Frank Lauria

Rumson, NJ ***** ad2tlf@r.postjobfree.com 732-***-**** linkedin.com/in/flauria

Trusted technology, AI, and software business leader committed to transforming and growing sales profitably. Driver of strategic relationships, sales channels, new products, M&A, and corporate value. Ability to inspire multi-functional teams and achieve strategic objectives. Seeking leadership opportunity with enterprise committed to achieving greater potential.

GROWTH HIGHLIGHTS

SVP Business Development IntelePeer Grew Software and AI Business 30% YoY creating $25M+ partnerships

EVP Sales & Marketing CSF Corp Grew 35% YoY from $4M to $15M leading to acquisition by Ericsson

SVP Business Development Synchronoss (Nasdaq SNCR) Grew 40% YoY through alliances and M&A

VP Sales & Marketing CommTech Grew over 30X from $1M to >$30M leading to acquisition by ADC

Director of Sales Nortel’s NY Regions Grew Region 30%+ YoY to >$500M and won $1B+ NYNEX Mega-Bid

BUSINESS AND SALES SKILLS

Proven and Consistent Dealmaker- Direct and Channel Sales, Partnerships, and M&A

Successful Record Driving Results and Building Teams with Complex Communications and Automation Software, Conversational and Generative AI including ChatGPT, SaaS, & Services including Sales, Marketing, Business Development, Product Management, Operations, and Customer Support

Inspirational “Lead by Example” Style for Inspiring Teams, Creating Successes and Scaling for Growth

Strong Communicator with Customers, Media, Analysts, Employees, Investors, and Executive Board Members

Successfully Raised Funds, Created Business Plans, Acquired, Divested, Integrated, and Transformed Businesses

Established Successful Analytical Processes for Strategic Planning, Direct and Channel Sales, Forecasting, Product Rationalization, Financial ROI, Marketing Programs, M&A Targeting, Operations, and Customer Satisfaction

Managed Product P&L, Introduced New Products, and Scaled Profitably in Start-Up, Mid-Market, and Fortune 500

SOFTWARE & INDUSTRY EXPERTISE

Extensive Knowledge and Contacts in Global Contact Center, Enterprise Communications, Wireline & Wireless Carrier, Number Portability, Messaging, E-Commerce, Network Infrastructure, AI, Cloud Services, and SaaS Industries

Experienced with Product, SaaS, SI (Systems Integration), and BPO (Bus. Process Outsourcing) Business Models

Technologies and SaaS- Conversational AI and Generative AI including ChatGPT with Microsoft Azure AI, IBM Watson, Amazon Connect, and Google Cloud, Contact Center (CCaaS), Unified Communications (UCaaS), Communications Platform as a Service (CPaaS), OSS & Billing, Provisioning, LNP, Toll-Free SMS/800, LCR, CRM, ERP, VoIP, Messaging & SMS

PROFESSIONAL EXPERIENCE

INTELEPEER CLOUD COMMUNICATIONS, San Mateo, CA 2018 - Present

Senior Vice President of Business Development

IntelePeer is the market leading Communications Automation and CPaaS Platform, combining voice and messaging with business process automation and AI. Utilizing no-code and low-code APIs, IntelePeer improves ROI by rapidly automating and improving contact center and enterprise communications.

Led IntelePeer’s product transformation by establishing relationships with contact center, UC, and AI platforms (IBM Watson, Amazon AWS, Microsoft Azure AI) to become a Gartner Magic Quadrant, Metrigy, and IDC CPaaS leader.

Tasked with driving strategic value, product, and revenue growth. Created product and partnerships from scratch with IBM and others, and developed $10M+ UCaaS businesses with Cisco, Microsoft, and Zoom.

Faced with a declining carrier services market, evolved IntelePeer from a voice carrier to an API based CPaaS player, and more recently to a higher value Communications Automation Platform (CAP) leader with 30% YoY growth.

Led IntelePeer’s relationships for Conversational AI and Generative AI technologies including IBM Watson, Microsoft Azure AI, and Google Cloud.

CSF CORPORATION, Somerset, NJ 2010 – 2018

EVP Sales, Marketing, and Business Development

CSF is the market dominant leader in toll-free provisioning and Least Cost Routing (LCR) software, managing over 70% of all numbers in the industry.

Hired to transform the business and accelerate growth profitably, drove CSF’s growth from $4M to $15M by expanding sales & marketing, and re-engineering operations while increasing product margins and EBITDA.

With high customer churn, rebranded the 8MS platform, created customer retention programs, and introduced up-sell/cross-sell initiatives resulting in 80% less churn, 300% increase in customer base, and 20% YoY product growth.

Challenged to expand our platform with existing customers, leveraged the 8MS embedded base to introduce new SaaS products, including e-Bonding, toll-free SMS texting, and LCR (achieved 800% growth in three years).

Tasked with driving corporate value, led CSF’s M&A efforts with the successful acquisition of Aerialink, and for selecting Alpine Investors as a private equity partner leading to our acquisition by iConectiv (Ericsson).

SYNCHRONOSS TECHNOLOGIES (NASDAQ: SNCR), Bridgewater, NJ January, 2007 – July, 2010

SVP Business Development

Synchronoss is a leading provider of SaaS based order management, e-bonding, BPO and managed services, B2B, B2C, and subscriber activation solutions to communications service providers and consumer portals.

To transform the business inorganically, created M&A deal flow helping to increase revenue growth to over 40%, integrating acquisitions including Wisor Telecom.

Needing to develop strategic partnerships in the connected device market, created and drove successful revenue producing sales relationships with carriers, MSOs, and connected device platforms.

COMVERSE, Wakefield, MA 2004 – 2007

Vice President of Sales and General Manager- Carrier & Mobile Internet Markets

Comverse (NASDAQ: CMVT) is the leader in enhanced services, next generation messaging, multi-media content management, and convergent billing, with yearly revenues of $1.5B.

With underperforming results, created a focused and dedicated sales team to penetrate the carrier and Internet markets with multi-media (voice, video, IPTV) applications, SI, and BPO services, closing over $35M in new service and solution revenue within the first year, and successfully increasing sales to over $60M.

Tasked with improving profitability and customer satisfaction, restructured Operations, and Customer Support resources to improve customer satisfaction indices by 40%, and create a 60% increase in profitability.

ADC & COMMTECH CORPORATION, Cranbury, NJ 1995 - 2004

ADC (NASDAQ: ADCT) is a global leader in telecom wireline/wireless/cable software, and access products, and an S&P 500 company with over $1B in annual sales & 8,000 employees. ADC acquired CommTech Corp in February of 2001.

Vice President of Business Development-ADC 2001-2004

Vice President of Sales and Marketing-CommTech 1995-2001

Built and drove the global sales, marketing, and business development organizations for CommTech Corporation, and later for ADC’s software business unit (OSS Software, Billing, SI, IP Services), resulting in tremendous revenue growth and profitability.

Hired to grow and transform the company, built the CommTech Sales & Marketing team from scratch, managed P&L, created brand leadership, and profitably increased revenue from $1M to over $30M before being acquired by ADC.

Asked to plan and execute our exit strategy, built relationships with VCs and Institutional Investors, raised $16M in funding to drive increased growth, and helped negotiate the $187M CommTech acquisition by ADC.

Tasked with accelerating growth, created, and branded a highly successful FastFlow OSS software suite combining software with automation, resulting in > 100% sales growth, and increased average contract from $100K to over $1M.

Given the objective to expand business internationally, hired sales, and systems integration resources globally including Amsterdam, London, Madrid, and Berlin resulting in over $5M in revenue within three years.

Awarded Inc. 500 status being ranked #239 in 1999.

Awarded “New Jersey Mid-Stage Company of the Year” by the NJTC in 1998.

NORTHERN TELECOM, Valhalla, NY 1991 - 1995

Director of Sales

Nortel (NYSE: NT) is a global leader in switching, transmission, and software systems for the global communications market.

Successfully introduced Nortel switching, transmission, and software products across business units and led the first integrated sales team for public network products, growing sales over 30% YoY to over $500M.

Promoted to sales manager, then director of sales by successfully growing sales, managing, and motivating twelve senior sales managers and their support staffs (over 30 direct individuals), including P&L.

Achieved Circle of Excellence for sales achievement three years in a row, the prestigious President’s Award for turning around Nortel’s relationship with SNET, and awarded the Northern Star Award for winning the $1B+ NYNEX Mega-Bid.

Recognized for enterprise product wins with SUNY, Good Samaritan Hospital, Goldman Sachs, the State of NY, and others.

TEKELEC Shrewsbury, NJ 1988 – 1991

Regional Sales Manager

Tekelec (NASDAQ: TKLC) is a leader in complex communications test equipment and software. During my time at Tekelec, the company grew the business from $30M to $50M/year, which my team contributed $10M/year.

Hired as an entre-level sales engineer, stepped up by growing sales when our regional sales manager left the company, and was promoted to sales manager, then regional manager.

Awarded Salesperson of the Year for establishing channel alliances, introducing new products, exceeding quota by over 50%, and increasing revenue to record levels.

EDUCATION AND PROFESSIONAL AFFILIATIONS

Stevens Institute of Technology, Bachelor of Engineering in Electrical Engineering, Hoboken, NJ; 1988.

The Wharton School, University of Pennsylvania, Executive program coursework toward MBA, Philadelphia, PA.

Member, speaker, board of directors or advisory board: Cloud Communications Alliance, IT Expo, Channel Partners, Enterprise Connect, INCOMPAS, IBM THINK & Partner Plus (PartnerWorld), Cisco Live & Webex One, Zoomtopia, Verint Engage, Compro Technologies, Effitec LLC, Equos Corporation, New Jersey Technology Council, TMIA, IEEE CTIA, ATIS,

Published in Int'l Engineering Consortium’s (IEC) Annual Review of Communications, ATIS, TMF (Tele-Management Forum), Comptel, Billing World, Telephony, IETF, FCC Dockets on Competition and Toll-Free, and other pubs.

Personal Affiliations: American Littoral Society, NJ Seagrant Consortium, Rumson BSA Scout Troop 201 and Pack 11

CPR Certified, Scouting Youth Protection Training, Wilderness First Aid Certified, Rutgers Youth Sports Research Council

SOFTWARE SALES AND BUSINESS LEADER

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