Professional Experience
Independent Consultant
Dec2005 – present
Worked on consulting assignments for electronic publishers in projects focused on new product development and acquisitions.
Vice President, Business Development
Thomson Scientific & Healthcare
Jul 2000 – May 2005
Developed acquisition strategy and pipeline for each strategic business unit within Thomson Scientific (TS) (Pharma, Academic, & Corporate) targeting opportunity gaps in technology, content, and new markets while mapping competitive landscape in each segment. Managed acquisition process and identified key acquisitions including; Wila Verlag, Delphion, Techstreet, BIOSIS, Newport Strategies, IHI, and ASHP that added over $200 million in 2005 revenue for TS. Developed business case for each acquisition, managed due diligence teams, negotiated contractual terms, and developed integration plans to add businesses to Thomson Scientific and achieve projected revenue and cost synergies. Worked closely with business units on new product development initiatives including buy vs. build opportunities.
President & CEO
Books24x7.com
1997 – Apr 2000
Joined Modern Age Boooks, an e-book publishing firm providing services to major computer OEM companies. Repositioned the company leveraging core technologies and publisher relationships to build Books24x7.com as a subscription based information service for IT professionals. Signed 15 major computer trade book publishers who licensed their front list titles to Books24x7 including Sybex, Macmillan, Osborne, McGraw-Hill, O’Reilly & Associates, Wiley, and others. Developed strategic partnerships with ZDU, Stream, and other distribution channels to leverage the Books24x7 service in OEM deals and as an Application Service Provider (ASP) securing over $3.0 million in royalties. Raised over $4.0 million in VC funding during the transition from Modern Age Books to Books24x7 while building a paying subscriber base of over 15,000 users through direct sales, OEM partnerships, and resellers.
Executive Vice President, Sales
Pro CD, Inc.
1994 – 1997
Directed sales team of 7 people that opened key retail accounts including CompUSA, Office Max, Office Depot, BJs, Costco, Egghead, and Best Buy expanding store fronts to over 5,000 for the US and Canadian telephone directory products. Repositioned products to develop subscription revenue opportunities through a corporate sales team for data licensing to major Internet providers (AOL, InfoSpace) and direct sales to the corporate market. Managed all sales activities achieving revenue growth from $2.5 million in 1993 to $8.5 million in 1994 and $21.5 million in 1995 while exceeding revenue forecast each year. Managed call center of 23 people that generated $2.6 million in 1995 sales and $5.0 million in 1996.
SilverPlatter Information, Inc.
1991 – 1994
Senior Vice President, Strategic Alliances
Managed the acquisition of Compact Cambridge, a competitor and integrated their business into SilverPlatter. This included 16 new CD-ROM titles, 100 distributors, and 1,700 customers. Lead rights acquisition department and expanded the product catalog to over 200 databases.
Vice President, Development
Managed software engineering staff of 18 engineers in three offices for DOS, MAC, UNIX, NEC (Japan), and Windows platforms. Implemented development standards for project management and successfully completed the port of search engine and retrieval software to layered (client/server) architecture while delivering the project on schedule.
Manager of CD-ROM Publishing
University Microfilms International
1990 – 1991
Launched ProQuest family of CD-ROM products and exceeded revenue targets by 20%. Managed CD-ROM Technical Support Department, negotiated field service contract for installation, repair, and support of ProQuest workstations and purchased for over $3 million in computer hardware.
SilverPlatter Information, Inc.
1985 – 1990
Director of Special Projects
Product Manager for the launch of MultiPlatter, a networking solution to expand CD-ROM usage for library customers. Managed hardware and software purchases, software development, sales and marketing for the MultiPlatter product line that generated over $2.0 million in the first year of sales.
Sales Manager
Secured publishing rights for initial CD-ROM titles with major publishers to launch SilverPlatter service developing a catalog of over 50 titles for and expanding global customer base that included every major US academic library. Developed and implemented sales and marketing strategies in the US and negotiated international distribution agreements with local agents that created a global reseller network of over 50 companies in all major markets.
Account Manager
BKW, Inc.
1985
Sold custom in-house banking system to small and medium sized banks on Wang VS computer and managed conversions, installation, and customization.
Consultant
Bremer Associates
1984
Consulted for large IBM shops in greater Boston. Managed strategic systems planning project for a steel service center, which produced $750,000 in revenue.
Account Manager
Burroughs Corporation
1981 – 1983
Sold computer hardware and software to New England banks. Managed 75 banking customers for the sales and support of Burroughs products including ATMs, teller machines, proof and transit equipment, mini-computer, mainframes, and application software.
Education
Babson College, 1981. MBA, Finance and Marketing
University of Massachusetts, 1975. BA, American History
Other
Frequent speaker at industry conferences including: SPA, NIST, American Association of Publishers, American Library Association, BookExpo, Information Industry Association, Microsoft CD-ROM, CD-EXPO, Special Libraries Association, ASIDIC, NFAIS, Computers in Libraries, and International Online.
1985 – 1990
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