| Portfolio |
Portfolio
 | Partner Program Development | |
| Program Development |
 | Distribution Marketing | |
| DMR | |
| OEM | |
| Office Products | |
| Retail | |
| VARs |
| Product Marketing Management | |
Partner Program Development
Company: Juniper Networks
Results:
Company: Cisco Systems
Results:
Results:
Distribution Marketing
Company: Linksys, a Division of Cisco Systems
Results:
Company: Cisco Systems
Results:
Company: Kensington
Results:
DMR
Company: Cisco Systems
Results:
Company: Kensington
Results:
OEM
Company: National Semiconductor
Results:
Company: Optimem
Results:
Office Products
Company: Victor Technologies
Results:
Company: VeloBlind
Results:
Retail
Company: Kensington
Results:
Company: Victor Technologies
Results:
VAR
Company: Cisco Systems
Results:
Company: Linksys, a Division of Cisco Systems
Results:
Product Marketing Management
Company: National Semiconductor
Results:
Company: Optimem
Results:
Company: Juniper Networks
Results:
| Launched J-Partner Program in US, Canada and LATAM increasing the | |
| number of active revenue generating partners by 55% year/year, increasing average revenue/active partner by 49% year/year and the number of people selling Juniper by 85% year/year. | ||
| Awarded VAR Business 5 Star Award 2005, 2006, 2007, VAR Business | |
| Government VAR 5 Star Award 2006, 2007 & scored #2 in ARC Award for a brand new program. Awarded Gartner Best Government Channel Program 2005. Awarded Ingram Micro Best New Vendor of the Year 2005 and Ingram Award of Excellence, Security | ||
| Developed and launched Education, ERATE, Federal, J-Partner programs. | |
| Launched tools and resources including NFR and ET NFR Programs, MDF | |
| Online, Online Ad Agency, Blue Roads, Opportunity Builder, Trade In Program, virtual training lab, J-Plan Training, J-Briefs and Quick Guides. |
Company: Cisco Systems
Results:
| Revamped Cisco’s original Partner Program to help partners create a | |
| sustainable, profitable business model including focus on value-added services, enhancing technology-specific expertise, providing a balanced approach to technical staffing and improving customer satisfaction. | ||
| Designed guidelines for Premier, Silver and Gold based channel partner's | |
| ability to fulfill a minimum set of requirements: core requirements (personnel, support infrastructure and customer satisfaction); specialization requirements, and extra credit requirements. | ||
| Introduce specializations to encourage partners to focus their expertise | |
| around a specific technology and have the expertise to plan, design, implement and support that technology. | ||
| Introduced customer satisfaction measurement enabling channel partners to | |
| improve customer satisfaction and break away from the competition. | ||
| Launched web-based partner tools including MDF, collateral builder, Partner | |
| eLearning Center, Cisco Technology Migration, online partner application and theme promotions. |
Results:
| Launched worldwide VAR program resulting in over 2,800 qualified VARs | |
| invited to participate in program within first 90 days after launch. |
Distribution Marketing
Company: Linksys, a Division of Cisco Systems
Results:
| Reduced distribution marketing spending in US by over ~50% savings by | |
| rationalizing Linksys programs with existing Cisco programs | ||
| Launched Linksys to European Cisco Distribution partners in support of | |
| quarter over quarter revenue doubling |
Company: Cisco Systems
Results:
| Established and drove distribution marketing strategies that grew Cisco | |
| market share to #1 across all three distributors while spending less than 50% of competition | ||
| Developed programs that encouraged tight interaction between Cisco’s field | |
| and inside Channel Marketing Managers and distribution’s account managers | ||
| Drove service promotions resulting in upwards of 20% attach rate |
Company: Kensington
Results:
| Improved Kensington’s inventory turns with joint distribution/retail inventory | |
| management program and improved effectiveness of promotional vehicles by analyzing sell through vs. co-op investment. |
DMR
Company: Cisco Systems
Results:
| Drove marketing strategies including ad plans, programs, promotions and | |
| spiffs at DMRS that resulted in market share of 65%+ desktop switching; 68% wireless; 67% SMB routers; and 66% PIX firewalls. | ||
| Designed and delivered effective product and cross product sales training. |
Company: Kensington
Results:
| Implemented contests and spiffs that grew Kensington’s revenue by 30% | |
| Improved profitability by re-negotiating and eliminating royalty agreements | |
| and implementing cradle-to-grave product life cycle planning. |
OEM
Company: National Semiconductor
Results:
| Designed business opportunity and profit analysis model for OEM and private | |
| label networking segments for National Semiconductor’s InfoMover brand | ||
| Developed pre- and post-sales support for OEM and SI channels. | |
| Aligned InfoMover’s channel discounts according to competitive positioning, | |
| volume purchases and value-add contribution. |
Company: Optimem
Results:
| Developed Optimem’s channel support programs including manufacturer’s | |
| rep program and third party service maintenance program. |
Office Products
Company: Victor Technologies
Results:
| Tripled Victor’s personal computer and calculator business. | |
| Gained retail sell through against Victor’s well known brand name | |
| competitors. | ||
| Introduced professional calculator line resulting in $4M incremental revenue. | |
| Generated $1.5M in revenue for Victor through emerging distribution | |
| channels. |
Company: VeloBlind
Results:
| Launched high volume binding systems with new channel of office product | |
| superstores | ||
| Established a successful telemarketing program for VeloBind to support | |
| second tier partners | ||
| Redesigned VeloBind’s product cost methodology to more clearly reflect true | |
| cost of goods including fixed and variable costs. |
Retail
Company: Kensington
Results:
| Increased revenue by 30% with effective matching of products to reseller’s | |
| customer base, and growth oriented promotions and improved partner profitability. | ||
| Established fundamental business drivers by channel segment as the | |
| foundation for all channel programs and product strategies. | ||
| Optimized investment spending between demand creation, mindshare | |
| activities and profit requirements. |
Company: Victor Technologies
Results:
| Tripled sales for Victor’s PC’s, one of the first PC’s to be sold on home | |
| shopping channels. |
VAR
Company: Cisco Systems
Results:
| Managed 15 themed promotions targeting sales and SE’s of 2-tier resellers | |
| to drive ROI of $21/$1 | ||
| Developed programs, channel incentives, ad campaigns and promotions to | |
| increase switching revenues | ||
| Launched programs including Education, ERATE, Federal, NFR, Public | |
| Sector, CPQRG, etc. |
Company: Linksys, a Division of Cisco Systems
Results:
| Launched Linksys to Cisco Trade In Program to provide upsell future | |
| opportunities for partners | ||
| Web-based application with online approvals by Linksys country manager | |
| Established formal partner training content and delivery mechanism | |
| Developed multi-lingual Partner Portal | |
| Established multi-lingual support centers around the world |
Product Marketing Management
Company: National Semiconductor
Results:
| Managed National’s Fast Ethernet silicon business to over $100 million in | |
| Americas. | ||
| Established volume price structure. | |
| Developed customer-driven product definition for integrated single chip | |
| solution. | ||
| Established forecasting and allocation strategy to ensure customer | |
| satisfaction. |
Company: Optimem
Results:
| Introduced Optimem’s complete family of 5.25” erasable and WORM optical | |
| disk drives. |
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