets custom applications and services, AT&T Global Network Services, IBM

Global Services and other business partner services solely to the Insurance and

Healthcare verticals.

Product Manager:

Network Services

November 1999 to June 2006

Product Manager for Network Service’s including Remote Access, Secure

Network Access and E-Commerce initiatives. I worked with Fortune 500

companies to provide technical solutions within the Insurance and Healthcare

industries and managed over 50 million dollars in annual revenue.

Key Achievements:

• Provider Express: Developed and introduced a remote access product,

Provider Express, for Healthcare Providers designed to allow secure

access to health insurance company applications over a broadband

Internet connection. To bring this product to market I worked with the

Health Insurance carriers to define acceptable access methods to their

applications that would conform to their strict security requirements. Pilot

groups were set up for a controlled introduction of the product offering.

Developed the pricing, implementation and support criteria for the product.

Developed the marketing plans and long term product strategy. Trained

sales and support on the product and assisted sales with product

introduction.

• Smart Transfer: Developed a packaged remote access, emulator and

FTP product offering for United Government Services (UGS). Worked with

UGS to establish product requirements for their 4000 remote users.

Worked closely with the UGS development team on the product build and

testing. Coordinated efforts with multiple vendors (IBM, AT&T and

Ipswitch) to combine services into a single product offer.

• Network Access: Improved IVANS Network Access product suite

resulting in an increased customer base from 500 accounts to over 700

accounts generating in excess of 30 million dollars. Network Access

represented over 25% of IVANS’ overall revenue. I developed new pricing

models for the product line along with the introduction of new service

features enhancing the usability of the products saving customers money

and increasing IVANS’ revenue.

• Network Migration: Team lead for two AT&T imposed customer

migrations, a legacy network migration and a remote access migration. I

led the cross-functional teams set up to ensure minimal service impact and

maximum customer retention. Successfully migrated over 200 dedicated

customer connections (Frame Relay) and over 20,000 Remote Access end

users to a new network platform in less than 18 months.

Marketing Manager

Internet Services

March 1995 to October 1999

Responsible for Internet services, Application Hosting, Telecommunications and

Electronic Data Interchange (EDI). In this capacity I developed marketing plans

and business partnerships, product packaging, and marketing collateral. I was

also responsible for quantitative analysis of markets, sales channel management

and product penetration.

Key Achievements:

• IVANS Access Expert: Marketing lead on industry wide initiative to

promote new communications platform between IVANS' member

companies (P&C Insurance Companies) and their trading partners

(Independent Agents). Conduced market analysis, developed product

sheets, orchestrated promotional campaigns and participated in industry

conferences.

• Marketing Database: Lead for an internal initiative to pull together

multiple customer databases containing dissimilar information into a single

relational database. Created the relational database format and rules.

Scrubbed data and performed error checks to eliminate incorrect

information and duplicate entries. Created a hierarchical data format for

multi level marketing. Conducted customer surveys and contact information

verification to populate database with current data. The database is a

critical component of IVANS billing system and customer master data files.

Education:

University of South Florida - Tampa, Florida.

B.S. Marketing

IBM and AT&T Sales and Marketing Training: AT&T Sales Training, Project

Management and

Customer Service Training, IBM Marketing College, Marketing IBM Global

Network Services

(MIGNS).

Skills and Achievements

• Board of Directors Temple Terrace Golf and Country Club, President

• Proficient using MS Office

• Excellent interpersonal and organizational skills

• Excellent problem solving skills

• Established leadership skills

Contact this candidate