Marketing Vice President

Nancy E. Colwell

Cell: 408-***-****

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

Global Technology Marketing ~ Enterprise Solutions ~ Partnership Development

A highly experienced Marketing Executive who offers a proven track record of consistently increasing shareholder

value:

• Transformed LucidWorks from a virtually unknown search vendor into a CIO.com 2013 top 10 Big Data

startup

• Established the market category of “Mobile Unified Communications” while at Divitas

• Successfully negotiated placement into 2 Gartner magic quadrants for Skyway Software

• Re-launched JasperSoft as a leading commercial open source operational reporting company

• Moved Thor Technologies from floundering to being actively sought out by Accenture and RSA – and

ultimately purchased by Oracle

• Created and managed a successful demand generation program for NetDynamics that was directly

responsible for all partner recruitment

• Moved Sun Microsystems into the lead position for UNIX commercial database application

development/deployment world-wide

• Convinced executive management at Hewlett Packard to invest in one final database release, which

ultimately improved customer satisfaction and trust during a major delay in a new hardware platform

Marketing Experience:

LucidWorks Chief Marketing Officer

Open Source Search and

Big Data (Mahout, Hadoop, noSQL)

January 2012 – August 2013

Priority placed on turning the company around by rebuilding its reputation and altering market opinion. Created and

implemented a new compelling product and marketing strategy. Elevated brand awareness. Improved company

and product messaging. Aggressively executed several integrated and measurable marketing campaigns. Key

results:

• Strategic marketing and product restructuring

o Renamed the company from Lucid Imagination to LucidWorks to match product naming and

increase brand awareness

o Restructured LucidWork’s product offering to make it easier to comprehend, market and sell

o Built a multi-level company and product messaging deck

o Launched a new corporate website

o Launched a new open source search community website www.searchhub.org

o Launched a Big Data Central landing site (a subdomain off of the corporate website)

• Measurable digital marketing campaigns

o SEO/SEM, blogs and twitter increased website traffic 2 fold and significantly improved Google

search position

o Successful relevant newsletter campaign that resulted in an average open rate of 13%

o Planned and managed 3 world-wide conferences dedicated to the Apache Lucene/Solr developer

community. Increasing attendance with each successive conference

o 3 topical webinars that resulted in an average registration rate of 971 and an average viewing rate

of 558. Added over 900 new names to the company SF.com prospect database

o A successful video trickle campaign that automated suspect to prospect identification

• Analyst/press accomplishments (no payments involved)

o CIO.com 2013 ten top big data startups to watch

o Earned a positive placement within Gartner Group’s 2013 Enterprise Search Magic Quadrant

o Frost and Sullivan Enterprise Search company of the year for 2012

o KMWorld top 100 2012

o Database Trends and Applications (DBTA) top 100 2013

o EContent 100 2012

o Computer Reseller News (CRN) 2013 Big Data 100

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nColwell Consulting

2010 - 2011

Consulted to a number of pre-IPO startup companies in the high-tech space including an IP video surveillance

company, a noSQL company and an IP-based emergency mass notification system.

DiVitas Networks (acquired by Clearfly Communications) Vice President, Marketing

W ireless & Voice over IP: Mobile Unified Communications

2008 – 2010

First VP of Marketing in the company history. Key results:

• Generated 1 million dollars in well qualified leads within 18 months by implementing a combination of cost-

efficient metrics-based marketing programs including:

o W eb 2.0: SEO/SEM, Relevant and continual blog postings

o Traditional: Value-based electronic newsletter campaign, targeted vertical shows and forums and

Industry speaking opportunities, creative industry influencer product test drive, webinars featuring

DiVitas and highly regarded analysts, successful press/analyst launches

• Tripled website traffic in 12 months from 1K hits per week to over 3K per week

• Created selling tools and other marketing content:

o “Mobile Unified Communications for Dummies” book

o RFP responses for carriers, service providers and customers

o Technical datasheet set and ROI whitepapers

• Analyst/press accomplishments include:

o Named “1” of 7 hot companies to watch in 2008 - Forrester

o 2008 Technology of the Year – IDG’s InfoWorld

o Global 100 winner for 2009 – Red Herring

o Start-ups to Watch in 2009 – Yankee Group

Skyway Corporation Vice President, Marketing

Service Oriented Architecture for Application

Development/Deployment

2006 – 2007

Traveled to Tampa, Florida for a year, at the request of the CEO, to assist in restarting the company and

repositioning its product suite. Key results:

• W ebinar series brought in over 300 registrations and 100 attendees per event including targeted partner

prospects such as BEA, Seagull Software and SOA Software

• Positive relationships with key analysts such as Gartner Group, Forrester and Zapthink

• Inclusion in 2 Gartner magic quadrants targeted at SOA

• Complete corporate website overhaul – resulting in doubling website traffic within 3 months

• Recommended the company execute a volume strategy by moving to a multi-tiered open source model

Optena Corporation Vice President, Marketing &

Automated Resource Management for Grid/Cloud Computing Product Management

2005 – 2006

Brought in to provide a combination of marketing skills and executive leadership. Investors chose not to move

forward with the company, having determined that the market was not yet ready for broad adoption. Key results:

• Developed partnerships with targeted customers, Framework vendors and a utility computing vendor

• Gained analyst support for product and overall product strategy

• Created product roadmap, requirements document and release plan for future product releases

• Actively participated with the board in making the decision to step back from the market

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nColwell Consulting Interim Vice President, Marketing

JasperSoft Corporation

Open Source Operational Reporting and Analytics

2004 – 2005

Key results:

• Developed and implemented differentiated product positioning – gained consensus of key analysts

• Created materials to support customer and partner acquisition strategy, including high-level

company/product presentations; was asked by management to present to key targets such as IBM

• Delivered a web seminar program – effectively moved existing, but stalled, prospects back into the active

sales process while attracting new prospects

• Successfully re-launched company as the leading business intelligence player in the commercial open

source space. Project included: new messaging, website redesign and content, press tour, company

naming and obtaining URL as well as redesign of company business systems

Thor Technologies (acquired by Oracle Corporation) Senior Vice President, Marketing

Enterprise User Access Provisioning and Security

2002 – 2004

First VP of Marketing (Thor evolved from a consulting company). Built and delivered a completely new marketing

infrastructure within 9 months.

Key results:

• A significant boost in company and product awareness within the industry

• Vastly improved analyst relationships

• An oversubscribed third round of funding

• Managed process to be selected by RSA Security as its embedded access rights provisioning partner

• Gained Accenture as a marketing and software distribution partner

nColwell Consulting

2001 – 2002

Consulted to a number of pre-IPO startup companies in the high-tech space.

Cohera Corporation (acquired by PeopleSoft) Vice President, Marketing &

Federated Data Management System Member of Founding Team

1997 – 2001

W orked closely with serial entrepreneur and technologist Michael Stonebraker to obtain initial company funding.

Assisted in facilitating PeopleSoft’s acquisition. Key results:

• Successful web seminar program brought in company’s initial customers and several strategic partners

• Created and managed a technical customer advisory committee that became the foundation for the

company’s strategy and product direction

• Responsible for all aspects of successful company branding

• Managed awareness campaign that resulted in 3 industry awards within 10 months

NetDynamics Incorporated (acquired by Sun Microsystems) Vice President, Marketing

W eb Application Server

1996 – 1997

First VP of Marketing for the company. Designed and managed process of building company’s brand. Key results:

• Designed and implemented an effective “hands-on” workshop/seminar program that placed NetDynamics

in front of over 500 prospects within an 8-month period that resulted in the company’s initial and follow-on

revenues from F500 customers

• Managed a pivotal product evaluation by a major publication that placed the company and product in lead

position within the market

• Established a strong channel program with leading resellers, system integrators, and distribution partners,

directly contributing to a majority of the company’s early revenues

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Unify Corporation Vice President, Marketing

Unix Database and 4GL

1993 - 1996

Led corporate marketing worldwide. Actively participated in the planning and execution of a major company

downsizing effort. Key results:

• Planned and managed major product introduction to launch the company into a new direction

• Established solid working relationships with vendors who were previous competitors

• Launched a multi-phase direct mail program that resulted in better than 7% response rates

Sun Microsystems Inc. Director of Business Development,

Unix-based Servers Commercial Tools and Technologies

1988 – 1993

Managed a team of professionals focused on making Sun a leader in the commercial computing market through the

formation and management of key partner relationships. Key results:

• Implemented the foundation necessary for Sun to enter the commercial market and achieve over 1.5 billion

in revenues by July 1993

• Identified and recruited targeted technology leaders

• Negotiated co-marketing and development contracts

• Managed porting activities based on vendor relevance

• Established Sun as the top development platform for the 4 major database players (Informix, Ingres, Oracle

and Sybase) by working successfully at the CEO level

• Built strategic relationships with leading system management and Business Intelligence companies

(Computer Associates, Tivoli, Candle, BMC and Cognos)

Hewlett-Packard Company Product Line Manager,

Proprietary and Unix Hardware Platform Database Management

1971 – 1987

• DBMS Product line Manager: Managed Hewlett-Packard's proprietary database product

marketing/management group

• DBMS and Development Tools Senior Product Manager: Managed Image/3000 DBMS, HP’s 4GL

products, commercial CASE and end-user tool offerings

• Technical Marketing Engineer: Trained Systems Engineers on the subject of operating system external

and internals, database externals and internals, and ISAM externals and internals

• Senior Programmer Analyst: Maintained existing financial applications for Hewlett Packard’s Computer

Systems Division Finance organization. Designed, coded and deployed several new added-value

applications.

Education: Attended both De Anza (Cupertino, CA) and Foothill (Los Altos, CA) colleges at night while working full

time. Coursework focused on general education, finance, business, and computer science.

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