Sales Marketing

Bob Shallow

Greater New York & Philadelphia Area * 914-***-**** * *********@*****.***

Chief Revenue Officer

Business Growth & Diversification * Strategy * Client Success * Negotiations * Product Line Management

• Seasoned senior leader with record of revenue growth, P&L results & operational efficiency in technology, media & advertising

• Proven business expansion, strategy & planning, product leadership, team building/mentoring plus marketing skills

• Track record launching go-to-market plans for myriad enterprise software/SaaS and hardware resulting in client success stories

• History executing on vision, navigating ambiguity, making new digital media markets and achieving many “industry firsts”

• Worldwide experience, contacts and lasting client relationships across multiple diverse channels

• Experienced company and industry presenter as well as media and analyst spokesperson with a credible point of view

• Unique career spanning TV, digital media, advertising, mobile, data and analytics, technology and sports - and job functions – business development, technology sales, content distribution, advertising, TV production, patent licensing and marketing PROFESSIONAL EXPERIENCE

FanAvidity Greater Philadelphia Area

Founder Present

Pre-start-up focused on providing data driven, cognitive analytic solutions to better understand and more precisely segment fan bases, audiences and communities around avidity drivers and unifying propensities for the purpose of tailoring commercial programs, enabling on-going measurement and course corrections, thereby enhancing outcomes. Currently conducting market validation.

Rovi Corporation Greater Philadelphia Area

Senior Vice President, Worldwide Partnerships, Sales & Advertising, Americas 2014 – 3/2016 Senior Vice President, Worldwide Product Sales, Marketing & Delivery 2012 – 2014 Senior Vice President, MVPD, Web & Entertainment Sales & Marketing, Americas & EMEA 2010 – 2012 Senior Vice President, MVPD Sales 2008 – 2010

Senior executive accountable for sales strategy and execution to grow revenue, increase distribution and develop new markets for media technology portfolio within pay TV ecosystem. Responsible for revenue ranging from $80M - $290M+ (up to 45% of company’s total revenue goal) derived from product and ad sales plus patent licensing. Directed teams of 10 - 105 including cross functional sales team, channel marketing in addition to advertising account executives, research, marketing and sales operations. Territories included NAM, LTAM, APAC & EMEA. Charged with company’s short-term revenue and forecasting, long-term strategy, business modeling and growth and diversifying the product portfolio organically, via partnerships or M&A. Reported to the Executive Vice President, Sales & Marketing.

Account Planning & Management Quarterly & Full Year Results Pipeline Management Project Delivery & Customer Success KPIs Accountability Commissions Channel Partnerships Process Improvement & Org Design Talent Recruiting & Mentoring Marketing Product Portfolio & Corporate Strategy Media Analytics & SaaS Software Ad Sales & Ad Tech Development Results & Accomplishments:

• Sales results - 2015 FY: 103% revenue quota; 2014 FY: 112% revenue quota (~40% of company’s revenue), $73M of new and renewal in-year revenue; 2013 FY: 105% revenue quota (~35% of company’s revenue), $41M new in-year revenue; 2012 FY: Achieved revenue quota and overachieved bookings and strategic goals, $52.5M new and renewal in-year revenue; 2011 FY: $22M YoY revenue growth; 2009 – 2011: Grew revenue from $72.5M to $108M

• Negotiated the close of numerous MVPD deals the top five of which had a combined contract lifetime value of more than $200M

• Developed and executed expansion strategy penetrating new market with data & analytics platform for programmatic TV planning including launching a related DMP initiative which is on track to deliver 10% of company’s total revenue within two years

• Performed business development diligence and business case modeling on numerous M&A prospects leading to three acquisitions and two divestitures which combined expanded company’s revenue 20%

• Created and launched Partner Program to extend sales reach including business case development for indirect sales model, policies, operations & administration, marketing and pricing

• Took responsibility for advertising sales and implemented process improvement including new sales planning, pipeline management and data driven BI processes leading to 107% and 105% FY revenue target achievement in each of the last two years respectively

• Planned and executed multiple process improvement programs and reorganizations integrating acquired companies and enhancing organizational performance

• Sales Excellence Club Qualifier five consecutive years

• Operated within budget each year

Bob Shallow

914-***-**** * *********@*****.***

2

Gemstar TV Guide International – Digital Media Business Group Greater New York Area Vice President and General Manager, Mobile 2006 – 2008 Charged with cost effectively growing start-up business group tasked with penetrating adjacent market and scaling content distribution and audiences on new digital platforms as well as licensing products and patents to mobile distributors worldwide. Duties included P&L, product development & portfolio strategy, customer onboarding & success, distribution & sales strategy, financial modeling & planning, sales, partnerships, engineering and marketing. Reported to Senior Vice President, Digital Media. New Venture Start-up Business Development Strategy & Execution Operations Management Revenue + P&L Ad Sales & Ad Tech Development Distribution & Audience Growth Results & Accomplishments:

• Developed and implemented business plan including securing internal funding and signing partners; operated on plan and within budget

• On time and budget deployment of portfolio consisting of ad supported apps & video bundles, EPG SaaS plus advertising DSP

• Within 12 months built distribution network for content and signed product and patent agreements with combined lifetime value of >$10M Nokia, Inc. - Multimedia Business Group Greater New York Area Director, Multimedia Experiences 2005 – 2006

Director, Channel Sales and Development – Music and Rich Media Devices 2004 – 2005 Lead Americas area business unit consisting of ten direct reports responsible for developing and implementing multimedia application programming, distribution, partnership and marketing strategies to support regional N-Series device range sales in addition to creating new services related revenue streams. Reported to Vice President, Sales & Channel Management, Americas Programming Strategy & Partnerships New Product Launch & Go-to-Market Sport Sponsorship Activation Business Case Modeling & Forecasting Product & Segment Marketing Business Development & Market Making Results & Accomplishments:

• Developed multimedia application portfolio eco-system and partnerships including Nokia Sports, a video app featuring NBA & MLB highlights, Life-Blog, a social media service; Loudeye, a white-label music store; N-Gage, a gaming application platform as well as a suite of mobile internet applications emphasizing geo-location and productivity

• Brought to market and secured distribution for Nokia N91, the industry’s first “music phone” with fully integrated music service

• Developed market-making strategy and led business development effort for mobile broadcast TV services sponsored by company CFO

• Established both B2C and B2B distribution channels, the latter including leading mobile carriers, websites, retailers and wholesalers

• Primary regional subject matter expert and spokesperson to media and analysts

• Selected into Nokia management accelerator program IMG/TWI/ TWI Interactive – TV production, distribution & new media arms of IMG Greater New York Area Vice President, Production Ventures & Services 2000 – 2004 Vice President, Production; Unit Production Manager; Production Coordinator 1990 – 2000 New business development role responsible for creating and executing strategies to develop new revenue streams brokering content rights, distribution and sponsorship deals to new and emerging digital media platforms and channels as well as forging venture partnerships to develop and launch new digital services. Previously, served TV production management role with “Executive In Charge” oversight of a roster of programs ranging from episodic series to live broadcasts on behalf of all major USA and many international networks. Reported to TWIi President and TWI’s Senior Vice President, Production. Rights Management & Negotiations Content Acquisition & Distribution Business Development and Partnerships Business Case Development & Modeling TV Production & Development Sponsorship & Ad Sales Results & Accomplishments:

• Responsible for 20% of group’s annual revenues

• Brokered industry’s first multi-million dollar, multi-platform rights, production and programming agreements with ESPN and Turner Sports on behalf of the All England Lawn Tennis Club (Wimbledon) and the Royal and Ancient Golf Club (Open Golf Championship)

• Secured six-figure development, production and consulting agreement with Rainbow Media Holding, a Cablevision subsidiary, to co-develop Sportskool, the first cable television VoD channel dedicated to delivering in-depth expert sports instruction EDUCATION

Pepperdine University Bachelor of Arts in Broadcasting with minor in Business Administration 1989

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