Richard Leavitt

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Richard Leavitt Powered By Docstoc
					Richard Leavitt
27 Jenkins Drive, Durango, CO 81301
970-259-9117 (office), 970-385-1562 (home), em:


MARKETWIN, LLC.                   OWNER                                                1994 -
My consulting practice specializes in helping business-to-business technology companies drive sales
performance by validating its product offerings and business plans with potential customers, partners and
investors. I then synthesize these discoveries into materials that assist my clients secure funding, execute
product launch tasks, and plan and implement integrated sales and marketing campaigns (

INSIGHTFUL CORP (NASDAQ:IFUL) VP PRODUCT MANAGEMENT                                  2001 – 2003
Joined as Sr. Director of Product Management responsible for definition and launch of Insightful Miner
1.0 and InFact™ 1.0, Insightful’s data mining workbench and natural-language search application.
Promoted seven months later to VP. Defined and executed overall product, marketing and sales support
strategies that added larger deal sizes to this 15 year-old vendor of statistics tools for custom business
intelligence and predictive modeling applications. Primary target markets were Biotech/Pharmaceutical
(Bioinformatics, Genomics, Drug Development, and Post-approval Marketing) and Financial Services
(Portfolio Construction / Optimization / Pricing and Quantitative Risk Management).

MARKETSCAPE, INC. (MOBILIZE, INC.) CO-FOUNDER                                     1996 - 2000
Helped transition company from a provider of portable web site technologies to an early leader in selling
mobile enterprise applications to F1000 hi-tech, financial services, manufacturing and healthcare
companies. As co-founder and Board member, participated in overall business planning, company
operations and product strategy. Assisted CEO secure private and venture funding of over $24M.

1998 - 1999                                          VP Marketing and Business Development
Responsible for definition and launch of all products and services. Planned and executed all press and
analyst relations resulting in numerous industry and editorial awards. Supported direct sales force with
training, pre-sales support and collateral. Developed and manage all lead generation activities including
telemarketing, email/direct mail, trade show and industry events, and advertising campaigns with heavy
emphasis on Web-based interactive marketing programs.
As head of Business Development, defined all reseller programs and initiated key distribution
relationships. Managed channel conflict and compensation programs. Created third party revenue streams
by researching, segmenting and partnering with the premier Interactive Marketing Agencies in NYC and
Silicon Valley. Struck OEM agreement with Fulcrum/PCDocs/Hummingbird, a leading Content
Management company, to resell our Web/CD publishing technologies under private label.

1996 - 1998                                                            VP Sales & Marketing
Built and lead initial team of 11 sales and marketing professionals, plus outside telemarketing.
Responsible for accurate forecasting, quota achievement, closing big deals, sales rep hiring/firing,
training and motivation, commission plans, and setting territories. Helped secure early business from
industry leaders like Microsoft ($402K), Tektronix ($337K), IBM ($173K), and Kodak ($155K).
REQUISITE / RATIONAL SOFTWARE VP SALES & MARKETING                                  1995 - 1996
Founded sales force, carried quota, and developed all marketing collateral and lead generation campaigns
for start-up company specializing in Requirements Management and Life Cycle Management solutions
for F1000 IS/IT development teams. Customer voice to R&D. Built tightly integrated direct marketing
and assisted-telesales organization with minimal outside funding. Hired/trained senior sales professionals
and established a reseller channel responsible for 40% of revenue by end of tenure. Company was
acquired by Rational Software in 1996, delivering investors a 4x return.

MERANT (NASDAQ:MRNT) DIRECTOR OF SALES                                               1994 - 1995
Transitional role for vendor of Software Configuration Management solutions after Software Edge
merger. Responsible for all Problem Tracking (PVCS Tracker) sales in North America. Trained and
supported over 80 telesales and direct sales professionals. Assisted in closing big deals worth over $8M.
Featured speaker at trade shows and sales events.

SOFTWARE EDGE                     VP SALES & MARKETING                               1992 - 1994
Founded all sales and marketing efforts for first vendor of client/server-based Problem Tracking systems,
the precursor to today’s Customer Relationship Management applications. Customers were R&D, QA
and Help Desk organizations in corporate IS/IT, commercial engineering and ISVs. Bootstrapped
company from $0 to $4M in 20 months. Solicited venture financing and then sold to MERANT
(Intersolv), delivering seed investors a 12x return. Hired/managed professional telesales team. Set up
domestic and international VAR channel responsible for 20% of revenue in six months. Defined product
position that resulted in numerous industry awards. Conducted press and analyst tours. Designed all
sales collateral and metrics-driven lead generation campaigns.

HEWLETT PACKARD (AGILENT TECHNOLOGIES)                                              1989 - 1992
1991 - 1992                                Business Development Manager, Communications
Determined market opportunity for new test and measurement tools targeting communication equipment
manufacturers. Conducted extensive primary and secondary research to develop customer segmentation
models and needs analysis that identified key openings. Sponsored multi-division efforts to develop
high-speed optical test solutions. Key contributor to division’s $200M business and product planning
sessions. Recruited industry partners for new symposium program that generated over $15M in new
1990 - 1991                                                       Product Marketing Engineer
Part of team responsible for definition and launch of HP’s most profitable digital oscilloscopes. Provided
customer voice to R&D. Produced competitive analysis, pricing, forecasts, sales collateral, and sales
training. Conducted extensive customer tours in support of an aggressive sales ramp.
1989 - 1990                                                             Product Support Engineer
First-line support of field sales force, customers and service centers.

CBA COMPANY                 INSIDE SALES                                      1981 - 1984
Selling HVAC equipment to mechanical contractors. Commercial bids ranged from $20K-$2M.

1988, BSEE, University of Colorado at Boulder. Secured one of two paid undergrad position in the
Optoelectronics Computing Systems Center creating semiconductor substrates with optical properties.
1981, Assocs. in Engineering, Lakewood College, St. Paul, MN.

Mike Bosworth’s Solution Selling (3 times, twice as coach), Wilson’s Consultative Selling, Decker’s
Effective Communication and Decker’s Effective Training. HP’s Ten-Step Business Planning, Managing
Market Research, Segmentation Workshop, and Conducting Customer Visits. Performance Training’s
Creative People Management.