Sales Software

Andrew Friedland

*** ***** ******, *** ********* CA 94117 415-***-**** *****************@*****.***

Summary

• Proven business development and sales expertise, significantly growing start-up technology companies from the ground up. Industries include enterprise software (SaaS) and Ecommerce.

• Strong consultative sales ability, consistently exceeding goals year over year.

• Eight years international enterprise (cloud/SaaS and client) business development and direct sales experience. Created, closed and managed strategic channel and technology partnerships with industry leaders Amazon, Canon, Fujifilm, FujiXerox, HP and Xerox.

• Long history of significantly growing revenue from company inception by creating and managing the sales pipeline. Channels include reseller partnerships, distributors, retailers, VARs and direct sales force.

• Management of global sales team as well as distributor channel.

• Following MBA, background in management consulting for technology companies.

Experience

VP, Sales & Business Development

DigiLabs, Palo Alto, CA

March 2002 – Present

Enterprise software and Ecommerce company in photo space

• Play key role in profitably growing three-person software company to 22 employees.

• Started company providing online photo services to professional photographers and consumers.

• Created strategy to develop innovative products for the professional market including being the first company to offer press printed proof and finished products to professionals, which are now ubiquitous in the industry. Innovation was key to fast and cost effective growth.

• Part of executive team to enter enterprise software (cloud services/SaaS) market and within two years, doubled annual revenue to more than $10 million.

• Was instrumental in creating strategy to secure channel and technology partnerships with industry leaders. Initiated and closed multi-national partnerships with Canon, Duplo, Fujifilm, FujiXerox, HP, Kodak and Xerox.

• Sell enterprise software licenses direct worldwide. Exceeded $2 million in annual direct sales. Licensees include Carrefour, Kodak and Costco.

• Create and execute marketing mix including pricing, segmentation, product development and channel strategy.

• Manage global sales channel including internal sales reps, resellers and distributors. 75% of licensing sales is outside the United States. Reach global market via partners, distributors and direct sales.

Director of Business Development

Mailshell, San Francisco CA

January 2001 – February 2002

Email SaaS company

• Oversaw business development efforts that were responsible for more than 80% of company revenues.

• Developed strategy to become an email SaaS and signed all significant ASP partnerships.

VP of Business Development & Marketing

GourmetMarket.com, San Francisco CA

November 1997 – January 2001

Consumer Ecommerce food & wine business

• Played key role in growing company from four employees to publicly traded, profitable, food ecommerce business.

• Developed partnerships with leaders in food & wine vertical to build brand and grow revenue. Brands associated with GourmetMarket.com include Bon Appetit, Epicurious and Wine Spectator.

• Developed innovative and compelling merchandising mix that was a forerunner in merchandising premium food and wine online.

• Led business development initiatives that focused on significant growth and profitable customer acquisition.

• Developed and managed strategic alliances with leading companies including Amazon.com, American Express, AOL, Conde Nast, Cox, Disney, EarthLink, M. Shanken Communications (Wine Spectator), Microsoft, Procter & Gamble, Priceline.com, Sony and Yahoo.

• Developed corporate sales relationships with large organizations including Bank of America, Charles Schwab, Chevron and Oracle.

• Hired, trained and led six marketing employees.

• Managed external advertising and PR & IR service providers. Annual advertising budget exceeded $2 million.

Director of Business Development

Arome Publishing, San Francisco, CA

January 1997 – November 1997

Award-winning publisher of consumer software

• Licensed suite of business productivity titles to Macmillan Publishers for more than $1.5 million.

• Sold consumer software into major distributors and retailers including Best Buy, Fry’s, Ingram Micro and MicroWarehouse generating more than $4 million in annual revenue.

• Developed and managed OEM partnerships with leading business productivity software publishers including MySoftware Company, Sage Technologies and KnowledgePoint.

• Hired and managed twenty-five outside sales reps.

Consultant

Regis McKenna, Inc, Palo Alto, CA

January 1996 – January 1997

Management consulting firm providing strategic direction for technology companies

• Provided corporate, brand and product positioning strategies to technology companies including IDT, Just Systems, SoftArc, Sony, and USVP. Strategies were based on business case analysis.

• Researched and analyzed competitive landscape and target segments to assess clients' market opportunities and strategic direction.

• Provided primary and secondary market research and market forecasting.

Consultant

Merrin Information Services, Inc

January 1994 – January 1996

Boutique consulting firm providing channel strategies for consumer technology products

• Provided distribution and merchandising strategies to leading consumer technology companies including Adobe, Apple, Fujitsu, Hewlett-Packard, IBM, Intuit and Microsoft.

• Forecasted personal computer sales by product and distribution segments. Forecasts were referenced and quoted by leading financial analysts at Solomon Brothers and Morgan Stanley.

• Researched, analyzed, and wrote market intelligence reports and white papers on merchandising and operational strategies of leading retailers.

Education

San Francisco State University, College of Business

Masters of Science in Business Administration/Accounting

1990 – 1994

The University of Connecticut

Bachelor of Arts, Psychology

1982 – 1986

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