Vice President

 

Brian Perrone 1712 Glenridge Drive, Nashville, TN 37221, 615-662-8458   SENIOR MANAGEMENT BUSINESS DEVELOPMENT AND PRODUCT STRATEGY Business Plan Development and Implementation ... Strategic Opportunity Analysis ... Product Marketing ... Product Management ... Corporate Development ... Sal es For fifteen years have been intimately involved in the design, development and i mplementation of market/business penetration programs for major international co mpanies. Efforts have covered all aspects of the product cycle from product iden tification and pricing forecasting through product launch, contract negotiations ,management. completion Successfully of major business development deals and ongoing sales and marketing positioned companies for maximum growth. Experience gained in Vice President-Sales and Business Development, Director-Sal es and Business Development, Manager and Product Manager-Electronic Commerce for Netscape, Oracle, PTS Network, Cadabra, Inc., TerraCerta and Visa International . Results have included: - Protected over $50 million of at-risk sales. - Raised $12 million venture funding for company's second round financing - Sold and managed millions of dollars in sales to over 100 key market leaders - Developed base of business yielding $250 million acquisition of company - Increased niche market revenues by $15 million; expanded acceptance of new pro duct offerings; improved quality of service to customers - Secured $500k commitments of venture investment with additional $2 million in service commitments; created business development one year strategy; initiated i mplementation - Elevated visibility of high tech products through application of multiple mark eting approaches and first hand presentations to key industry leaders Key personal strengths: Entrepreneurial capabilities * Innovative problem solver * Insightful decision-m aker Person of action * A money maker for the company * Procure major funds Excel in rapid growth situations * Direct start up ventures Bring projects from concept through implementation . EDUCATION Master of International International Management, Thunderbird Campus 1992 American Graduate School of International Management, Glendale, Arizona Master of Business Administration, Administration, Massey Graduate School of Business Belmont University, Nashville, Tennessee

1992

Bachelor of Arts, Economics 1987 University of the South, Sewanee, Tennessee

RELEVANT EXPERIENCE Endeavor Advisors Mar 2009 - Present Consultant * Co-founded Physician Assisted Lifestyle Change medical weight loss business; d eveloped business model, marketing collateral, established back office systems; manage legal and accounting day to day

 

* Consulted with venture fund performing business plan review, portfolio review and back office functions

TerraCerta, Inc. 2003-Feb 2009 Vice President, Corporate Development Brought to company by principal investors, chartered with assessing the company' s current situation and positioning the company for acquisition * Directed sales, marketing and corporate development functions including contra ct negotiations, product development, pricing/licensing, and sales cycle managem ent; closed $1.5 million in sales from company's first generation product in fir st 1 years * Managed technology code review of first generation product; analyzed findings and developed course of action for moving the company forward * Designed company's second generation technology product from white board; buil t and managed team of software developers to implement and deliver technology on tight budget and timeline * Wrote and filed patent application for company's intellectual property * Developed managed services business model including pricing, terms, delivery p rocess, marketing materials, sales documents, and contracts * Built team of 3 independent sales representatives; completed successful beta p rogram with targeted companies * Successfully positioned technology for acquisition Endeavor Advisors 2001-2003 Consultant * Assist companies with projects relating to corporate partnering, sales, pricin g strategy and market development and fund raising. Clients included Belfaro Tec hnology Group (San Diego, CA 1 years) and The Dominican Campus (Nashville, TN 7 months) PTS Network 2000 Vice President, Sales and Business Development * Joined early stage start up as part of founding team; forged strategic directi on, wrote business plan and drafted all presentation materials for strategic par tnering * Secured $500k commitment of venture investment with additional $2 million in s ervice commitments; created business development one year strategy; initiated im plementation Cadabra Inc. (acquired by Overture) 1998-2000 Director, Sales and Business Development * Reporting to the CEO, played lead role in establishing company's strategic dir ection; researched business opportunities and created company strategic plan out lining target accounts and business direction; built sales and business developm ent function from ground up * Raised $12 million for company's second round financing * Managed launch of company software and infrastructure services through press a nd trade show activities * Created all sales documents for conducting business including proposals, marke ting collateral, contracts, training documentation and sales tools; directly sol d and managed sales of company's electronic commerce infrastructure services to over 100 businesses; deals ranged from $thousands to $millions * Built group of three direct reports in sales, sales operations and business de velopment with group growth plan to 15 employees * Successfully positioned company for acquisition by Overture for $250 million v aluation

 

Oracle Corporation 1998 Product Manager, Electronic Commerce: Sun Products Division * Evangelized Oracle electronic commerce products on Sun platform to Oracle and Sun senior sales staff; managed Division relationship with Verifone and ensured successful port and launch of Verifone cartridge in Oracle commerce products * Elevated visibility of Oracle electronic commerce products on Sun platform by organizing and hosting "Oracle on Sun: Electronic Commerce" forum; forum was att ended by senior representatives of Oracle and Sun sales and marketing staff   Netscape Communications Corporation 1996-1998 Manager, Electronic Commerce Products and Programs * Managed day to day operations of Netscape Store including marketing, merchandi sing, customer service and site quality assurance; managed dotted line responsib ilities for web site design and layout for maximizing online product merchandisi ng * Developed and launched online commerce products for Netscape Netcenter; manage d process through manufacturing, engineering, corporate communications, marketin g, operations and other departments; forecasted product revenue and implemented marketing campaigns to achieve revenue targets * Created and implemented promotional opportunities for increasing Netscape Stor e sales including price reductions, product bundling and co-marketing activities Manager, Pricing and Forecasting * Managed establishment, communication and implementation of all aspects of Nets cape enterprise software pricing including product price changes, channel margin s, volume discounts, promotional pricing and competitive bidding; acted as prima ry contact throughout company for pricing information, strategy and direction; w orked with sales force to close major enterprise deals * Protected $50 million worth of enterprise software sales * Designed and maintained detailed revenue forecast model for establishing compa ny revenue targets and expense planning; analyzed sales cycles and identified re venue opportunities * Managed Marketing Department's role in major revision of product licensing pro gram; assisted in establishment of program structure and operations; drove adopt ion of license pricing through all channels Netscape Communications Corp., Visa International, other clients (on contract) Consultant 1994-1996 * Created database system used to generate all pricing of Netscape's products; b uilt revenue forecasting model; initiated processes to improve coordination of p ricing information and forecast model inputs (4 months) * Analyzed and documented profit structure of credit card transactions; delivere d 40 page report and presented project recommendations to Visa senior management (7 months) * Performed market research and industry analyses for clients in apparel and bev erage industries; identified international opportunities; targeted potential cus tomers and initiated relationships on behalf of clients (10 months)   Visa International, Foster City, CA 1993-1994 Market Development Manager * Managed international market development programs - designed systems to track programs' performance; managed market research projects; promoted programs throu gh customer presentations and marketing materials * Increased airline revenues by $15 million; expanded acceptance of Auto Rental Insurance product; improved quality of service to Visa customers * Drafted Department's market development strategy by conducting financial and m arket segment analyses of 15 countries and 10 market segments