Sales Customer Service

E. Philip Smith

**** ****** *********

Dublin, OH 43017

Home: 614-***-**** **********@*****.*** Cell: 614-***-****

PROVEN BUSINESS EXECUTIVE

QUALIFICATIONS SUMMARY

A profit oriented executive with a 20 year history of leading global

organizations through strategy development, turnaround, and aggressive

growth campaigns.

Strategic Developed a comprehensive review of the market opportunity in

Planning: subscription revenue businesses for Sterling Commerce. Envisioned

business initiatives to earn record profits, capturing returns of

50% or better for new market presence in Europe and Asia. Created

a financial model and business case for Europe and Asia. Managed

a global steering team.

Revenue Delivered revenue growth performance of 55% for the outsourcing

Performance: business globally. Managed decline of a commodity business and

achieved net revenue growth of 3% on a $200M revenue number for

Sterling Commerce.

Start-up Launched Sterling Commerce Asia Pacific network operations in 9

Operations: months. From plan, to engineering and build, to customer

acquisition. Exceeded revenue plans by 50% for the first 12 full

months of operation.

Profit Improved cost management in the US by 12%. Grew profit margin on

Performance: the outsourcing business from 17% to 35% year over year. Shut

down operations that were not hitting profit goals. Improved

processes and gained economy of scale in outsourcing services.

Enhanced technology to improve cost management.

Product Line Maintained on time delivery of products through improved cross

Leadership: functional processes through the product lifecycle resulting in

97% on-time performance.

Marketing Created new lifecycle sales approach enabling the linking of

Leadership: consulting services with outsourcing resulting in a 35% increase

in bundled solution sales.

EXPERIENCE SUMMARY

E.P. SMITH CONSULTANTS, LLC 2009 - Present

Principal

A consultancy focused on business strategy, product marketing/management,

marketing and communications. Work performed includes:

Acting Vice President, Offer Strategy & Sales Enablement, Xchanging,

PLC July, 2009 - November, 2009

Led efforts to integrate all global solution offerings for this 1.2

billion UK-based global provider of business process outsourcing

services for the insurance, banking, procurement and human resources

markets.

. Led realignment program to focus effort to properly absorb new

acquisitions by developing global solution offering strategy,

convert to Xchanging brand and develop PR strategy..

. Development of global influencer program to brief industry analyst

and consulting firms on Xchanging.

. Developed sales kits for training of global sales on offers, value

propositions and customer presentations.

STERLING COMMERCE, Dublin, OH 2006 - 2009

Vice President & GM, Global Network Product Lines

Full P&L responsibility for the $200M global product portfolio for the

Sterling Commerce business-to-business collaboration network; outsourcing

services; and on-demand application solutions. Functions included; the

global P & L, business planning, product strategy, and product marketing.

. Launched Hosted eInvoicing product in the European and US marketplaces to

take advantage of governmental VAT tax compliance requirements to enable

greater penetration within multi-national corporations.

. Developed key relationship with the Society for Worldwide Interbank

Financial Telecommunication (SWIFT) to enhance Sterling's European

financial services presence and to launch the collaboration network

product in to the financial services sector globally to grow in new

markets.

E. Philip Smith Page Two

UNISYS CORPORATION, Blue Bell, PA 2002 - 2006

Vice President, Global Portfolio Management & Marketing 2004 - 2006

Headed up a $3.4 Billion product portfolio with solutions that consisted of

Business Process Outsourcing, IT outsourcing, and Infrastructure

consulting. Role included ownership of product strategy, product

definition, market launch, competitor analysis, IT industry analyst

relations, strategic relationships, market awareness and market development

activities.

. Development of the 2006 strategic plan for Unisys Global Outsourcing and

Services business unit.

. Executive driver for a major BPO customer in the financial services

sector that resulted in a project ROI in excess of $15 million annually.

. Revitalized entire Unisys portfolio with new features, new capabilities,

end-to-end view and value propositions for Unisys global infrastructure

services portfolio.

. Created and implemented a new lifecycle sales approach for selling the

Unisys portfolio that enabled linking of consulting services with

outsourcing. This resulted in an increase in total pipeline and a 35%

improvement in bundled sales.

Director, Strategic Marketing 2002 - 2004

Developed the 2003 strategic plan to include messaging; design of launch

processes; and the definition, development, and rollout of the overall

organization design for the marketing department.

CORECOMM LIMITED, Worthington, OH 2000 - 2002

Vice President and General Manager, Consumer Retail Operations 2002

Executive with full P&L ownership for the consumer CLEC business. Managed

all aspects of the business to include; operations, customer service,

marketing, product, sales and telephone support for the Internet/phone

services business. Owned strategic partnerships and participated in the

executive due diligence team for crucial investment decisions related to

partnerships, acquisitions and key vendor relationships.

. Drove team that reduced expenses by more than $5.5 million per month for

CoreComm over a six month period.

. Developed programs and processes that reduced cost of resale network

usage by $350,000 per month.

Vice President, Marketing and Sales 2000 - 2002

Executive leader with full P&L management of the following: commercial and

consumer sales, marketing and E-business/online channel functions for a

$250 million provider of local exchange services.

. Grew the local and long-distance subscriber base by more than 250,000 in

select markets.

. Made significant contribution to moving the entire company from negative

to positive EBITDA in under three quarters.

. Developed a target marketing campaign at the consumer level for services

based on zip code that delivered an overall increase in good credit

subscribers of 50%; obtained sales quotas for 2 years.

COMPUSERVE / UUNET, Columbus, OH 1984 - 2000

Account Representative, Sales to Global Director, Product Marketing

Increasingly responsible positions with CompuServe/UUNET from sales and

sales management to marketing leadership for this provider of network and

online services spanning a 16-year career. Positions were located in New

York, NY and Columbus, OH

ACTIVITIES

MISSION DATA CORPORATION, Louisville, KY 2008 - Present

Advisory Board Member

Advisor to the CEO on all business matters related to products and

services, marketing, and operations. Lead advocate for the company with

industry analysts, media, and business leaders.

EDUCATION

MBA, Xavier University, Cincinnati, OH

BS, Management Information Systems, Minor: Accounting and Operations

Research,

Bowling Green State University, Bowling Green, OH

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