Seasoned General Manager -- Saas/Software, Data And Professional Servi

IRA L. KELLER

**D Brackett Place ***.******@*******.***

Marblehead, MA 01945 www.linkedin.com/in/irakeller Cell: 617-***-**** SEASONED GENERAL MANAGER -- SAAS/SOFTWARE, DATA AND PROFESSIONAL SERVICES Data driven, highly analytical executive with a strong track record of building early stage companies and SMBs. A strategist and ‘doer’ who identifies the key issues and objectives; sees the obstacles to success; charts a course to growth and profitability; and executes on the plan. Superior sales management, marketing, strategy and P&L skills. KEY ACHIEVEMENTS

PROFESSIONAL EXPERIENCE

NEWBURY CONSULTING, Boston, MA 7/2011 – Present

Principal

Sole proprietor of a professional advisory and consulting practice focused on small to medium B2B technology, information and professional services businesses in the areas of sales management, marketing, strategy and organizational design. Engagements: VALENS CREDIT, New York, NY - Chief Marketing Officer (CMO) 1/2014 – 5/2015 Led sales and marketing for this independent research and credit analysis, start-up company offering advanced system of technologies and that produce more timely and accurate corporate credit ratings, default risk estimates and recovery rates. Product Marketing – Helped define and launch two new products to market to investors in fixed income securities. Marketing – Created company messaging, value proposition and marketing materials to support sales. Also created and launched lead generation programs including direct marketing, seminars, press releases, speaking engagements, etc. Sales – Player/coach – hired company’s first sales team in October 2014. Personally closed three new sales for new product with high profile, buy-side investors and built pipeline with blue-chip prospects. MEDULLAN, Cambridge, MA - SVP Sales & Marketing 9/2012 – 10/2013 Led all sales, marketing and strategy activities for this boutique IT services firm specializing in serving top-tier clients

(AETNA, Partners, BCBS, AbbVie, Verizon, WebMD, in the Healthcare industry. Medullan provides payors, providers and Big Pharma with product strategy, UI/UX design, custom software and web/mobile application development. Performed analysis of company’s sales and marketing functions including: methodologies, processes, compensation plans, and personnel. Presented plan to senior management and board for comprehensive changes. Restructured the sales organization and territories replacing non-performing personnel and expanding the team. Revamped marketing developing new company positioning, creating a standard sales presentation, case studies, collateral materials, implementing direct marketing programs, and developing a new company website. Closed largest sale in company history ($15MM MSA) and developed high quality sales pipeline in excess of $20MM+. GEEK OFFICE SOLUTIONS, Burlington, MA - Management Consultant 1/2012 – 12/2014 Provided strategic and tactical consulting to this $1MM provider of Managed Services and Virtual CIO consulting to SMBs. Advised company on sales and marketing strategies and tactics including: targeting new market segments; building value propositions; implementing lead generation programs, and sales closing strategies increasing MRR by 35%. Reviewed all key contracts and provided input on negotiations, pricing/valuation and legal issues. Facilitated merger of company with competitor and then a successful liquidity event through the sale to a regional player. LEWTAN TECHNOLOGIES (a Daily Mail & General Trust Company), Waltham, MA 2001 – 2011 Industry leader in the provision of large data sets, analytical tools, SaaS, software, and professional services to global institutions issuing, investing in and trading asset-backed and mortgage-backed securities (ABS/MBS). Products included specialized ERP system for the manufacture of / reporting on ABS/MBS, investor communication/CCM system, and pre- and post- trade analytics. President & CEO 2006 – 2011

President & COO 2003 – 2006

Chief Operating Officer 2002 – 2003

SVP Sales & Marketing 2001 – 2002

Sold financial services data and analytics provider to an industry leader at a high multiple, after receiving an unsolicited offer

Quadrupled revenues in 8 years to $30MM+ and

returned company to profitability by driving 18%

year-over-year, compounded revenue growth

Increased international revenues from 5% to 47% of total revenues (from <$1MM to $14MM) with the

expansion into EMEA and opening an office there

Built small financial software business to #1 in its market ($0 to $8MM) by winning major sales at the

expense of every competitor in the space

Ira L. Keller 617-***-**** ***.******@*******.*** Page 2 Recruited to lead strategy, sales and marketing for this $30MM+, venture-backed company with multiple markets and product platforms and prepared it for sale. The company was acquired by The Daily Mail & General Trust (DMGT) – a FTSE 100 company – in Nov’04 for high revenue and profit multiples. A highly successful earnout was completed in Nov’06. Repositioned company value proposition from cost savings and efficiency to supporting client revenue and profit growth. Recruited executive team members and implemented a company-wide culture change. Promoted meritocracy-based culture supporting individual and team ownership and rewarding / promoting high caliber performers. Improved bottom-line performance from recurring, annual losses to sustained profitability, including record profit in FY’09, near record profit in FY’10 (6% average YOY profit growth) and 18%+ margins from 2005 - 2010. Drove compounded annual revenue growth of 18%+ between 2002 and 2009 (from $7MM to $30MM+) quadrupling the size of the company, after 4 consecutive years of < 3% annual revenue growth. Returned company to profitability in 2004 - after 7 unprofitable years - more than doubling revenue per employee. Restructured the sales organization increasing annual, recurring revenue sales almost seven-fold from 2001 - 2009. Launched new products in 2002, 2003, 2005, 2007, and 2009 and 2010 accounting for 50% of current company revenue and 10%+ of overall revenue growth from 2001 - 2009. Opened the EMEA market - achieving market leadership in 2 years - increasing non-US revenue from 5% to 47% of total. Resurrected declining workflow automation, back-office software product line for the manufacture of ABS/MBS - repositioned and re-priced products - increasing revenues from $3.7MM to $13MM. Automated and ‘off-shored’ the monthly collection of 2.3MM data elements reducing annual costs by 60%. STARPOINT SOLUTIONS / TIS WORLDWIDE, Boston, MA 2000 – 2001 SVP & General Manager

Regional GM for this $120MM+ e-Business solutions company providing project-based IT services (UI design, Web development and back-office integration), IT staffing and PEO services to Fortune 1000 companies. Managed $20MM P&L building e- Commerce and transaction processing solutions for B2B and B2C clients. Restructured operations for profitability and higher billing utilization rate (70 Managed three very troubled, major projects to successful completion adding or saving $5MM+ of revenue. Re-built regional sales organization (Boston and Chicago offices) signing multiple, new million dollar plus engagements. CHOOSINGHEALTH.COM, Boston, MA 1999 – 2000

President & CEO

Recruited to join this formation-stage, start-up company offering B2B, ASP services to the Healthcare industry and content to consumers. Presented to investors to secure seed funding. Portfolio Company #45 of Garage Technology Ventures (garage.com). THOMSON REUTERS (THOMSON FINANCIAL SERVICES), Boston, MA 1994 –1998 SVP & Managing Director, Treasury Solutions Group / SVP & General Manager, Paragon Group Built software start-up business for this provider of software, data, and transaction processing to buy-side institutional investors. Promoted to Managing Director of a multi-product, global business of 100+ persons and $15MM. Led all company functions including sales, marketing, product management, development, implementation, and client services with full P&L ownership. Established business as market leader in less than 3 years, achieving profitability one full year earlier than projections. Grew customer base from 4 clients to 83 clients, unseating every major competitor in the market. Increased revenues from < $200K to $8MM and operating income from <$700K> loss to $1.9MM profit in 4 years. Increased average sale price 300% and price ceiling to $1MM+ per unit from < $100,000. Led due diligence, created business plan, and drove acquisition of a $6 Million treasury & risk management vendor. One of 17 managers worldwide selected for Thomson Corp. executive training program at INSEAD Business School. ADDITIONAL RELEVANT EXPERIENCE

SUNGARD FINANCIAL SYSTEMS (WARRINGTON FINANCIAL SYSTEMS, GEORGE K. DARLING & ASSOCIATES), Waltham, MA - Vice President of Marketing & Strategy / Director of Sales & Marketing G.E. SOFTWARE INTERNATIONAL, Andover, MA - Product Marketing Manager EDUCATION

MBA – Finance/Accounting, Boston University Graduate School of Management, Boston, MA BA - Economics w/Honors, University of Massachusetts, Amherst/Boston, MA Certificate of Advanced Graduate Study – Marketing: Product Management, Boston University Graduate School of Management, Boston, MA

Senior Executive Training Program, Thomson Corporation, INSEAD, Fontainebleau, France

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