Sales Marketing

Kelly Anderson

Curriculum Vitae

CAREER SUMMARY

Experienced: Entrepreneur and executive with deep knowledge of the computing, networking and software industry (25yrs)

Pioneering: Launched 3 growth businesses at Nortel achieving $100M+ and 3 early stage software companies to acquisition

International: 20 years of team leadership across all major geographies in the world

Leader: Refined blend of large company polish and process experience complemented with start-up tempo and enthusiasm

PROFESSIONAL ACCOMPLISHMENTS

ISC8 Inc.,

2013-present Irvine, CA, USA

(Big Data Analytics for Network Cyber Security, Sales Leader)

Sr. Vice President Sales, Transitioned the current sales focus from Government contractor to the

Enterprise market while working closely with investors through two major rounds of funding

• Recruited by the CEO to develop and execute a complete sales strategy into the Enterprise market

• Rapid engagement with marquee prospects / customers for new product introduction addressing cyber

attacks from Advanced Persistent Threats and sophisticated nation-state Malware

• Actively engaged with AT&T, Bank of America, Kaiser Permanente, Mantech, Fujitsu, Wells Fargo

IXI Services, an Equifax Company

2011-present McLean, VA, USA

(Big Data Analytics for Marketing Applications, Voice, Video and Data Group Leader)

Sr. Vice President Sales, Marketing and Business Development

• Lead all aspects of strategy and direction building IXI Solutions serving the Telco, Mobile, Cable and

Satellite Service Provider markets

Developed the IXI Big Data Marketing Analytics vision supporting any data source, size, type and

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providing real-time analytics with rich data visualization and lightweight non-IT usable tools

Sold online/offline Prospecting, Customer Analytics, Marketing-Mix Optimization and Predictive

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Solutions used in digital and direct multi-channel marketing using segmentation and targeting based on

household level direct measured, direct reported economic wealth data

Board Advisor to AT&T Big Data Global Strategy Council. Deeply engaged in Big Data strategies at

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Dish Networks, DirecTV and Verizon

Developed an innovative analytics capability to measure Customer Lifetime Value across the

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Customer Lifecycle using predictive customer equity analytics

Major contract wins at; AT&T, Verizon, Dish Network, DirecTV, Time Warner, Cricket

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Vizit TV - Digital Hermosa, Inc

2009-2011 Hermosa Beach, CA, USA

(Consumer Mobile Applications Software, Cloud Based Unified Communications)

CEO

Bootstrapped and raised seed round in July 2009

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Unified Communications across Internet Enabled TVs, Tablets and Smart Phones integrated with

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Social Networking applications enabling next generation Personal Communications

Formal development partner with Skype, Facebook, Google-Android, RIM, and Apple

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Communicado, Inc

2007-2009 Irvine, CA, USA

(Enterprise and Service Provider Software – Unified Communications)

Sr. Vice President Global Sales and Marketing

Developed and led a global sales, marketing and service strategy in the Telco and Enterprise market

• Venture backed software company providing a Unified Communications Management Platform to

Service Provider and Enterprise. $11M investment from Softbank, Clearstone, Hummer-Winblad

• Led direct sales to Service Providers and Unified Communications resellers. Implemented a cohesive

metrics driven Web, SEO/SEM, WoMM program that drove measureable awareness and demand

• Recruited by former boss, CEO, Steve Rizzone, from IP3 Networks

Key Results:

Major wins at Embarq, Bell Canada, Logix and NACR

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• Acquisition by Tone Software April 2009

1514 Manhattan Avenue • Hermosa Beach, CA USA • *********@***.*** • +1-310-***-****

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Kelly Anderson

Curriculum Vitae

Sendio Inc

2006-2007 Irvine, CA, USA

(Enterprise Software – Email and Messaging Security / anti-virus, anti-spam)

CEO

Led a venture backed SaaS Messaging Security company from $4M Series A to rapid sustainable growth

• Oversaw all corporate functions and hiring from 3 to 27 FTE’s

• Implemented a contemporary Web, SEO/SEM and WoMM program for demand generation driving an

inside sales program and a creating a diversified revenue stream using channels and VARs

• Developed a highly automated set of corporate reporting objectives, controls, policies, and metrics

Key Results

• Acquired over 200 VARs, 300 corporate customers and $3M in subscription based recurring revenue

• Awarded Product of the Year from Government Computing News in 2006

IP3 Networks

2005-2006 San Diego, CA, USA

(Enterprise Software – Network Admission Control – Network Security)

Sr. Vice President Worldwide Sales and Marketing

Network Access Control software solution backed by Sequoia Capital and Garage Ventures

• Refocused entire sales and marketing team acquiring over 50 channels while accelerating operating

tempo and improved sales execution in preparation for acquisition

• Recruited by Sequoia Capital and Steve Rizzone, one the top start-up CEOs in So. California

Key Results

• Major wins with Hilton, Starwood, Sun, Sybase, AT&T, Belgacom

• Acquisition by Campus-Tech in August, 2006

GoRemote Internet Communications

2002-2004 Milpitas, CA, USA

(Managed Services – Service Provider and Enterprise Mobility, Global Remote Access, Security)

Sr. Vice President Worldwide Sales and Marketing

Officer of a NASDAQ reporting company, led all global sales and marketing with more than 65 staff,

implemented process for account planning, forecasting and sales tracking.

• Launched Enterprise Mobile Managed Services for “everything outside the firewall”

• Recruited and developed an assertive international solution selling sales team ( 65)

• Led the introduction in the EMEA, Mainland China and Japan markets

Key Results

• Delivered a refined business plan and strategy that grew revenue from $32M /2002 to $58M /2004

• Grew Enterprise revenue 500% in ‘03, additional 100% in ‘04 and was on track for 50% growth in ‘05

• Acquired 33 new Wireless Service Providers and 230 new Enterprise customers, key wins at: China

Telecom, China Netcom, Telstra, Belgacom, T-Mobile, AT&T leading to acquisition by iPass

Tech West Ventures

2001-2002 Newport Beach, CA, USA

(Venture Capital, Enterprise Software – Email and Messaging Security / anti-virus, anti-spam)

Entrepreneur in Residence

SME for new business ventures involving voice and data networking. Oversaw data analysis, deal

qualification, financial due diligence and company evaluation for private investment in early stage,

divestiture and buy out opportunities, engagements with Tyco, Nortel, Avaya, Nokia, Cisco

1514 Manhattan Avenue • Hermosa Beach, CA USA • *********@***.*** • +1-310-***-****

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Kelly Anderson

Curriculum Vitae

Nortel Networks

1979-2001 Santa Clara, CA, USA

(Communications Hardware and Software – Enterprise and Service Provider)

2000-2001 Sr. Vice President Strategic Alliances, System Integrator Sales & Business Development

Revenues of $32B and 104,000 employees. Served as Nortel’s primary interface to global alliance

counterparts, partners, and C-level executives.

• Developed the global BU sales strategy including; structure, resource plan, comp and P&L for 600

person sales force.

• Accountable for a $750M quota objective for System Integrator Sales

• Collaborated with lead customers defining next generation services. Select examples include;

Mobile Applications: Sprint, O2, Verizon, AT&T Wireless, Vodafone, Telstra

Carrier Managed Services: WorldCom, Sprint, Qwest, Bell Canada, Telus, SBC

Content Providers: MSN, Yahoo, AOL, Google

Integrated Value-Add Partners: Polycom, Dell, Microsoft, HP, Oracle, EMC, Intel

Oversaw data analysis, regional performance, analyzed competitive practices

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Key Results

• Negotiated a major contract with CGE&Y for Healthcare CRM Solutions: $15M investment and 3 year

order value of $500M+

• Completed 8 Global Partner Agreements resulting in multi-year, multi-million dollar co-selling

programs with; SAP, Intel, Juniper, CGE&Y, Accenture, PwC, IBM-GS, Deloitte

1998-2000 Vice President, Global Business Development and Strategic Alliances

Led a newly-formed Global Alliances team with the mission to extend the value of Nortel’s products with

other industry leaders focused on technology integration and field business development initiatives

• Created an entirely new team recruiting 35 members from the software and internet industry

• Launched major Unified Communications Partnership with Microsoft

• Completed major partner agreements with IBM and EMC for Optical Storage Area Networking

• Re-alignment of the Alliances function with the field; set new objectives, processes and metrics.

Institutionalized improved global information sharing and field-oriented portfolio development,

leading to industry Partner initiatives with greater field relevance

• Initiated and drove regular face-to-face strategy sessions with; Steve Balmer, Carly Fiorina, Andy

Grove, Lew Platt, Craig Barrett, Michael Capellas, Scott McNealy, and Lou Gerstner

Key Results

• Completed Global Product licensing, technology exchange and OEM agreements with: Intel, HP,

IBM, EMC, Oracle, Intel, Microsoft, SAP and Sun that created over $1B+ multi-year bookings in

market-making new business

1996-1998 Vice President of Multinational Sales

Led 100 direct and matrixed sales managers covering 150 countries to over 400 Enterprise corporations

• Created an innovative International Corporate Global Volume Purchase Agreement supported across

all global channels

Key Results

• Grew revenue across combined direct and channel sales:

1998 $283M / 81 Sales staff - $3.5M per head

1996 $21M / 12 Sales staff - $1.75M per head

1995-1997 Vice President Marketing - Application Solutions

Application analysis, business case development and consultative sales support for Nortel’s most recently

released, technically advanced products. Led team of 18 application specialists and 25 service consultants

selling complex software solutions as a global overlay through existing channels

Key Results

• Grew new product sales from $32M /1995 to $188M /1998

• Launched Visit Video, the first PC/Mac based video conferencing product

1514 Manhattan Avenue • Hermosa Beach, CA USA • *********@***.*** • +1-310-***-****

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Kelly Anderson

Curriculum Vitae

1992-1995 Director of Sales, Global Accounts

Managed Global Account Customers - Nortel’s largest Enterprise accounts

• Led first commercial win for major new product: Passport Network Switch at Kaiser Permanente

• Board Member, Entertainment Technology Center at USC School of Cinema and Television

Key Results

• Implemented a vertical solution selling program which grew regional sales from $1.8M to $31M

• Key wins at; Hilton, Warner Bros, Disney, Kaiser, Premier, Sony and Hughes

1990-1992 Technical Account Manager, Global Accounts Irvine, CA, USA

1987-1990 Marketing Manager – Vertical Markets Richardson, TX, US

1984-1987 Sr. Engineering Manager, Data Products Richardson, TX, US

1979-1984 Regional Technical Support Engineer, Data Systems Division Los Angeles, CA, USA

EDUCATION

UCLA – The Anderson School Westwood, CA, USA

Master of Business Administration (MBA)

Pepperdine University Malibu, CA, USA

Bachelor of Science in Business Management

AWARDS, LEADERSHIP

Nortel CEO Award for Innovation 1999: Strategic Alliance Program

Nortel Masters Award 1995: Only 10 out of 2,500 sales employees receive this distinction

Nortel Presidents Award for Innovation 1997, 1998: Multinational Master Order Contract, Advanced CRM Solution

Nortel Presidents Circle 1992: team sold 8 very large ($5M+ each) SL-100 systems in one year

Nortel Platinum Top Talent Member 1995 - 2001: Key Executive Development Program

Major speaking engagements: InterOp, HIMSS, US Congress, Telecom 99 Geneva, Gartner Symposium

1514 Manhattan Avenue • Hermosa Beach, CA USA • *********@***.*** • +1-310-***-****

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