Richard Leavitt 27 Jenkins Drive, Durango, CO 81301 970-259-9117 (office), 970-385-1562 (home), em: email@example.com WORK EXPERIENCE 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 ( www.market- win.com). 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 revenues. 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. EDUCATION 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. RELEVANT TRAINING 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.