Friday, December 05, 2003
TOM CLARK
Palo Alto, CA
650-799-0913
tomclark415@yahoo.com
SUMMARY
8+ years experience in enterprise software product marketing, product management and business development - CRM, ERP, and Business Intelligence segments. Business Performance Management (BPM) expertise with finance background (CPA) and 4-years experience with Big-5 professional services firm (audit and management consulting).
QUALIFICATIONS
Product Management: Experienced in managing enterprise software products throughout their lifecycle, from strategy/planning to beta to general release, researching market requirements, writing MRD/FSD, and managing distributed/cross-functional teams and development partners.
Product Marketing: Experienced in strategic market planning, product launches, product positioning & differentiation, customer-centric messaging, competitive analysis, press and analyst interaction, creation of white papers, presentations, marketing collateral, and working with marcom to define lead generation programs.
Business Development / Alliances: Experienced in defining and launching partner alliance programs from the ground up, recruiting & managing partner relationships (business and technical), driving & measuring partner performance, negotiating partner agreements (OEM, product integration, joint-selling/co-marketing), managing sales pipeline of partner-influenced deals.
Sales Enablement: Experienced in working with worldwide sales teams and channel organizations, integrating marketing messages with solution selling methodologies, delivering sales training & customized sales tools, competitive analysis and tactics, leveraging internet technologies to assist sales and shorten sales cycle.
Public Speaking / Evangelism: Experienced public speaker, presenter at large and small venues, including user and industry conferences. Strong presence and articulate product/company evangelist, confident with CxO executives, media, analysts, customers, prospects and partners.
PROFESSIONAL EXPERIENCE
Consultant Palo Alto, CA (2001-2003)Business Performance Management - Launching information portal focused on the BPM market Corporate Intelligence - Developed web framework for competitive intelligence and KM leveraging open source tools. Nanopublishing - Developed web publishing effort focused on aggregating, filtering and analyzing information, news and media content for the enterprise software industry.
E.piphany / Octane Software (acquired by E.piphany) San Mateo, CA (1999-2001)
Director, Technology Alliances (E.piphany), Director, Product Marketing (Octane)Recruited, hired, and managed product marketing and business development staff. Developed customer-specific market messages and positioning for web-based multi-channel customer contact center. Conducted in-depth market research and competitive analysis to support product launch and sales activities. Drove successful product rollout at worldwide sales meeting, delivering product collateral, product presentations, and competitive briefings. Prepared and delivered technology, product and company presentations to prospects, partners, tradeshows and seminars. Identified and secured business development initiatives, including joint-marketing & selling partnerships with industry-leading platform and technology partners (Sun, EMC, Cisco). Developed and fostered partnerships with independent software vendors in complimentary market segments. Managed partner-influenced deal-flow and associated sales pipeline.
Mineshare (acquired by Digital Impact) Santa Monica, CA (1999)
Director, Product Marketing
Assisted this data warehousing/business intelligence start-up with product marketing, strategy, and alliances.Managed team of product managers responsible for defining product strategy, including: business intelligence, enterprise reporting, information portal and data warehousing tools. Created and executed product marketing and launch plans for the Enterprise Information Portal and Business Intelligence Suite. Prepared marketing collateral, whitepapers and press releases; developed product demonstrations, conducted sales force training and competitive analysis/product positioning. Assisted in development of lead generation programs through tele-marketing, direct mail, seminars, webinars. Conducted press and analyst briefings.
Platinum Software (now Epicor) / FRx Software (acquired by Platinum) Irvine, CA & Denver, CO (1993-1999)
Senior Product Manager/Senior Manager - Strategic Alliances/Product Manager/Senior Consultant
Platinum (now Epicor):
Defined product plans (MRD/FSD) and market strategy for delivering data warehousing, enterprise business intelligence tools, and integrated analytical applications across Platinum's ERP product suite (http://e.epicor.com/e/eintelligence). Responsible for product management/marketing in the areas of information access, data navigation, financial reporting, operational reporting, budgeting/forecasting/planning, data alerts and analytical (OLAP) applications. Defined development plans and managed product development lifecycles for internally developed and external (OEM) products and technologies - Financial Reporting, Budgeting, OLAP, and Procurement. Evangelized product vision and strategy to internal and external audiences. Developed product collateral, product briefs, case studies, sales tools, whitepapers, presentations RFI/RFP response templates, and competitive analysis. Developed and launched solution provider (alliance) program from ground-up http://www.epicor.com/www/Company/Alliance/spp.htm Assisted in negotiating agreements and managing complex business relationships with multiple OEM software suppliers, including: FRx (Financial Reporting), Applix (OLAP), OmniVista (Budgeting and Planning), Paramount Technologies (Procurement). Evaluated and single handedly recruited 50+ software partners to join partner program within 6-months following program launch. Partners included suppliers of: human resources software, project management, requisitions, point of sale, field service/dispatch, sales/use tax, workflow, EDI, document management/imaging and OLAP. Worked with worldwide sales force to leverage alliance partners in mutual six-figure deals.
FRx (now Microsoft Business Solutions):
Wrote market requirements documents (MRD) for new product releases. Implemented industry-standard FRx financial reporting applications at client sites, including general ledger chart of accounts design and integration with financial consolidation packages from Hyperion. Clients included: Coors Brewery, Haliburton, and First Data Corp. Conducted end-user training, tech support, QA, ran beta test programs, and wrote documentation.
Financial Systems Consulting Group Denver, CO (1991-1993)
Founded consulting practice focused on the design and implementation of financial software applications. Implemented Great Plains, Platinum Software and MAS 90 general ledger and accounting applications. Created custom database and spreadsheet analytical applications for analyzing and reporting financial information. Clients included: Costco, Quark Software and Marvin Davis Realty Partners.
Aetna Life & Casualty (Health Benefits Division) Walnut Creek, CA (1990-1991)
Senior Financial Systems Analyst
Implemented Comshare EIS and financial consolidations application. Worked on plans to decentralize Aetna's financial systems.
KPMG / KPMG ExIS Los Angeles and Palo Alto, CA (1986-1990)
Senior Consultant (Consulting Practice) & Supervising Senior (Audit Practice)
Responsible for financial audits of companies in the financial services (banking), manufacturing and retail industries. Transferred to management consulting practice (Palo Alto - Rod McGeary) and worked on nationwide project rolling out local area networks and office automation tools for Fortune 500 client.
EDUCATION & PROFESSIONAL DEVELOPMENT
Geoffrey Moore's Chasm Group - Professional Development Pragmatic Marketing - Professional Development Certified Public Accountant (C.P.A.) - California University of California - Santa Barbara, BA Business Economics
PROFESSIONAL AFFILIATIONS
Software Development Forum (SDForum) Silicon Valley Association of Start-up Entrepreneurs (SVASE) Software Product Marketing eGroup (SPM) Silicon Valley Product Management Association (SVPMA)
Palo Alto, CA
650-799-0913
tomclark415@yahoo.com
SUMMARY
8+ years experience in enterprise software product marketing, product management and business development - CRM, ERP, and Business Intelligence segments. Business Performance Management (BPM) expertise with finance background (CPA) and 4-years experience with Big-5 professional services firm (audit and management consulting).
QUALIFICATIONS
Product Management: Experienced in managing enterprise software products throughout their lifecycle, from strategy/planning to beta to general release, researching market requirements, writing MRD/FSD, and managing distributed/cross-functional teams and development partners.
Product Marketing: Experienced in strategic market planning, product launches, product positioning & differentiation, customer-centric messaging, competitive analysis, press and analyst interaction, creation of white papers, presentations, marketing collateral, and working with marcom to define lead generation programs.
Business Development / Alliances: Experienced in defining and launching partner alliance programs from the ground up, recruiting & managing partner relationships (business and technical), driving & measuring partner performance, negotiating partner agreements (OEM, product integration, joint-selling/co-marketing), managing sales pipeline of partner-influenced deals.
Sales Enablement: Experienced in working with worldwide sales teams and channel organizations, integrating marketing messages with solution selling methodologies, delivering sales training & customized sales tools, competitive analysis and tactics, leveraging internet technologies to assist sales and shorten sales cycle.
Public Speaking / Evangelism: Experienced public speaker, presenter at large and small venues, including user and industry conferences. Strong presence and articulate product/company evangelist, confident with CxO executives, media, analysts, customers, prospects and partners.
PROFESSIONAL EXPERIENCE
Consultant Palo Alto, CA (2001-2003)
E.piphany / Octane Software (acquired by E.piphany) San Mateo, CA (1999-2001)
Director, Technology Alliances (E.piphany), Director, Product Marketing (Octane)
Mineshare (acquired by Digital Impact) Santa Monica, CA (1999)
Director, Product Marketing
Assisted this data warehousing/business intelligence start-up with product marketing, strategy, and alliances.
Platinum Software (now Epicor) / FRx Software (acquired by Platinum) Irvine, CA & Denver, CO (1993-1999)
Senior Product Manager/Senior Manager - Strategic Alliances/Product Manager/Senior Consultant
Platinum (now Epicor):
FRx (now Microsoft Business Solutions):
Financial Systems Consulting Group Denver, CO (1991-1993)
Founded consulting practice focused on the design and implementation of financial software applications. Implemented Great Plains, Platinum Software and MAS 90 general ledger and accounting applications. Created custom database and spreadsheet analytical applications for analyzing and reporting financial information. Clients included: Costco, Quark Software and Marvin Davis Realty Partners.
Aetna Life & Casualty (Health Benefits Division) Walnut Creek, CA (1990-1991)
Senior Financial Systems Analyst
Implemented Comshare EIS and financial consolidations application. Worked on plans to decentralize Aetna's financial systems.
KPMG / KPMG ExIS Los Angeles and Palo Alto, CA (1986-1990)
Senior Consultant (Consulting Practice) & Supervising Senior (Audit Practice)
Responsible for financial audits of companies in the financial services (banking), manufacturing and retail industries. Transferred to management consulting practice (Palo Alto - Rod McGeary) and worked on nationwide project rolling out local area networks and office automation tools for Fortune 500 client.
EDUCATION & PROFESSIONAL DEVELOPMENT
PROFESSIONAL AFFILIATIONS
