Senior Product Management

SENIOR DIRECTOR/ VP OF PRODUCT MANAGEMENT

Highly profitable results-oriented business software executive equally successful in strategic and tactical product management activities with Fortune 500 and startup companies. Adept at identifying and capitalizing on growth opportunities from new markets, new technologies, and next generation offerings through the definition, validation, and alignment of strategic vision with platform, product line, differentiation, price, expansion, solution strategies and plans. Proven multi-patented innovator skilled in application of competencies to deliver sustainable web-based advantages.

Employed extensive market, business process, software development, and solution management knowledge in authoring market and product requirements documents, establishing priorities, planning roadmaps, and managing releases. Experienced in the formation, training, leadership, and management of superior global teams, with repeated success in working with and through cross-enterprise teams at all levels of management and across all disciplines.

Growth ♦ Startups ♦ Turnarounds ♦ Vision ♦ Product Strategy ♦ Platforms ♦ Markets ♦ Differentiation ♦ Planning

B2B ♦ B2C ♦ E-Commerce ♦ Channels ♦ Orders ♦ Contracts ♦ Distribution ♦ Invoicing ♦ Accounting & Finance

PLM ♦ Demand Planning ♦ CRM ♦ SRM ♦ Purchasing ♦ Service ♦ Inventory ♦ SCM ♦ Integration ♦ ERP ♦ SAP

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PROFESSIONAL EXPERIENCE

AMDOCS INC., San Jose, CA 2007 to 2008

Director of Product Management

Directed global product management operations for the $300 M. Customer Management suite providing the leading CRM, Ordering, and Self Service solutions for Telecom and service-providing industries. Drove Time-to-Market release management; defined flexible product management processes; transformed global 10 member team’s productivity.

• Initiated and delivered first comprehensive product strategy, planning, and alignment after 2 year suspension. Completed research, analyses, and funding on new strategic initiatives for Retail, eCommerce, and TCO.

• Worked with R&D budget up to $45 M., resources in Asia, Israel, and U.S., to enable $75 M. revenue increase.

• Managed offerings across 5 major releases, never less than 3 at any time. Turnaround serious quality and scope gaps, successfully retaining customer commitments to several hundred millions in revenue at risk.

EMPTORIS INC. / DICARTA INC., San Carlos, CA 2003 to 2007

Senior Director, Product Management

Leading Contract Management startup. Employed extensive Enterprise business experience, ERP software knowledge, and solution innovation skills to identify, define, realize, and rollout compelling new features. Drove successful thought leadership, differentiation, and expansion initiatives encompassing integration, interoperability, guided utilization, compliance, analytics, rebranding, and diCarta applications assimilation into the Emptoris suite.

• Robust modeling and guided runtime apps provided an interactive contract configurator solution, enabling any employee to create well-formed contracts from structures predefined by the enterprise’s subject matter experts.

• Comprehensive contract compliance management that is ERP and EAI platform-agnostic, plus hundreds of new services, substantially expanded scope and value of entire contract management application offering.

• Delivered a complete packaged solution offering for an SAP Netweaver-based integration of diCarta and SAP Purchasing to overcome many sales concerns, deliver incremental revenue, and obtain SAP certification.

SAP LABS / SAP AMERICA, Palo Alto, CA 1993 to 2002

Director, Business Solution Development – 2001 to 2002

Promoted to initiate and formalize a model of engaging key customers in broad innovation opportunities that crossed multiple lines of applications, through opportunity identification, qualification, definition, and new offering realization.

• Formed and led a small team of architects, developers, and consultants for new e-business solutions.

• Identified major new market and platform opportunities employing new SAP Netweaver components for IT Operations Management. Prescribed solution concept enabling management of software, hardware, task, and

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people components of an enterprise’s business solution chain through object-based, methodology-directed models and integrated IT operations management.

• SAP acquired a patent on the high level design for comprehensive modeling, tools, runtime business solution development, and the management software products and services targeting IT, IS, and ASP markets.

Senior Product Manager – 1995 to 2000

Promoted to assure solution offerings would deliver penetration and domination of global high technology markets. Employed extensive existing knowledge of High Technology business operations, comprehensive knowledge of SAP applications to create a global collaborative network of development resources (Germany, India, U.S.), provide solution vision and direction, form effective customer focus groups, and establish product strategy for all major ERP applications strategic mapping to High Technology markets. Prioritized and aligned strategies with plans, defined scope and requirements, release definition, solution roadmaps, pricing, collateral, presentations, etc. Rollout of several major applications and features critical to High Tech market leaders’ success. Actions delivered High Tech revenue growth through expansion of current markets and penetration of new markets. Product, solution, and business development actions were significant contributors to more than $300 M in High Tech revenues.

• From concept through realization, led and managed the identification, qualification, customer funding, design, requirements definition, realization, GTM market readiness and delivery of the two original Channel Management software and solution offerings for SAP High Tech manufacturers, distributor and reseller markets. Incremental revenues to be realized from these offerings projected at up to $250 M over 5 years.

• Provided functional design requirements, and worked closely with German development teams to rollout comprehensive rules-based global ATP (available-to- promise) and product allocation applications that became the leading differentiator for SAP’s Supply Chain Management (SCM) offering in the high tech markets.

• Provided eCommerce pioneering leadership in the high level design and prototype of solutions for contract negotiations and end-to-end procure-to-pay cycle that were patented by SAP. Provided designs for rules-based sourcing auction events and collaborative ‘Market Maker’ activities within private marketplaces and exchanges.

Product Engineer – 1993 to 1995

Drove SAP’s initial penetration of the global high tech markets by demonstrating SAP’s integrated logistics support solutions to leading computer, network, semiconductor, software, and components companies. Primary resource in huge deals with industry leaders HP, Intel, etc. and nearly $200 million in revenue through focus groups, major customer meetings, and Sapphire conference presentations around the world in Europe, Japan, Singapore, & U.S.

DELL COMPUTER CORPORATION, Austin, TX 1992

Senior Manager, Finance - Product and Sales Planning

Staffed, trained, and managed the US demand planning group. Pioneered the integration and automation of $ 1 B. Dell Computer's product and financial planning, sales forecast, and product lifecycle management processes. Enabled increased profits by $ millions despite growth that exceeded 100%. Focus on new opportunities, product transitions.

APPLE COMPUTER, INC., Cupertino, CA 1987 to 1991

Manager, Sales Forecasting & Product Planning

Directed ten-member analyst team and related cross-discipline sales, marketing, product development, materials planning, manufacturing, finance, and distribution teams in planning for product lifecycles, planning unconstrained demand, managing upside and downside risks, and financial planning for $3.3 billion Apple USA. Concurrently led and managed a program management team that conceived, designed, developed, and implemented new planning processes and automated solutions. Enabled 300% increase in product offering, increased demand planning horizon from 6 months to 2 years, reduced planning cycle 90% to 1 day, and planning produced industry-best inventory turns.

HEWLETT-PACKARD CO., INC., Palo Alto, CA 1978 to 1987

Manager, Accounting Support, Corporate Marketing / US Field Operations

Primary contributor to automation of global sales, marketing, and financial control operations. Conceived, designed, implemented large-scale automated systems providing integrated functions for high volume sales order processing (including contracts), service order processing, service revenue recognition, product and service costing, labor tracking, perpetual inventory tracking, and A/R.

EDUCATION

B.A., Mathematics - California State University, San Jose, CA Certified Market-driven Product Manager

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PRODUCT MANAGEMENT ACTIVITIES PROFILE

I have performed, led, and directed a comprehensive spectrum of strategic and hands-on Product Management processes and activities, from vision and strategy setting to detailed specifications, GTM, maintenance, planned cannibalization, EOS, and EOL.

• Strategy, Balance, Alignment, Planning and Execution: Strategic vision; Strategies for platforms, product lines, expansion; Market opportunities and analyses; Strategic internal and external requirements; Product planning cycles, functions, features, heat maps; Make v. Buy v. Partner options; Leverage competencies, competitive differentiation, pricing, time-to-market, global; Alignment and prioritization; Concept definitions, identified opportunities; Solution packaging, services definition, GTM plans, Value-chain readiness; Analyst reviews.

• Product Roadmap Planning: Defined Statement of Direction (SOD) for new product offerings, feature additions, extensions, enhancements; Established end-state solution definition; Managed priorities and worked with developers to arrive at rough estimates of efforts required; Assigned feature realization to planned releases.

• Product Releases: Delivered Release Statement of Scope (SOS); Test case planning and execution; Managed controlled Beta releases; Authored Release Notes regarding new bugs, bugs closed, new features, tips and troubleshooting, etc.; Worked closely with technical writers to create new technical publications, guides, and Help, or updates to existing ones.

• Requirements roll-in: Acquired requirements from every source available, including focus customers and markets, pre-sales engineers, post-sales consultants, implementation partners, competitive analysis, market analysts; Employed extensive business management knowledge and application knowledge to map core business processes with product functionality (heat maps) to determine gaps; Identified strategic and tactical opportunities for innovation and thought leadership; Responded to competitive challenges; Created and managed customer focus groups; Solicited and received funding from key customers for initial deliverables and Beta participation.

• Innovation and design: Provided several comprehensive solution designs for extraordinarily innovative solutions; Across interface types for user, highly configurable guidance/directed processing Wizard, web services, integration server; Encompassed transactions, security, process management, and reporting.

• Documentation: Market Requirements Documents (MRD), Product Requirements Documents (SRD, PRD); Worked closely with developers to produce design documents.

• TTM (Time-to-Market): Directed formal process for management of each major project within each product release, employing formal milestones and gateways for Readiness Reviews; Software (SRR) concept validation and initial research, Market (MRR, produces MRD, PRD, and release Plan of Intent), Business (BRR, produces Plan of Record), TRR (Technical), Customer (CRR, customer validation of release readiness), GA. Also COR (customer opportunity review) and CCR (customer commitment review) for major project issues and customer initiative demands between planned releases.

• Agile: Adoption of Agile product realization, defining plans, iterations, scrums, etc.

• Product development: Worked closely with developers and engineers in India, Germany, Israel, and the U.S. throughout the development cycle to realize the desired product features.

• Product roll-out: Final pricing, packaging, positioning. Authored white papers, fact sheets, customer success stories, promotion & campaign materials; Created presentations, demos, and scripts for pre-sales; Spoke to small & large audiences (greater than 1000) at more than 15 conferences around the world; Authored and provided product training for internal readiness, partner, and customer users.

• Pre-sales support: Provided advice, direction, and participation in resolving prospect challenges; Product subject matter expert (SME) for sales opportunities; Current and future product features.

• Post-sales support: Provided advice, direction, and participation in resolving customer implementation and migration challenges; Assured timely success for specific feature issues in bringing client systems from test or staging status to productive status within the time and cost allocated by the client. Triaged bugs and enhancement requests, assigned severity and priority; worked with developers to solve the issues; Worked with customers on their issues to assure success; Established end-of-sale and end-of-life status, planned cannibalization and replacement by new features where desired.

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