Managed the operations for a pre-revenue software startup. Deliverables included the validation, endorsement, and qualification from several Canadian and US prospective customers in the telecommunications and government sectors; a California software vendor OEM license prospect; and a letter of intent to engage in a cooperative development agreement with NRC.
Worked as the acting vice president of marketing and business development for a startup mobile application software vendor. Projects included a cost-effective redesign of company web presence; development of sales presentations, product data sheets, media lists, and press releases, assistance with designing the sales process and selected direct sales activities.
Provided executive coaching and direct assistance with the development and implementation of a partnering strategy for a startup mobile application software vendor. The strategy was validated within one month, a crucial development partnership secured with two months and a channel partnership launched within six months.
Worked with the product management and development teams of an Ottawa software company, developed the business case and managed negotiations that resulted in a rare joint development and marketing agreement from a Fortune 50 enterprise software vendor.
Managed and facilitated a large cross-functional team to develop and prioritize product requirements for an innovative new enterprise software application. Before this product, the company had no prior experience architecting and delivering enterprise applications. The application has since become the dominant platform for the company’s business.
Defined the functional requirements for an enterprise software application to be operated as a hosted service. The design automated service level measurement, reporting, and alerting and successfully navigated significant constraints involving both fixed and variable operating costs.
Worked with the co-founders of a startup, led the development of product strategy, product roadmap, and product requirements. Secured product and requirements validation from prospective customers.
Assisted the sales team of an enterprise software company with the bid strategy and content of a successful $8 million competitive proposal response. Secured the exclusive support of influential third party vendors; uncovered valuable competitive intelligence that strengthened our proposal; and authored key portions of the proposal, including the executive summary.
Developed a financial model that analyzed the total cost of ownership (TCO), payback, and return on investment (ROI) for different deployment scenarios of a software product.
Led the research, analysis, and pre-qualification of prospective OEM licensees for a leading publicly traded business process management (BPM) software vendor. Over 180 software vendors were analyzed and vetted to a short list of 25 firms that were profiled and directly engaged, resulting in 6 qualified prospects.
