Senior-Level IT Marketing

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SENIOR-LEVEL IT MARKETING PROFESSIONAL

* New Business Development

* Mind Share Penetration

* New Product Concept Development

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AREAS OF EXPERTISE

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* Strategic Business Planning

* Performance Evaluations

* Creative & Strategic Selling

* Startups & Turnarounds

* Market Analysis & Research

* Productivity Improvement

* New Market Identification

* Budgeting & Expense Reports

* Client Relationship Management

* Troubleshooting & Problem Solving

* Policies & Procedure Development

* Staff Training & Development

* Project Development & Lifecycle

* Public Relations & Media Relations

* P&L Responsibility

* Sales Presentations

* Market Penetration

* Product Introductions

* Thought Leadership

* Recruiting & Staffing

* Cost Benchmarking

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CAREER HIGHLIGHTS

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* Skyrocketed year-over-year results (totaling $10,596,262

sales to-date) 92% from 304 FY07 qualified leads to 585

FY08 leads; $421 FY07 overall value and $2,224 cost/value

vs.. $661 FY08 value and $1,240 cost/value an 88%

improvement. $424,000 FY07 reported sales vs. $2,080,262

FY08 reported sales, a 392% improvement, and first quarter

FY09 reported sales of $5,495,000, a 265% to date improvement.

Led IT market development and IT decision maker mind share

penetration, utilizing all major marketing tools and

tactics, including transitioning ownership to sales.

IT Market Development Manager

Liebert Power & Cooling, Division of Emerson Network Power

* Drove double-digit year-over-year growth, increased net

profit, and established new service standard for Liebert

services by developing new "Service Excellence" models for

basic, essential, and preferred service pricing. Effected

seamless and integrated service platform for all service

offerings, which supported brand migration, by introducing

DC Power, Wireless Site, and Customer Service Network

offerings.

Manager, Critical Space Services, Liebert Global Services

* Drove explosive growth and market penetration, both for

Liebert and Emerson Network Power by leading communication

market segmentation into Hosting Service Provider (HSP) and

Wireless markets. Established market leading positioning by

launching "Five Keys" to high reliability messaging

campaign and by leading integration of Emerson and Emerson

Network Power.

Telecom Market Manager, Liebert Power and Cooling,

Division of Emerson Network Power

* Developed new business segment to address emerging

broadband communications over converged voice, video, and

data networks. Led market and specification development,

product portfolio plans, and program completion for

Powershield(tm) family of local powering products globally.

Director, Broadband Power...American Power Conversion

* Guided organization from $10 million to $25 million, while

addressing needs of rapidly changing external environment.

Led engineering, quality assurance, purchasing, production

planning, fabrication, final assembly, test, and customer

service functions. Developed strategic business direction;

established master plan implementing ISO9001/TQC; and

implemented plant expansion, JIT, SPC, and cellular

manufacturing.

Senior Vice President...Power Guard, An Antec Company

* Increased product yields 50%, reduced cycle time 60%,

decreased total inventory 37%, and improved operating

efficiencies over 35% by establishing Total Quality

Management, organizing concurrent engineering efforts,

implementing work cells, and integrating product teams.

Achieved world-class capabilities through commitment to

customer satisfaction and excellence.

Plant Manager...Sorensen, A Raytheon Company

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CAREER CHRONICLE

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LIEBERT CORPORATION - EMERSON NETWORK POWER

Columbus, OH

Liebert - industry leader providing Fortune 500 companies

mission-critical power, cooling, monitoring, and related

services for data centers, computer rooms, and network

closets. Emerson Network Power (one of 8 Emerson divisions)

- global leader in enabling business-critical continuity

(10 business units worldwide).

IT Market Development Manager - Power & Cooling

(2004 - Present)

In charge of aligning IT market development/penetration with

corporate messaging platform and strategic planning.

Participate in multiple IT industry leadership positions

(since 2006), including President of Blade Systems Alliance

- global association focused on advancement/application of

blade server technology. Provide leadership for other

industry alliances including DMTF, SNIA, and AITP and

committee work ledgers and co-produce Blade Systems Insight

summits (held annually since 2007).

Deliver presentations at IT events and chapter meetings

supporting local/national sales efforts, break down IT

strategic plans by both grass roots and evangelist marketing

programs, and lead press relations and media. FY09 grass

roots programs include national IT event planning/execution,

program development, national IT industry association local

sponsorships and presentation development, and industry

leadership participation.

Also accepted challenge to help develop FY09 new IT product

set (not currently part of product roadmaps) along with

industry end user survey, competitive comparisons, market

size projections, and channel analysis. Member, Social Media

Task Force, Emerson Network Power.

Performance Highlights:

* Instrumental in helping company appeal to IT end users

(vs. traditional channels, relationships) and to engage IT

decision makers in meaningful ways by conducting

significant market research and identifying productive

areas to target efforts.

* Played key role in numerous successful program outcomes by

developing strategic marketing plans (which acted as vision

for focusing efforts) and by tracking/reporting both

quantitative and qualitative metrics/results.

* Boosted brand awareness 10% yearly, drove favorability,

and improved market leadership by increasing IT decision

makers' national, regional, and local engagement.

* Generated new IT product concepts and development for

enterprise and SMB markets across all verticals, launched

several new IT messaging platforms, and led development of

both analyst and sales presentations for delivery of

corporate messaging to IT end users (FY09).

* Skyrocketed year-over-year reported sales results

(totaling $10,596,262 sales to date); completed 4 IT events

1st quarter FY09 under budget, resulting in $5,495,000

reported sales to date, a 265% improvement over FY08.

* Led accelerated IT Analyst program, resulting in FY08 - 48

briefings with 19 firms and 70 analysts. FY07 - 21

briefings with 11 firms and 28 analysts. FY07 to FY08

results +221% (briefings), +68% (firms) and +250% analysts.

* Integrated/measured all event results by developing unique

value calculator and metrics for yearly comparisons.

Reduced time spent 20% by utilizing value calculator

(including 6-phase Lean Six Sigma process map and flow

diagram) to identify unnecessary and duplicate steps within

events process..

* Improved FY08 qualified events leads 92% over FY07 (585

vs. 304), overall cost/value 88% ($1,240 vs. $2,334) and

reported sales 392% ($2,080K vs. $424K).

* Skyrocketed FY08 accelerated IT chapter program 400% with

32 IT industry local chapter sponsorships (vs.8 FY07).

* Established IT micro site for IT leaders' web page and

posted 5 IT leaders podcasts (above FY08 target), including

filming for first FY09 podcast.

* Slashed PR-related events costs 65% ($115K FY07 vs. 68K

FY08) and eliminated $80K PR costs by taking analyst

program direct.

* Championed FY09 evangelist program to develop white paper

focused on improving domestic energy efficiency and carbon

and energy calculator to reduce carbon footprints and boost

energy savings.

LIEBERT GLOBAL SERVICES - EMERSON NETWORK POWER

Westerville, OH

Manager, Service Marketing - Critical Space Services

(2002 - 2004)

In charge of creating marketing communications material for

Wireless Sites and DC Power as well as new Service

Excellence and customer service network. Held specific

responsibility for establishing necessary tools, processes,

training, and standards, (including pricing structures) for

both DC Power and Wireless Site offerings. Maintained

responsibility for all service involvement at outside

events, related advertising, promotions, and public

relations.

Performance Highlights:

* Provided seamless and integrated platform for all service

offerings, including power, cooling, remote monitoring,

DC Power, Wireless Site, and customer service network.

* Established Emerson Network Power Services migration with

branding program through final implementation.

* Created new and more competitive service pricing/practices

and increased market penetration by introducing "Service

Excellence" and leading creation of new "Service

Excellence" brochure development.

* Developed market intelligence/research, service pricing,

and contract offerings, performed competitive analysis, and

identified marketing targets for DC Power and Wireless Site

markets.

* Ensured pricing met profitability expectations by

establishing price/cost model for DC Power and Wireless

Site services and by launching incentive programs with

Emerson Energy Systems, E F & I, technical and warranty

support, and Emerson Energy Systems sales.

* Established 'scopes of work' for DC Power systems product

service and Wireless Site offerings by type of service,

including genset, DC systems, batteries, air, transfer

switch, fire suppression, and site/building maintenance.

* Improved productivity by establishing new service

offerings; creating procedures, scopes of work, tagging

process, and lead generation database; and ensuring sales

training and all marketing communications collateral

supporting sales in place.

* Developed pricing strategy for remote monitoring

offerings, developed list pricing for rep channel, aligned

offerings with new "Service Excellence" platform, and

ensured successful completion by working closely with

monitoring group.

* Created lead generation program from CTIA and wireless

review listing (accumulated 10,000+ contacts), consolidated

into master list, and provided 1,400 contacts for beginning

of lead generation database.

* Ensured proper penetration of Telecom opportunities by

creating understanding of service management process and

training and ensured proper training programs implemented

for Wireless Site and DC Power services by working closely

with service support.

* Teamed with Marketing to develop competitive profiles for

top DC Power and Wireless Site competitors, including

position, resources, key advantages, and pricing practices.

Tracked emerging competitors and added profiles (where

appropriate).

* Guided seamless transition to new, more effective

advertising agency while maintaining momentum for

implementing new and reformatted service offerings.

* Enhanced outcomes, reduced overall time to completion,

overcame cultural barriers, and delivered final ownership

of results by championing cross-functional team-based

process for implementing programs.

LIEBERT CORPORATION - DIVISION OF EMERSON NETWORK POWER

Columbus, OH

Telecom Market Manager - Precision Air & UPS Manufacturer

(1998 - 2002)

Accepted challenge to help position Liebert as integrated

solutions provider of choice for analog and digital wireless

applications, to assist in positioning Liebert/Emerson as

de facto standard for HSP segment, and to lead strategic

telecom market development and plan creation, including

matrix of costs and mix of marketing activity. Acted as

global liaison for integrating Liebert globally and

supported efforts in Australia and Hong Kong, including

trade shows. Worked closely with MARCOM to standardize

messaging across all served Liebert markets.

Performance Highlights:

* Identified new HSP market segment by heading research

action team (Skyline, IDC) studies that broke market into

access/transport and content and initiated additional

research to further define HSP market's metrics and

competitive landscape.

* Developed brand awareness campaign to expand customer

recognition beyond air and formed focus groups that proved

effective beyond communications market.

* Played instrumental role in reducing costs for new product

development and time to market by helping integrate all

global regions into comprehensive and actionable

communications platform (eliminating similar efforts for

other parts of business).

* Established market-leading "Five Keys" to high reliability

messaging campaign, leveraging all Liebert

products/services.

* Significantly increased shipments of core products across

the board, improved throughput, decreased material costs,

and helped implement lean manufacturing by focusing on both

HSP and wireless segments.

* Provided valuable guidance to product requirements and

product/service needs, (current and under development) by

focusing on convergence and data applications to leverage

Liebert IT core competencies.

* Provided visibility that drove new product development

efforts and incorporated new features into existing

products/services by leading integration of communications

markets.

* Created HSP market segment survey, worked toward

conversion strategy for lead generation system, and

consolidated all leads (domestic and global), into common

database sorted by market segment.

* Headed effort for Emerson Telecom Systems brochure and

integrated Liebert services with Liebert solutions

messaging (which further integrated service offerings in

customers' eyes).

* Played key role in doubling overall telecom market sales

year over year with leading share positions across all

product and service offerings by establishing Liebert as

global expert provider through message integration.

* Nurtured ongoing business with major web hosting and

colocation company by helping develop whole new product

offering - Hybrid Fiber Coax DC Power solution - and

wrote/presented white paper at Intelec 2000 detailing cost

savings and proof of concept.

RELTEC/MARCONI CORPORATION

Lorain, OH

Serves telecom market as global manufacturer of dependable,

reliable DC Power Solutions for wireless and wireline

communications networks, engineering and installation

services, and outside plant products.

Product Manager, Systems

(1997 - 1998)

In charge of system platform development, rationalization,

and strategic product portfolio plans for DC wireline and

wireless market segments. Developed business cases and

technical specifications and managed engineering program

completion targets. Designed product collateral, pricing,

and training templates.

Performance Highlight:

* Successfully introduced Vortex(tm) Power Platform

development project (ranging from 25 to 200 Amp rectifier

systems) and Vortex BDF/CBB distribution unit. Systems

represented unique enhancements and feature sets, resulting

in best-in-class performance status.

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PRIOR EMPLOYMENT

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AMERICAN POWER CONVERSION - West Kingston, RI

Director, Broadband Power

POWER GUARD, (an Antec Company) - Opelika, AL

SR.. Vice President - Network Powering Products

SORENSEN (a Raytheon Company) - Paxton, IL

Plant Manager - Industrial Lab Power Products

JETA POWER SYSTEMS, INC. - Signal Hill, CA

Operations Director - OEM Power Products

RANTEC, EMERSON ELECTRIC - Chatsworth, CA

Operations Manager - DOD Electronics

POWER ONE, INC. - Camarillo, CA

Manufacturing Manager - OEM Power Products

GENERAL ELECTRIC - Various Locations

Held positions as Materials Manager, Production Control

Supervisor, Purchasing Agent, and candidate enrolled in

Manufacturing Management & Studies Program

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EDUCATION

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UNIVERSITY OF ILLINOIS - Urbana-Champaign, IL

MBA (1991)

BOWLING GREEN STATE UNIVERSITY - Bowling Green, OH

B.S. in Business Administration Cum Laude (1974)

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TRAINING

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Raytheon Advanced Management Program

G.E. Manufacturing Management & Studies Program

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LEADERSHIP

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Next Generation Data Center (NGDC), Member, Advisory Board

and Program Committee (Efficient, Resilient and Sustainable

Facilities) Track Chair

(2007 - Present)

Blade Systems Alliance, President

(2006 - Present)

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