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IRIS L. HANNEY
P R O F E S S I O N A L E X P E R I E N C E
TechBooks February 2002 to August 2006
Falls Church, VA
President, Information Publishing Group January 2003 to August 2006
Assumed primary administrative role for every aspect of the re-named and expanded group's operations, both domestically and internationally. Directed all sales, marketing and project management processes, with responsibility for offshore data conversion production practices, as well. Also responsible for overseeing accounting and personnel functions for the group.
Sr. Vice President, Corporate Publishing Group February 2002 to January 2003
Newly created position charged with developing and growing the company’s data conversion services including SML/SGML/HTML, coding, imaging, eBook and PDF preparation, DTD development and electronic conversions.
Pacific Data Conversion Corporation January 1994 to 2001
Eugene, OR
General Manager, USA January 1998 to 2001
Pacific Data Conversion Services was acquired by SPI Technologies, Inc. in 1997. Assumed total responsibility for North American operation including sales, marketing, finance, client services and human resources. Guided entry into the XML and electronic conversion areas. Doubled sales each year while retaining previous profit margins. Individual client billings ranged to $1 million. Expanded both the sales force and client services office in support of company growth. As company officer, met regularly with SPI management in Manila to plan corporate strategies.
Vice President, Sales & Marketing January 1994 to December 1997
Responsibility for developing a worldwide sales and marketing organization to represent the company’s data conversion capabilities. Built annual sales to more than $2 million, with profit margins in excess of 40%. Highly technical sales revolved around SGML/HTML and image scanning from both microfilm and paper documents. Emphasis on long-term renewal conversion business. Converted data was targeted to CD-ROM, the Internet or in-house publishing systems.
Managed dedicated sales force as well as independent representatives, including compensation programs. Developed several liaisons with partner companies in imaging and software. Regularly interfaced with China facility as well as U.S. technical office. Organized trade shows, mailings and all marketing materials. Developed teaming relationships with data entry facilities when capacity was an issue.
Saztec International January 1987 to December 1994
Kansas City, Missouri
Regional Vice President, Electronic Information Services
Responsible for all conversion sales in text and image processing as they relate to the CD ROM community, as well as online services or internal systems installations. Marketplace consisted of publishers, government agencies, Fortune 500 corporations, libraries and other organizations requiring redistribution of information.
Developed SGML customer base. Scheduled trade shows, generated marketing materials and planned mailings. Managed regional sales force. Consistently exceeded $1.5 million in sales per year. Facilities were in the Philippines and India.
BRS Information Technologies July 1983 to December 1986
New York, New York
Director, Producer Services and Sales
Responsible for merging negotiations/sales for all BRS operating divisions with information providers (private as well as publicly available databases via the Search Service). Developed gateway services, large group on line usage and CD-ROM mastering services. Grew non-existent revenue line into $3 million business with 80% profit margin. Tripled number of available databases and diversified the product blend into multiple subject specialties.
Served as General Manager, Private Database Sales prior to promotion to director. Grew division sales volume from $450 thousand to $2 million, and increased profit margin from 12% to 60%. Tripled renewal base revenue while maintaining renewal rate of more than 90%. Formalized all contracts with corporate attorneys, and created standard contracts and payment packages and automated billing.
R. R. Bowker Company - Xerox Publishing Group January 1974 to June 1983
New York, New York
Business Director, Online Services
Developed all financial and operating aspects of new online services business sector accelerating Bowker’s entry into the online arena. Achieved annual revenues in excess of $1 million with a 60% profit ratio.
Provided online service/sales representation for users via development of descriptive manuals, users meetings and training sessions and attendance at conferences/conventions. Responsible for all contract negotiations with online vendors as well as all product design. Liaison to Xerox Corporate Strategic Investment Group, devising long range plans for new product funding through headquarters.
At various times, served as Off-Site Assignment Specialist; Senior Database Manager; Product Development Manager; Senior Database Production Manager; Assistant Editor; Editorial Coordinator. Received Xerox Presidential Award.
Consulting Experience:
Faxon Company, 1993: feasibility study for Finder project.
JA microPublishing, 1982 - 1983: database development and product definition.
Billboard Inc., 1981: EDP subscription fulfillment.
Additional Experience:
H. W. Wilson Company, 1969 - 1973: editorial assistant.
Education:
1976 - 1978 Fordham University, New York, NY, MBA with concentration in Marketing & Sales.
1974 - 1975 Hunter Graduate School, New York, NY, Postgraduate study in Business Communication. 1970 - 1973 H. H. Lehman College, Bronx, NY, BA with Honors in Public & Group Communication.
References available upon request.