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OWEN & ASSOCIATES
AREAS OF EXPERTISE
Owen & Associates works directly with senior management at client companies to
achieve desired goals of the assignment. Owen & Associates has a proven 30 year
record of developing revenue for technology businesses ranging from
entrepreneurial to $1 billion plus in size. Successes are founded upon strengths
in the following areas:
Market Development: Implementing successful product launches for innovative new technology based products and services. Deploying a proven combination of creative sales and marketing programs.
Channel Development: Consistently delivering significant levels of revenue through the development of strategic distribution and solutions partnerships with high visibility organizations.
Sales and other Deal Making: Proven hands-on successes in negotiating high-level enterprise sales contracts, strategic alliances, and content licensing agreements.
Pricing Models: Developing innovative pricing models for content to maximize profitability from repurposing of the content
Product Development: Extensive experience in developing new content products and applications for innovative technology companies
Cross-Functional Management: Extensive experience in developing and managing sales, marketing, customer care and channel strategies and teams.
PARTIAL CLIENT LIST
Deliverables for the following list of corporate and library clients have
included:
Development of content acquisition strategies
Licensing of content from major publishers
Developing channel strategies
Negotiating strategic partnerships and distribution agreements
Developing and executing on new product plans
Development of an online platform hosting model
Design of sales and marketing plans
Development of corporate strategic product and revenue plans
Designing pricing models for content to reach new markets
OCLC-NetLibrary: World’s leading provider of library content discovery and fulfillment services
Safari Books Online: Leading electronic book database provider to corporate learning market
NERAC: Leading resource for business strategists and intellectual property professionals in STM markets.
ebrary: Electronic content and technology provider serving the library and publishing markets
NCast: Rapidly growing IP based conferencing solution for business and academic markets
Access Innovations (Data Harmony): Leading provider of content management software services to libraries and corporations
Cal-Sierra Technologies: Provider of content management solutions to the healthcare market
Knovel: The major provider of electronic book content and analytics to the STM space
ZixCorp: Leading provider of secure messaging solutions to the healthcare payer and provider market
Gemstar-TV Guide (Softbook Press): A provider of appliance and electronic book and periodical content services
EC-Next: Platform and electronic content provider for publishers of research, periodical, and other mission critical content
Fabrik: Outsourced email service provider
CORPORATE MANAGEMENT EXPERIENCE
SAFARI BOOKS ONLINE
A joint venture company of O’Reilly Media and Pearson Technology Group that
publishes electronic databases containing books and other documents
Vice President, Business Development
Directed all new and existing partnership agreements with US technology learning and application companies
Responsible for partner revenue
Developed key revenue relationships with Sun Microsystems, Microsoft, Adobe, Thomson Learning, IBM, ProQuest, Jupiter Media, Government Market Procurement, Intel, and others
Developed new content packaging models for book content in learning applications to develop incremental revenue for publishers
Initiated new pricing models for book content
PRIVATE EXPRESS INC. San Mateo, CA
Startup software company offering secure messaging and document delivery
services.
Vice President, Business Development
Directed revenue generation from strategic relationships and managed top
customer accounts
Directed channel programs that resulted in 20 software and Internet distribution partners (including Conexant, Softbank, Zion Bank, Canadian Law Societies, Entrust Technologies, and IBM) revenue of $10 million.
Successfully converted company’s sales approach and pricing models from a consumer-focus to an enterprise-focus, which resulted in a 100-fold increase in the average sale.
Developed an enterprise sales and channel strategy and program for the Healthcare and Financial services sectors which resulted in 4 major sales in the first 6 months.
Personally closed enterprise sales contracts with a projected upside of $1 million after the first year.
Developed a “peer sales” incentive program that resulted in an average of 2 additional sales from each direct sale.
Assisted company in sale of the business
THE THOMSON CORPORATION, Foster City, CA
A $7 billion publishing, electronic distribution and research firm
Vice President, Business Development
Directed all partnership activities and contract negotiations
Achieved $25 million of revenue from partnerships and consistently exceeded annual expectations. Expanded company’s reach into major new vertical end user and niche markets.
Developed over 20 strategic partnerships with leading online services including Reed Elsevier, Dow Jones, Dialog, Ziff Davis, CNN, and Microsoft and elevated the company to premier status on partner services.
Pioneered subscription, per user, and multi tier pricing models for company’s business content.
Created an innovative pricing plan that enabled company to reach its new business development objective of $2 million for the year.
Developed a vertical market distribution plan and pricing for a key distributor that generated $800,000 in revenue the first two years.
ZIFF DAVIS PUBLISHING, Cleveland, OH / Foster City, CA
A $2 billion print and Internet publishing firm
Vice President, Sales & Marketing
Directed revenue generation (Sales, Marketing, Business Development) and
Customer Support.
Developed and directed sales, marketing, training, and alliance programs that
consistently achieved double-digit annual revenue growth. Maintained the number
one market share for online business periodical products for 5 years running.
Developed a merger plan that integrated sales, marketing, and customer service functions of the two companies, managed the process that exceeded revenue projections and reduced pre-merger costs by 25%.
Developed the first online joint marketing program with science and technology companies to cross sell disciplines. Resulted in a 15% increase in customers to company.
THYSSEN BORNEMISZA Cleveland, OH
A $1 billion diversified manufacturing firm
Vice President, Online Services
Directed revenue generation (Sales, Marketing, Business Development),
Customer Support, and Product Development.
Developed and managed sales, marketing, channel programs, and product creation that resulted in $14 million in online revenues and achieved the industry’s leading market share.
Developed and managed the industry’s first regional customer training program and increased number of users by 100% in 2 years. Programs honored as most effective in the industry. Achieved preeminent brand name in the researcher market.
Developed a series of customer applications newsletters that regularly achieved response rates of 10%, and generated over $500,000 in revenue. Published highest circulation training materials in the industry.
Launched an effort that created an international network of sales agents and online distribution partners. In two years, revenues increased to 25% of total company revenue.
PREDICASTS INC., Cleveland, OH
A $40 million online information and research firm
Vice President Online Services, Director of Research
Directed revenue generation (Sales, Marketing, Business Development) Customer Support, and International research
Launched the first online business database service ahead of all competition. Within eighteen months, generated $2 million in revenue and grew to $12 million in 5 years.
Authored a series of multi-client research reports covering the environment, energy, plastics, and global economics. Directed international macro economic forecasting.
Produced and directed the creation of industry market research reports