Selected engagements. Measurable results.

Product management function audit: global optical and eyewear group

An independent diagnostic of a multinational eyewear group’s product management function, commissioned directly by its senior product and marketing leadership.

• Conducted structured interviews across product management, R&D, marketing, sales and operations
• Produced a complete maturity scorecard across six dimensions, with every rating supported by evidence
• Delivered a prioritized set of recommendations, assessed by impact and effort, as the foundation for the next stage of the improvement plan

Turning around a concentrated region: EMEA test-engineering technology

As sales leadership for Europe and the Middle East at a global test-engineering technology company, we:

• Grew regional revenue by 30% during a difficult economic period
• Reduced dependence on the largest market from 80% to 25% of regional revenue by diversifying the portfolio
• Developed go-to-market strategies and won new business in energy storage, medical devices and pharmaceutical packaging

P&L ownership and rebuilding distribution across Asia

• Managed full P&L responsibility for Asia
• Rebuilt a distribution network that was overly dependent on one country, expanding its balance across Japan, South Korea, Taiwan, Thailand and China
• Transformed the management team in Japan
• Stabilized revenue from a declining product line while preparing the business for a subsequent acquisition

Merging two acquisitions into one North American sales team

• Integrated newly acquired teams in California and North Carolina into a single regional sales organization
• Defined a new sales strategy and rebuilt the team around the company’s expanded capabilities
• Aligned the strategy with marketing across the offering, product literature, SEO and LinkedIn advertising
• Grew regional revenue from $6 million to $35 million

Building a first go-to-market strategy for enterprise software

• Built the go-to-market strategy and sales process for a new enterprise software platform entering the manufacturing execution systems and business intelligence market
• Trained the worldwide sales team and worked with marketing to organize webinars and conferences
• Closed the company’s first multi-million-dollar enterprise software and integration-services agreement with a top-five global telecommunications group

Rebuilding technology leadership in trading-floor displays

As business-unit leadership for financial and enterprise markets at a global graphics-technology company, responsible for multi-display solutions used on trading floors worldwide, we:

• Took over after the product manager joined a competitor with a more advanced graphics chip, requiring a new direction rather than a chip-for-chip response
• Defined a new technology direction with a leading Wall Street bank, creating a multi-display solution built on VMware multi-OS virtualization
• Secured a partnership with VMware and presented the solution to a group of leading trading firms at a New York conference
• Won customers back and restored the business unit’s leadership in trading-floor display technology