Provided marketing and business strategy consulting for 3 early stage start-ups

• Built resource plan and cash flow analysis to secure additional VC funding for banking software start-up.

• Drove creation of impactful marketing collateral and customer-friendly user interfaces. 

• Developed marketing strategy to drive rapid customer and sponsor acquisition for a social networking start-up.

Orchestrated and led CEO and EVP level engagements to deliver over $100M value from each alliance

• Negotiated agreement to port key IBM software to Solaris x86 within 18 months, resulting in $300M incremental x86 server revenue.

• Extended IBM commitment to Java for 10 years and secured additional business benefits, solidifying Java standardization.

• Architected deployment and marketing of Solaris for IBM BladeCenter line as key first major OEM adoption of Solaris x86.

• Delivered joint Grid initiative with AMD driving $50M in revenue.

Recruited and led geographically-dispersed product management and product marketing teams for Sun's low-end SPARC, x86, and Telco servers, appliances, and solutions.

• Managed $3M marketing budget to build customer, press, and company recognition of Sun as a key player in the entry server market.

• Designed value pricing and flexible configuration strategy resulting in greatly improved volumes while maximizing revenue and margin.

• Contributed highest revenue per employee in the company of $4M.

• Created and led cross-divisional executive team to manage processor business decisions, resulting in improved system performance, cost savings, and enhanced roadmap and budgetary planning.

Recruited and led a marketing team to drive strategy, business planning, and competitive readiness for Sun’s midrange server organization.

• Led creation of 3-year strategic business plan used to determine key investment areas and headcount/budget allocation.

• Architected and led cross-functional, customer-centric product definition process enabling development of key competitive features, quicker customer deployment, and faster time-to-market.

• Managed competitive team to deliver quick, in-depth competitive responses and comprehensive, targeted sales tools.

Recruited and led product management and product marketing team to launch VERITAS into the end user marketplace and define and deliver VERITAS’ new solution-oriented product line

• Architected and implemented product life-cycle management structure to enable transition into end-user sales from a wholly OEM focus.

• Developed and managed 3-year product roadmap to ensure VERITAS competitive leadership.

• Initiated and drove joint marketing and engineering relationships with key ISVs and OEMs resulting in product innovations that greatly improved recovery time and database performance.

• Defined and launched Quick I/O product feature enabling databases to run on the VERITAS File System with no performance degradation.

• Improved time-to-market delivery of products by identifying bottlenecks and dependencies and by implementing parallel processing of release tasks.

• Led cross-company team to define product integration features that maximized the value of VERITAS/OpenVision merger.

Recruited and led a supplier management team responsible for $50 million/year of software procurement

• Defined and drove several multi-million dollar supplier selections and negotiations for Sun's CAD and IT projects

• Managed Oracle relationship to implement ERP system with IT and operations executives

• Achieved $20 million annual cost savings.

• Architected negotiating focus to reduce total cost-of-ownership over product lifetime.

• Drove executive-level quarterly performance benchmarking of critical accounts.

Led cross-company team to determine licensing and pricing decisions for all of Sun’s software products

• Represented the Vice President of Software Marketing on the executive pricing committee.

• Formed and led a cross-company task force which dramatically improved customer satisfaction by addressing software licensing issues.

• Acted as key manufacturing liaison for all software products resulting in greatly improved time-to-market and reduced transfer costs for products received from other business units.

• Negotiated and implemented sales of 3rd party software products through Sun.

Drove requirements for SunOS 4.1, SunOS 4.1.1, SunOS 4.1.3, and Solaris 2.0

• Created marketing materials and partnered with engineering to communicate benefits of moving to Solaris 2.0

• Determined licensing policy and pricing for SunOS/Solaris binary and source products.

• Created migration forecasts to help drive operating system support strategies for Sun hardware and software products as well as ISVs/IHVs.