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					P AUL A. T RAVIS

321 High School Road #222, Bainbridge Island WA 98110 pault@exmsft.com, mobile 206-910-2222, efax 810-454-7301

O VE RVI E W Cross-functional, seasoned technology marketing professional with repeated success in taking emerging companies to the “next level”.
Marketing/Sales  Top success story: restructured product line and overhauled pricing model, which increased run rate from $1 MM to $12 MM in under 1 year.  Full lifecycle brand management experience: launched 14 products/companies over 12 yrs.  Cut sales cycle by 40% with improved demos, Web lead generation, and sales seminars.  Reduced bureaucracy: enabled sales team to cut 3 OEM deals at $100,000 to $1 MM each.  Transformed a cost-of-sales function into an innovative $100,000 data service (straight profit).  Passion for creating scalable business systems and compelling value propositions. Business/Management  Comfortable in rapid-change organizations and at translating chaos into structure.  Entrepreneurial drive: started and grew restaurant chain to 4 units and $1 MM in sales.  Skilled in “helicoptering” between strategic & tactical project perspectives.  Largest budget responsibility: $5 MM, with staff of 10 focused on three projects.  Managed 45 people day-to-day, with a strong culture (75% less turnover than industry norm).  Tech-savvy: nine year career in software engineering culminated at Microsoft.

P RO F E S S I O N AL E XP E RI E N C E
Principal Marketing Consultant, Reporting to Clients and their Shareholders Vivify LLC, Bainbridge Island WA, 2001-Present Problem: Smaller companies desperately need marketing strategy and skills to succeed in today’s economy; larger companies need a seasoned hand to execute specific initiatives. Solution: I serve as marketing coach, project/product manager, or interim executive. Bottom Line:  Client 14: Implemented Customer Relationship Management systems to manage/track campaigns.  Client 13: Created pro-forma financial model for expanding retail operations across country.  Client 12: Drove new Web site initiative, improving sales by 30% while reducing support burden. Increased sales by overhauling Worldwide Channel Partner Program and respective contracts. Vice President, Marketing, Reporting to Chief Operating Officer Net Nanny Software Inc. [OTC: NNSWF] Bellevue WA, 1999-2000 Problem: This internet filtering software company had excellent brand recognition but was desperate for a turnaround. Solution: In addition to building nonexistent marketing infrastructure, I led a corporate rebranding initiative, “Safety and Security for Enterprise and Home” highlighting BioPassword subsidiary (patented biometric authentication software). Bottom Line:     Drove Customer Relationship Management system which helped company increase sales 135%. Killed a confusing and money-losing product after careful study. Created nontraditional parents/kids book (complementary approach to building awareness). Improved customer service and saved $100k annually by replacing product support vendor. Sr. Product Line Manager, Reporting to Senior VP Sales & Marketing Marketwave Corporation, Seattle WA, 1998-1999 Problem: This web traffic analysis software company was concerned that it was confusing customers with their product line – as well as leaving money on the table. Solution: After customer research, I restructured the line and re-architected the pricing/licensing model, among other infrastructure improvements. Bottom Line:  Significant enterprise customer appeal; new training program; customer advisory panel.  1000% increase in sales prompted $77 MM acquisition by competitor Accrue Software [Nasdaq: ACRU].

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Director of Electronic Commerce, Reporting to Chief Operating Officer MountainZone.com, Seattle WA, 1997 Problem: This “electronic magazine” for Mountain Sports Enthusiasts depended too much on advertising revenue. Solution: I created new revenue streams to monetize the community. Bottom Line:  Developed investor presentation/video with which founders raised $1 MM in seed funds.  Drove e-commerce component of business, from requirements to team management to implementation.  Created co-branding strategy to syndicate content and technology to sports manufacturers and ski resorts. Founder and President, Reporting to Board/Shareholders SUNSPOT QuickGreen Cuisine, Seattle WA, 1993-1996 Problem: Consumers had nowhere to go for naturally healthy fast food. Solution: I did my due diligence, wrote the plan, assembled the team and launched “internationally inspired wraps” concept. Bottom Line:     Raised $750k seed capital for new venture. Regularly identified and executed initiatives to sell more high-margin menu items. Re-engineered growth strategy to address expansion shortfall from corporate to franchise model. Grew organization to 45 people across 4 units doing $1 MM; eventually sold to another restaurant co. Director of Marketing, Reporting to Chief Executive Officer ConnectSoft, Bellevue WA, 1990-1992 Problem: This contract services company wanted to become a software publisher. Solution: I tapped the firm’s core expertise (engineering) to develop proprietary online services years before the Web. Bottom Line:     Grew revenues 300% over tenure by launching successful clip-art and font services. Managed strategic relationships with 20+ publishers in exclusive revenue sharing program. Coordinated internal/external resources to ship products on time (novel in the industry). Boosted gross margin by 16% in second software release through cost-of-goods reduction. Software Design Engineer, Reporting to Development Manager Microsoft Corporation [NASDAQ: MSFT] Redmond WA, 1986-1989 Problem: Company needed individuals who would take responsibility for products and code. Solution: I developed expertise that made me a “borrowed resource” within the company. Bottom Line:  Worked on industry icons: Flight Simulator for Macintosh, Word, Windows 3.0.  Extensive experience in user interfaces, data structures, and requirements specification.

E D U C AT I O N / E XT RAC U RRI C U L AR
Harvard Business School Northwest Venture Group Univ. of Washington/Seattle Pacific University Toastmasters International Context Associated University of Illinois at Urbana-Champaign Executive Program in Brand Management, 2000 Venture Advisory Panel Member, 1997-1998 Entrepreneurial Bus. Guest Lecturer, 1996-1998 CTM Recognition, 1992 “The Pursuit of Excellence” Series, 1989 B.S. Computer Science/Mathematics, 1986

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KEY WORD S

CRM, ROI, MRD, PRD, P2P, SWOT, P&L, account management, advertising, analyst, brand management, brand strategy, business development, business intelligence, business operations, business unit management, business unit manager, business-to-business, client/server, coaching, collaboration, collateral development, communication skills, competitive analysis, consulting, consumer products, customer relationship management, customer service, database marketing, direct marketing, distribution, e-business, electronic commerce, entrepreneurial, evangelist, executive skills, financial modeling, firing, forecasting, fundraising, general manager, hiring, international marketing plan, marketing programs, marketing requirements document, marketing requirements document, multiple unit management, negotiation, P&L responsibility, packaging, presentation skills, presentation skills, pricing, product launches, product management, product marketing management, positioning, market analysis, product messaging, customer profiling, competitive intelligence, profitability, program management, project management, promotion, public relations, publicity, relationship management, re-organization, retail, self-starter, senior sales and marketing professional, software development, strategic marketing management, strategic planning, team builder, team player, team-building, technical coordination, VAR channel management, chutzpah.


				
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