Sales Customer Service

W. Blair Heavey

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

Andover, MA **810

(h) 978-***-****, (c) 508-***-****

*****.******@*****.***

Background Summary

Experienced Internet executive with proven expertise in creating new businesses, reinvigorating stalled businesses and driving Fortune 100

initiatives. Strong executive leadership record designing hi-impact sales and marketing teams from initial concept to multi-tens million

dollar revenue streams and IPOs valued in excess of two billion dollars. Strategically restructured multiple go-to market strategies, product

lines and teams delivering increased revenues, increased customer retention, broader product lines and improved cash positions. Recognized

for unique combination of strategic, execution and team-building skills that lift both companies and employees. Strong strategic thinker with

the ability to see things as they are rather than how companies wish they were and taking that information to create successful strategies that

lead teams and companies. Loyal, energetic leader bringing; two startups from initial concept to IPO; two companies through reinvigorated

go-to market plans to acquisitions; and F100 company and an additional startup from product idea to new revenues, channel partners and

products. My objective is to secure a senior-executive position to lead another company to success.

Experience

My Perfect Gig, Lexington, MA 2007-2009

(Innovative online recruitment company built to disrupt the $135B contingency search market. Funded by Northbridge

Ventures and Commonwealth Capital.)

CEO

Recruited by Northbridge Venture Partners and Founder to build and launch concept and product proof points.

• Raised two rounds of Venture financing totaling $11.5M in difficult fund-raising time, built three products,

created revenue streams and unique partner strategy to launch company. Created both a subscription SaaS based

revenue stream of annuity business (100K’s annual revenue stream) and a pay-for-performance revenue

stream for quality candidate leads.

• Built and led team that combined HR and Online Affiliate expertise to define, develop and execute unique

products and strategy to compete in crowded marketplace. Customers included Raytheon, Teradyne and Mitre.

• Designed and deployed innovative partnership strategy targeting staffing firms, job boards and content sites to

improve “employer and job seeker search and matches” within their databases and on their sites. Created

relationships with partners such as TAC, Washington Post, EE Times, Engineering.com, and MIT.

Executive-in-Residence – Northbridge Venture Partners 2007

• Served as an advisor to assisting Web 2.0 Portfolio companies create business models and market plans.

• Reviewed and provided due diligence on proposed new web 2.0 investments and new business concepts.

DirectoryM, Cambridge, MA (acquired by BET Info Systems) 2005- 2007

(Provider of local online advertising solutions to the SMB market. Funded by Matrix Partners and BV Capital.)

CEO

• Recruited by Board of Directors to turn around a struggling, 125-person local, online advertising company.

Expanded product line by 3 products, decreased monthly cash burn by 80%, improved customer retention

greater than 12x and improved overall team accountability.

• Created and implemented strategy that improved advertising response rates for customers. Strategy delivered

three new products (Click, Online Lead Generation and Search Engine Optimization) to marketplace. Customer

retention increased 300% due to improved results.

• Revamped company culture to improve professionalism, customer service and senior management.

• Created strategy that positioned company for sale and sold company to online advertising rollup company after

receiving multiple acquisition offers.

Live Vault Corp, Marlboro, Ma (acquired by Iron Mountain Inc) 2004-2005

(Provider of online data backup and recovery solutions. Funded by Matrix Partners, Atlas Ventures and Sevin Rosen.)

SVP WW Field Operations

• Responsible for scaling go-to market strategy, revenues, customer service and product line

• Restructured company’s channel strategy, improving existing indirect channels and adding a direct sales channel

to both enterprise and SMB markets. Company doubled revenues to $10M due to revised go-to market strategy.

• Led go-to market and product initiatives to enter into the lucrative Enterprise Market

• Rapid revenue increase combined with company’s improved positions in the SMB and new entrance into the

Enterprise markets stimulated the company’s successful sale to Iron Mountain.

Be Free, Inc/ValueClick, Marlboro, Ma (NASDAQ: VCLK) 1998-2003

(Provider of Online Advertising, Lead Generation, Email and Affiliate Software and Services. Funded by Matrix Partners,

Charles River Ventures and Highland Capital Partners)

EVP & General Manager ( 2002 to 2003)

• Full P&L responsibility for Be Free, ValueClick’s largest subsidiary, a 75 person, $25M business unit that

delivered 20% net operating profit. Managed all functional groups including sales, marketing, business

development, client services, finance, legal, development and operations. Returned >15x investor’s money

• Defined strategy that increased Be Free’s annual revenues by 15% and turned around a quarterly loss of

approximately $1M to a quarterly operating profit of 20%.

• Led strategy to acquire Be Free’s largest competitor making Be Free the largest affiliate provider worldwide.

• Defined and led ValueClick’s strategic plan which resulted in an integrated Sales and Marketing platform in

alignment with the Product roadmap.

EVP of WW Sales (1998-2002)

• Designed and executed Be Free’s worldwide Sales and Marketing strategy leading to company’s successful

IPO valued at >$3B

• Grew customer base from 1 to a high of 600 customers. Grew revenues from $0 to $25M. Sustained revenue

growth even during difficult Internet bubble burst. Customers included: IBM, Best Buy, GAP, Lending Tree,

HSN and Sta

• Company met or exceeded public market financial analyst’s revenue expectations for ten consecutive quarters.

Open Market, Burlington, MA (sold to Divine Interventures) 1995-1998

($60M Developer of electronic commerce software and services funded by Greylock Capital.)

Director of Sales

Designed and executed Open Market’s Sales strategy from company’s inception, leading to a successful IPO valued

at >$2B.

• Built a team of 20 sales people from scratch with a purposeful blend of sales, marketing and business

development skills.

• Grew revenue stream from $0K to greater than $20M in 1st year enabling successful IPO, enabling the company

to raise $85M and achieve a market valuation of $2B.

• Leader in both Business-to-Consumer and Business-to-Business market understanding. Key leader in driving post

IPO revenue stream from $20M to greater than $60M.

• Developed and executed on a Commerce Service Provider strategy targeted for leading Telecommunications and

Financial Services companies to deliver electronic commerce services to the SMB market. Represented greater

than 50% of the company’s revenue stream for two years after IPO.

Hewlett-Packard/Apollo, Chelmsford, MA 1989-1995

Marketing Manager (1993-1995)

• Designed and executed strategy to migrate Apollo workstations install base to HP, generating >$500M in

revenues and allowing HP to maintain #1 market leadership.

• Developed competitive strategy to gain market share from Sun Microsystems, which resulted in taking away their

largest revenue producer and maintaining and growing HP’s market share leadership.

• Managed team of 20 people, consisting of software engineers, marketing staff and sales people in Massachusetts,

California, Colorado, Germany and Japan.

Marketing Program Manager (1992-1993)

• Reported to EVP & GM of Workstation Group, a $2B business unit. Key contributor to understanding market

conditions, competitive strategies, product offerings and execution plan to maintain #1 market position.

Sr. Account Executive (1989-1992)

• Worldwide responsibility for HP/Apollo’s largest revenue producing account, generating greater than $7M in

annual sales.

• Top worldwide revenue producer for workstation division.

Xerox Corp, Lexington, MA 1986-1989

Sr. Marketing Representative

Lead multi-product sales efforts within defined territory

• Completed Xerox’s SPIN sales and marketing training

• Achieved greater than 100% of quota performance all three years. Named Northeast Marketing Rep of the quarter

three different times

Atex Corp (subsidiary of Eastman Kodak), Bedford, MA 1984-1986

Software Engineer

Designed quality assurance test programs using Basic and Pascal

Additional Information

Mall Networks, Lexington, MA 2006-present

(leading provider of merchant-funded loyalty shopping solutions. Company backed by Flybridge Capital, Dace Ventures

and Venture Fund of New England)

Board of Directors member

• Recruited by Flybridge Capital and Founder

• Independent Board Director for Venture backed startup; consulted on a monthly basis for feedback on company’s

positioning in marketplace and corporate growth.

• Advisory member and investor in Go211.com, a social networking site targeting extreme sports.

• Member Boston College High Tech Development Council.

• Member Boston College Varsity Club.

• Mentor for BC MBA’s Entrepreneurial Studies Class.

• Social media Panelist on Boston College Technology Council.

Education

Boston College – Chestnut Hill, Ma 1980-1984

BA Computer Science and Political Science

• Member of Varsity Athletic Club

Babson College – Wellesley, Ma 1986-1989

MBA

• Douglas Award Finalist for Entrepreneurial Achievement

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