Paul Stanton

***** ****** *****, #**

Trabuco Canyon, CA 92679

425-***-****

abkv9k@r.postjobfree.com

Summary:

A proven leader in creating and growing Business-to-Business solutions,

with expertise in product marketing, go-to-market strategy, direct CXO

sales, partner and business development.

. Markets: Internetworking, Virtualization, Ecommerce, Fortune 1000

. Channels: direct C-level sales, OEMs, strategic alliances, and

partner channels

. Solutions and platforms: internetworking, virtualization, Microsoft

platforms and services, Cloud based Business Intelligence, security

and access control, and Knowledge Management.

Work Experience:

Vuetura, President, 2007 to 2009

Turned around a near company failure by preserving existing customers and

renewing growth by focusing the business on hospitals needs for Access

Control and Asset Management.

. Increased sales productivity by 500% by offloading non-core accounts to

partners, focusing direct sales on hospitals, and by launching upselling

programs to existing accounts.

. Rebuilt the team by rehiring the original software developer

. Introduced and delivered Consulting Services to address regulatory and

design needs of customers

Lucid Commerce, 2005 to 2006

Joined a three person startup focused on providing Cloud-based Order

Management and Business Intelligence solutions for direct marketers.

. As the top Order Motion reseller I re-negotiated the OEM supplier

relationship, doubling realized margins

. Designed the product offering and doubled the average selling price,

enabling the company to realize a gross margin of over 70%. This was

accomplished while overall customer satisfaction improved.

. Cold called and won new accounts to increase revenues by 20%

AskMe Corp (now Realcom), VP Marketing and Business Development, 2000 to

2002

Led business development and product marketing efforts to transition from a

public web site to become the leading Knowledge Management solution to the

Fortune 1000. Personally led all sales and partner development,

collateral, product definition and pricing, and secured initial customer

wins with General Electric, Procter & Gamble, Intel, and Texas Instruments.

. Analyzed the opportunity within the Enterprise market and persuaded the

entire organization to shift focus to address the needs of the Fortune

1000

. Developed the corporate strategy of focusing on engineering intensive

businesses and industries, and cross selling within each targeted

vertical.

. Worked with initial adopters to document and prove "best practices" and

ROI metrics

Microsoft, 1990 to 1999

Director of Enterprise Marketing (1997 to 1999)

Led a 10 member team marketing Microsoft platforms and services to the

Fortune 1000.

. Drove Microsoft positioning as "enterprise ready" through strategic

partner PR and events featuring Hewlett Packard, Accenture, and other

enterprise vendors endorsement of Windows NT Server. Media coverage

increased over five fold in the first year.

. Managed marketing of Microsoft Support and Consulting services.

Introduced Enterprise Support Services, including 7x24 coverage through

Premier Support Engineers.

. Developed Microsoft's first "customer marketing" framework (marketing

focused on addressing customer's needs, not Microsoft product

attributes). Leveraged a McKinsey and Company study that provided

customers a self-assessment tool for evaluating their organization in

terms of use of best-practices in IT.

. Dramatically improved field organizations view of the Enterprise Customer

Unit through top-rated presentations at the annual Global Sales Summit.

Microsoft Windows NT Server Internetworking/Virtualization Product

Marketing (1992 to 1996)

Partnered with development management to drive Microsoft Windows NT

internetworking strategy, while managing and promoting the need for

virtualization through a strategic OEM.

. Designed and gained approval for "dedicated use" license of Windows NT

Server for Remote Access, with initial design wins with US Robotics and

other Remote Access solution vendors

. Developed product plans for a Windows NT Server Telephony product, and

negotiated a source code license with a telephony vendor for inclusion in

the Windows NT 3.5 launch.

. Negotiated a technology license agreement with Bay Networks and engaged

Cisco top management in a step that led to the formation of the

Cisco/Microsoft Strategic Alliance

. Foresaw the need for virtualization and managed Microsoft's only source-

code license relationship with Citrix Systems. Worked extensively with

Citrix to educate Microsoft field and corporate personnel, enabling a

powerful introduction of the Citrix solutions. The strategy culminated

in a meeting between Bill Gates and a group of CIO's who successfully

convinced him to pursue their needs for desktop (and ultimately server)

virtualization (Microsoft Terminal Server project was launched within

weeks of the meeting).

Microsoft Windows NT Server Product Support Marketing (1990-1992)

Redesigned and launched new "enterprise" support services, designed to

provide fair and reliable service for all customer needs. Revolutionized

the provision of services at Microsoft by removing the "all you can eat"

option, and reducing prices of fee-based services.

Intel Corp, Systems Sales Manager, 1984 to 1990

Worked in a cross organizational team that included Field Application

Engineers to sell Intel System products through OEMs to provide embedded

solutions in medical, transportation, office automation, and financial

industries.

. Developed a "dedicated design win" strategy that enabled partners to

invest in securing design wins, understanding their efforts were

protected and would earn their continued reseller relationship in the

account.

. Implemented a cost effective "custom solutions" program for select

customers, effectively protecting the business against competition

. Succeeded in growing the business by twenty percent per year during a

period that saw the Served Available Market (SAM) shrink due to increased

adoption of PC platforms.

Education:

University of Washington, Masters of Business Administration, 1984

University of Washington, B.S. Chemical Engineering, Magna Cum Laude, 1980

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