; VP Business Development Software in Boston MA Resume Tom Crawford
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VP Business Development Software in Boston MA Resume Tom Crawford

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Tom Crawford is an accomplished SaaS and on-premise software sales and market development executive with extensive experience in direct and indirect sales and strategic alliances. He has proven ability to align sales and marketing efforts with corporate objectives. Tom is a solutions-oriented leader focused on managing repeatable processes, teams, and partner relationships.

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									                                        T   O M     C   R A W F O R D
                                 WENHAM, MASSACHUSETTS 01984
                            (508) 932-2194 | crawfordtc@gmail.com

                                                   SUMMARY

Accomplished SaaS and on-premise software sales and market development executive with extensive experience in
direct and indirect sales and strategic alliances. Proven ability to align sales and marketing efforts with corporate
objectives. Solutions-oriented leader focused on managing repeatable processes, teams, and partner relationships.

                                        CORE COMPETENCIES
        SaaS and Lean Startup Models                Direct & Indirect Models                   Sales & Marketing 2.0
                                                                                               Technology & Processes
        International Relationships                 Partner Recruitment & Mgt.                 eCommerce Strategy &
                                                                                               Implementation

                                                EXPERIENCE

KNOWLEDGEVISION, Concord, MA                                                                                2009 – 2012
KnowledgeVision is a Series A venture-funded startup with 11 employees and 90 customers. KnowledgeVision is a
SaaS application that simplifies the creation, sharing, and tracking of interactive online video presentations.
Co-Founder and VP Sales & Business Development
      Sourced funding of $4.5M in seed and series A rounds
      Increased 2011customer acquisition by 473% using Sales and Marketing 2.0 direct and partner go-to-market
      models. Clients include: Alcatel-Lucent, Bain Capital, Burlington Coat Factory, Canon Business Solutions,
      Equifax, Eaton Vance, IDG, McKesson, Morgan Stanley, Progress Software, and United Way. Partners
      include: Brightcove, Carahsoft, and Ooyala
      Built and coached sales team of three that delivered a 688% MRR increase in 2011
      Flipped the sales model in 2011, resulting in an 8% increase in conversion rate

eCOPY (Purchased by Nuance Communications, Inc), Nashua, NH                                       2008 – 2009
eCopy was a privately held company with revenues of $57M providing server-based and desktop document imaging
products and platforms. Acquired by Nuance in October 2009.
Director, Business Development – eCopy Paperworks
        Led cross-functional team to achieve 18% revenue growth in FY 2009
        Restructured product strategy, launched new product, and created a new industry category resulting in 13%
        growth in Q1 FY 2010
        Secured distribution relationships with Avnet, Cranel, Canon, HP, IKON/Ricoh, and Toshiba
        Created team of three to build third party partner ecosystem with content management, imaging, and
        workflow solutions. Five connectors and services available within two months of platform availability

STREAMSERVE (Purchased by OpenText), Burlington, MA                                                 2004 – 2008
Privately held international company with $70M in revenue and over 4,600 customers. StreamServe provides a server
based document publishing and personalization solution.
Senior Director, IBM Corporate Alliance
        Secured worldwide IBM relationships with the Enterprise Content Management, Global Business Services,
        and InfoPrint Solutions divisions, resulting in acquisition discussions, $8.4M in revenue over three years, and
        a 2008 pipeline of $4.9M
        Managed sales teams from IBM and business partners to facilitate worldwide customer wins with medium
        and large customers including Circuit City, Fidelity National, Handelsbanken, McKesson, and Merrill Lynch
        Sourced and managed resources for joint development of IBM FileNet P8 integrations and new platform
        support for zLinux and DB2. Efforts led to joint customer wins and an expanded reseller ecosystem
        Managed remote EMEA IBM Alliances Manager
T O M C R A W FO R D                                                                                     Page 2 of 2

NETKEY (Purchased by NCR), Branford, CT                                                                2002 – 2003
Venture-backed company that provides a kiosk based content delivery platform and applications to the retail,
financial, healthcare, and hospitality industries. Purchased by NCR in October 2009.
Director, Business Partners
        Developed recruitment strategy, joint sales enablement, and marketing programs for partners including
        Agilysys, Arrow EC, HP, IBM, Lexmark, and NCR. Partner sales grew from zero to $2.4M
        Designed retail, financial, and hospitality vertical market strategy resulting in $600K in six months
        Managed joint sales teams for Fidelity, USPS, Disney, Petco, PLCB, and Starbucks implementations

VIGNETTE (Purchased by OpenText), Waltham, MA                                                     2000 – 2002
Public company that provides web content management solutions. Purchased by OpenText in May 2009.
Alliance Development Manager – Worldwide Sales
        Created revenue from zero to $500K in 2000, $1M in 2001, and a 50% pipeline growth in 2002
        Led the restructuring of the hosted channel sales and support program resulting in inventory pull through

TRELLIX (Purchased by Interland), Concord, MA                                                                   2000
Venture-backed Trellix provided web site creation software as a service, integrated web services, and a hosting
platform. Purchased by Interland in December 2002.
Trellix Web Express Product Marketing Manager
        Developed OEM and end-user revenue model for photo component and supported associated sales efforts,
        resulting in sales to Terra Lycos, CNET Networks, iVillage, and BizLand
        Managed cross-functional team to create sales tools, product messaging, demos, and evaluation environment

ARTISOFT (Purchased by Vertical Communications), Cambridge, MA                                     1999 – 2000
Public company provides a server based software VoIP phone system for small and medium businesses. Name
changed to Vertical Communications in January 2005.
Strategic Alliance Manager
        Designed and implemented alliance strategy, programs, and sales efforts resulting in alliances with Compaq,
        IBM, Intel, HP, and Avnet
        Drove negotiation with Microsoft resulting in profitable OEM-in relationship by reducing per seat costs
        Led team to address competitive threat resulting in an award winning relationship with FrontRange
        (GoldMine), an integrated channel, and a formal ISV recruitment and sales program

LOTUS (Purchased by IBM), Cambridge, MA                                                                  1991 – 1999
Lotus provides collaboration, social, and messaging software. Purchased by IBM in July 1995.
eSuite Business Development Manager
        Designed and led cross-functional team to build partner strategy and to select, recruit, enable, and manage an
        ISV and OEM channel. 53 North American and International partners were recruited
        Managed team to deliver North American and International partner sales training
        Managed sales opportunities with large companies like McDonalds and Chrysler

                                                EDUCATION

Bachelor of Science in Marketing, UNIVERSITY OF RHODE ISLAND
Solution Selling, Sales Performance International
Value Selling, Value Selling Associates

                                              ASSOCIATIONS

Member, Association of Strategic Alliance Professionals
Board of Directors, Ipswich Bay Yacht Club Educational Foundation

								
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