Sales Project Manager

JOHN J. POLO

** ******** ******, ********, **, 06611 203-***-**** (H), 203-***-****

(M) ****.****@*******************.***

EXECUTIVE SUMMARY:

Fortune 500 - 20 years; Perkin-Elmer Worldwide; Kraft Foods North America -

IT/Business Leadership

IT Services/Strategic Consulting (Global Enterprise clients) - 14 years;

Gartner Group; Strategic Directives

(Fractal Edge, Advus, Incremax, Securit-e-Doc, JJT, Plenar, Charles River,

Howard Systems Int'l, ESync Networks)

- Practice/Product Leadership, Business Strategy, Marketing, Sales, and

Management Consulting

Core Strengths -Business/IT Savvy; Leadership/Team Building;

Communications/Presentations; IT Application

Development; IT Infrastructure; Large-scale Project Management;

Insourcing/Outsourcing; Quality/Metrics

Management; SEI/CMM Continuous Improvement; M&A Pre/post Integration; Siebel;

SAP

Functional Strengths - IT, Sales/Marketing (CRM), Product Dev'l,

Manufacturing, Finance, Human Resources

Industry Knowledge - High Tech Manufacturing; Consumer Goods; IT

Product/Services; Financial Services

CAREER OBJECTIVES:

A position of leadership that involves strategic thinking, operational know-

how, business-savvy, and the skills to help a company adapt to changing

markets and competitive forces. Equally comfortable leading a technology-

driven company, being a management consultant, or the senior management

with a multinational that needs to champion large-scale change initiatives.

Strategic Directives, New York, New York

August 1997 - present

VICE PRESIDENT, BUSINESS STRATEGY

Since leaving Gartner in '1997 I have been leading Strategic Directives, a

consortium of professional peers that work with investment groups that have

a key stake in launching or helping IT product/service/consulting companies

lead business expansions, product development, and use of best practices,

pre/post merger integration assignments, or I serve as transitional

management. Each assignment has allowed me to create win/win situations

addressing structured growth - driving revenue, profitability, resource

utilization, market/product focus, solution sales, and project success.

Most of these companies are linked to each other.

. Fractal Edge, London, UK - VP, Business Strategy - (July 2005 -

present)

Instrumental in bringing this advanced data visualization product through

global market proof of concept. Defined the Corporate Performance

Management (segment of Business Intelligence) with my former Gartner

peers. Sold, $10m 2010.

- Restructured all facets of marketing, sales channels, product focus,

organization development.

- Won global industry recognition from Microsoft (2007), Gartner

(2007/2008).

- Extended engagement to lead as VP/Business Strategy, 3 separate global

channel partner companies in the actual client BI/CPM implementations

- Advus (Brazil/NYC), Incremax (NYC), The L3 Software Group (Brazil).

. JJT, Inc, Plymouth, MA - COO/VP - (August 2004 - June 2005)

Built and funded this digital imaging capture, correction and post-

production outsourcing company of 20+ employees with offices in

Washington DC, New York City and Plymouth, MA. Secured $1.6m in funding

for a company rollup.

. S-doc, West Palm Beach, FL - COO/VP Sales/Marketing - (September 2002

- July 2004)

Built out all facets of channel sales, product/brand marketing, pre/post

product sales support and organizational/policy development for this 3-

year old, 30+ employee, Internet Security company of global transport &

encrypted storage products. Secured $6m of initial funding; brought

company from early stage to development stage and revenue.

. Plenar Inc, New York, NY - VP, Business Strategy - (January 2000-

October 2001)

Took leadership of the 25-employee Internet security product company,

what was left of its $2.1m funding and partially completed products to

build a sales, support and market structure. Company sold in October

2001.

. Charles River Consulting; Howard Systems Int'l; E-Sync Networks -

(March 1998 -April 2001)

Led each of these 3 companies through significant business transitions

including product development, leading consulting services, marketing,

sales and client support, and selling business segments between each

other.

JOHN J. POLO

25 PLYMOUTH AVENUE, TRUMBULL, CT, 06611 203-***-**** (H), 203-***-****

(M) ****.****@*******************.***

EXPERIENCE DETAIL (Strategic Directives continued):

E-Sync Networks (June 2000 - April 2001) - Assumed Acting VP/GM role on a

part-time basis for this struggling $20m publicly held Managed Services

Provider (MSP) of messaging and hosted applications. Implemented quality

process reporting for delivery teams based on Software Engineering

Institute/Capability Maturity Model (SEI/CMM); sold E-Sync to Howard

Systems and Charles River Consulting.

Howard Systems Int'l, Stamford, CT - VP Product Services - (January 1999-

May 2000)

Charged with the creation of an Application Development and Network

Infrastructure Solutions Practice within this privately held $66m, 25

year old, 12 branch office, 700+ consultants IT staffing company. 1st

year results - $4.5m revenue at 40% gross margin; 70% repeat client work.

Key clients - AT&T, Aetna, GE Capital, The Hartford, Chase.

Charles River Consultants, NY, NY - VP Product Services - (March 1998-

January 1999)

Senior management to this $30m IT Client/Server Systems Integrator to 7

of the 10 leading Wall Street global financial institutions including

projects at JP Morgan, Goldman Sachs, and Bear Stearns. Led the firm's

200+ technical and business consultants. Won a $9m, 20-man, 3 team,

desktop/server multi-year outsourcing contract with Goldman Sachs.

Gartner Group, Real Decisions, Stamford, CT

June 1995-July 1997

VICE PRESIDENT, BUSINESS STRATEGY

Project leader and business catalyst for 160+ worldwide analysts and

staff for Real Decisions, the Benchmarking Measurement Services Company

($46 million) within the Gartner Group ($660 million). Key leadership

positions:

- Emerging Market Development, Sales Strategies and Operations Manager

to 11 fulfillment analysts and partners in Australia/New Zealand,

Japan, Asia and Latin America markets - $5 million for RD.

- Business Development Manager, for acquisitions, partnerships and

agreements. Acquired and integrated one $2.5 million corporation.

Completed due diligence on 20+ other acquisition fulfillment analyst

partners.

- Research & Development Product Manager, to pilot and implement SEI/CMM

Process Metrics and Client Action Plans into the established cost-

based benchmarking business. Doubled the number of RD services being

offered (7 to 14) with a focus on business managers and executives of

IT services.

Kraft-General Foods, General Foods USA, White Plains, NY

April 1990-May 1995

SR. DEVELOPMENT MANAGER, CORPORATE MARKETING, SALES SYSTEMS & LAN

TECHNOLOGY

Key leadership positions in the $13b General Foods USA (GF) and the

parent company $31b Kraft-General Foods (KGF) as:

- Co-Chair, KGF North America Workgroup Technology Task Force charged

with recommending strategies to increase productivity and cut costs by

maximizing investments in training and automation for 20,000 PCs.

- Project Manager for the GF 3,500 person, $25 million Accelerated

Office Automation Project.

- Project Manager for all computing aspects of the $32 million, 1,600

person, KGF Common Sales Office consolidation for Kraft, General Foods

and Oscar Mayer. Direct 9 IS business units, KGF technical resources

and the national outsourced LAN/WAN support vendors to combine 133

office locations to 24 new LAN/WAN technology offices. Implemented

continuous improvement programs using Total Quality Management (TQM)

and SEI/CMM for all new IT support areas.

Perkin-Elmer Corporation, Norwalk, CT

July 1974-April

1990

MANAGER, FINANCIAL MANAGEMENT SYSTEMS (last title)

Started my career in mainframe Application Development and was promoted

many times for leading technology and business projects in every facet

of this worldwide $1.3b high technology manufacturing company. Grew my

business and project experience through 27 business divisions' post-M&A

ERP/CRM/Finance system integration assignments, as well as corporate

business initiatives. Managed up to 20 staff members and worked

frequently with Big 5 and regional consulting firms.

JOHN J. POLO

25 PLYMOUTH AVENUE, TRUMBULL, CT, 06611 203-***-**** (H), 203-***-****

(M) ****.****@*******************.***

MAJOR ACCOMPLISHMENTS:

. Define commercial viability and win Microsoft's Worldwide Partner Custom

Solution of the Year for Deloitte Latin America Ew-Risk Risk Compliance

Service - The L3 Software Group/Fractal Edge '2009

. Showcased (keynote speaker) Fred Wanderley, CFO, Casas Bahia (largest

retailer in Brazil) and the company's Fractal Edge/Advus Performance-

Watch Sales and Credit Corporate Performance Management application at

Gartner's 2008 Future of IT Economics for 850 CIO and Sr. IT attendees -

Advus/Fractal Edge '2008

. Revamped business strategy, marketing, sales channels for revolutionary

Interactive Data Visualization Software Product company; won global

awards from Gartner (2007/2008) and Microsoft (2007) - Fractal Edge '2007

. Helped define the Corporate Performance Management (CPM) segment of the

larger Business Intelligence market for product solutions with former

Gartner peers - Fractal Edge '2006.

. Prepared a prestigious client-based digital imaging outsourced vendor

that leverages photography, workflow software, skilled outsourcing and

other value-added partner services for Series B funding and worldwide

expansion - JJT '2004.

. Took ownership for a 3-yr old Internet Security product start-up and

completed its product release, channel sales infrastructure,

product/brand marketing, company organization and a $6m funding effort -

Securit-e-Doc '2003.

. Asked as a Sr. IT Industry Expert (former Gartner/Kraft Foods) to present

at Microsoft's Worldwide Partner Conference on Understanding the IT

Product/Solution Needs of Line of Business Buyers -

Intechfinity/Microsoft '2002.

. Built, and later sold for $4.1m, an under-funded Internet security

product company start-up; recovering all investor funds and liabilities;

allowing new buyer to leverage patented technology assets - Plenar '2001.

. Took ownership for the marketing, sales, project and ongoing delivery

resources of a troubled $8m Managed Service Provider of application

hosting as an interim VP/General Manager to prepare it for sale - E-Sync

'2001.

. Created a $4.5m IT project and outsourcing practice solution business

division (application development and network infrastructure support)

with 40% gross margin for a 25-year old IT staffing company - HSI '2000.

. Increased company revenues 35% (incremental $9m) through a high-margin

desktop/server infrastructure outsourcing contract with Goldman Sachs

(NYC); new product based on industry best practices - CRC '1998.

. Doubled business division revenue ($23m to $46m) in a 2-year period by

adding actionable Strategies for Improved Performance to existing, and

new, IT effectiveness benchmarking services - Gartner '1997.

. Recognized as an industry spokesperson on building "push-based" IT

metrics for technology, organization, and process improvements to $690m

annual budget PC/server insourced/outsourced investments - Kraft '1995.

. Key Sr. Manager responsible for the merger of Kraft Food's 8,000 sales

personnel transformation to Client Relationship Management (CRM) -

strategy, insourced/outsourced support; fact-based systems - Kraft '1994.

EDUCATION:

University of Connecticut, Stamford, CT, 1985 - Magna Cum

Laude, Bachelor of Business/Communications

Norwalk State Technical College, Norwalk, CT, 1973 - Magna Cum

Laude, Assoc. of Science/Computer Science

REFERENCES AVAILABLE ON REQUEST

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