Overview:
Roundtable discussions are meant to be an open exchange of information between peers. The discussions literally take place around a table, typically with 10 to 12 people. The facilitator’s role is to maximize participation and ensure that discussion is kept on topic. This is not meant to be a monologue or a presentation, but an open discussion. It must not be a sales or marketing presentation. The facilitator should initiate the discussion with a brief introduction to the topic. This introduction may include a small write-up (1 page or less). The facilitator should then ask the participants if they have any questions or if they would like to discuss their own experiences with how the topic applies to them and why.
Up to two roundtables take place concurrently before a SPIN meeting. The “Needs and Leads” roundtable is an ad hoc discussion session meant for networking about issues and seeking opinions regarding problems participants share. A designated facilitator for this roundtable is not required, but the roundtable chair or someone to ensure the discussions flow smoothly could be a benefit. The other roundtable discussion is on a planned topic led by a facilitator and announced in the monthly SPIN meeting invitation. Both roundtable formats are excellent forums for developing new professional contacts.
Basic Guidelines for Roundtables:
Please try to begin between 6:10 and 6:15 P.M. The scope must be limited to what can be discussed in 45-50 minutes.
The facilitator does not need to be a “subject matter expert”.
It’s a good idea to ask participants to introduce themselves at the beginning. (People may trickle in after the start time; encourage them to join the discussion.)
Some facilitators begin with a short presentation. Others work from an outline or run an interactive exercise.
Many facilitators bring a few hand-outs of reference material for the participants.
Encourage participants to ask questions and to share their own experiences.
Capture the ideas discussed (a flip chart is provided). The facilitator can assign someone at the roundtable to take notes capturing the main ideas discussed. Facilitators are requested to provide a written synopsis of 250 words or less for within the week following the roundtable for publication in the SPIN Newsletter. For examples see http://www.boston-spin.org/newsletter.html
Participants are asked to complete evaluation forms at the end of the discussion.
Please wrap up the roundtable a little before 7 P.M. to allow participants to get settled for the main meeting.
Facilitator guidelines:
1. Bring ideas to the roundtable to start the discussion/brainstorming.
2. Encourage everyone to speak - everyone has a right to speak, not just the vocal people.
3. Allow participants time to think before they participate.
4. Focus the discussion on the topic:
Draw ideas out: "Is this what you mean?"
Help people continue the current specific discussion, not sidebar discussions.
Build on ideas brought forward if possible.
5. Pay attention to the person speaking.
6. Control the discussion so that unrelated topics are not introduced during the Roundtable; provide a time for a later discussion on the subject if the party so wishes.
Participant guidelines:
1. Present your own ideas on the subject.
2. Speak up so everyone can hear.
3. Be open to the ideas of others.
4. Active participation enhances learning opportunities for everyone.
5. Make comments specific, real, focused.
6. Comments or ideas will not be attributed to a specific person when notes are written up.
7. You have the option to pass.
Consensus guidelines:
Consensus is something you can live with, not necessarily something you like.
Thumbs up: I agree
Thumbs sideways: I can live with it
Thumbs down: I cannot live with it. Obliges person to discuss what they can't live with.
Facilitation books you may enjoy:
Sam Kaner et al, Facilitator's Guide to Participatory Decision-Making, New Society Publishers, Gabriola Island, BC, Canada, 1996.
Stanfield, Brian R., ed., The Art of Focused Conversation, 100 Ways to Access Group Wisdom in the Workplace, New Society Publishers, Gabriola Island, BC, Canada, 2000.
Online resources:
http://www.serviceleader.org/vv/vhosts.html
http://www.extension.umn.edu/distribution/citizenship/DH7437.html
Additional information for roundtable facilitators:
In case the roundtable chairperson isn’t there when you arrive, the SPIN reception area is just beyond the security desk. We usually have name tags out for attendees. The roundtables will be set up in the main meeting area. They will be to the left as you walk in. Flip charts will be labeled for each roundtable discussion. The MITRE liaison should be available to help you get situated. The MITRE Liaison is Sam Cardman.
Tuesday, September 13, 2011
Thursday, January 6, 2011
Embedded Engineering
David Beberman
800 Main St. Ste. 212
Holden, MA. 01520
(508) 510 1155
dbeberman@gmail.com
www.linkedin.com/in/davidbeberman
Summary
25 years professional software engineering and engineering management, software research and design, and systems engineering experience. Experienced leading new product definition and generating engineering design specifications to match marketing requirements. Knowledgeable in embedded and real-time systems design and development. Hardware, software and electrical engineering background.
Areas of Expertise
Software and systems engineering
Embedded, real-time Java
Embedded real-time operating systems and device drivers
Firmware, bootcode and board-level diagnostics
Network protocol design and development
Numerical methods and algorithms
Digital Signal Processing algorithms
Skills
Programming and Scripting Languages
Java
C
C++
C#
Python
Bash
TCL
Makefiles
many others
Operating Systems
Linux
Windows
WRS VxWorks
Lynuxworks LynxOS
Android
Development Tools
Eclipse (Workbench, Luminosity, etc.)
Static Analysis Tools
Build Servers (Hudson)
GNU Compiler Chain
Source Code Control (SVN, CVS, GIT, ClearCase, VSS etc.)
Make (gmake, gbuild, ANT, etc.)
Hardware Diagnostics Tools
JTAG
BDM
Logic Analyzers
Network Protocol Analyzers
Customers, Contracts and Work History
Raytheon Company
Lockheed Martin Corp.
Irobot
Lynuxworks
Windriver Systems
Microcom
Racal Datacomm
Intel
Digital Equipment Corp.
Data General Corp.
Wang Laboratories
Education
Tufts University B.S.E.E. with Computer Engineering
Industry training and certification courses
Wind River Systems VxWorks Developer
Integrated Systems pSOS Systems Design and Programmer
Lynuxworks LynxOS Developer
GO Corporation PenPoint Application Developer
DG/UX Unix Systems Programmer
WANG VSOS Internals and Assembly Language
Seminars & Speaking Engagements
“Static Analysis for Safety Critical Applications”, Real-time Embedded Computing Conference, multiple locations, 2010
“Static Analysis Of Linux Kernel & Device Drivers”, Real-time Embedded Computing Conference, multiple locations, 2008 - 2009
"Migrating Legacy Applications to Java", Systems & Software Technology Conference, Las Vegas, NV 2008
"Embedded Java & Anti-Tamper", Edge Lab, General Dynamics, Scottsdale, AZ 2008
"Embedded Real-time Linux Internals", Real-time Embedded Computing Conference, multiple locations, 2005-2007
"Carrier-Sense Multiple Access with Collision Detection for 802.11 Wireless LAN", Institute of Electrical and Electronics Engineers, 2003
800 Main St. Ste. 212
Holden, MA. 01520
(508) 510 1155
dbeberman@gmail.com
www.linkedin.com/in/davidbeberman
Summary
25 years professional software engineering and engineering management, software research and design, and systems engineering experience. Experienced leading new product definition and generating engineering design specifications to match marketing requirements. Knowledgeable in embedded and real-time systems design and development. Hardware, software and electrical engineering background.
Areas of Expertise
Software and systems engineering
Embedded, real-time Java
Embedded real-time operating systems and device drivers
Firmware, bootcode and board-level diagnostics
Network protocol design and development
Numerical methods and algorithms
Digital Signal Processing algorithms
Skills
Programming and Scripting Languages
Java
C
C++
C#
Python
Bash
TCL
Makefiles
many others
Operating Systems
Linux
Windows
WRS VxWorks
Lynuxworks LynxOS
Android
Development Tools
Eclipse (Workbench, Luminosity, etc.)
Static Analysis Tools
Build Servers (Hudson)
GNU Compiler Chain
Source Code Control (SVN, CVS, GIT, ClearCase, VSS etc.)
Make (gmake, gbuild, ANT, etc.)
Hardware Diagnostics Tools
JTAG
BDM
Logic Analyzers
Network Protocol Analyzers
Customers, Contracts and Work History
Raytheon Company
Lockheed Martin Corp.
Irobot
Lynuxworks
Windriver Systems
Microcom
Racal Datacomm
Intel
Digital Equipment Corp.
Data General Corp.
Wang Laboratories
Education
Tufts University B.S.E.E. with Computer Engineering
Industry training and certification courses
Wind River Systems VxWorks Developer
Integrated Systems pSOS Systems Design and Programmer
Lynuxworks LynxOS Developer
GO Corporation PenPoint Application Developer
DG/UX Unix Systems Programmer
WANG VSOS Internals and Assembly Language
Seminars & Speaking Engagements
“Static Analysis for Safety Critical Applications”, Real-time Embedded Computing Conference, multiple locations, 2010
“Static Analysis Of Linux Kernel & Device Drivers”, Real-time Embedded Computing Conference, multiple locations, 2008 - 2009
"Migrating Legacy Applications to Java", Systems & Software Technology Conference, Las Vegas, NV 2008
"Embedded Java & Anti-Tamper", Edge Lab, General Dynamics, Scottsdale, AZ 2008
"Embedded Real-time Linux Internals", Real-time Embedded Computing Conference, multiple locations, 2005-2007
"Carrier-Sense Multiple Access with Collision Detection for 802.11 Wireless LAN", Institute of Electrical and Electronics Engineers, 2003
Thursday, September 9, 2010
View David Beberman's profileSunday, September 5, 2010
Value proposition sales
Value proposition
A short bit about my position on what sales is and isn’t:
Sales is not about telling prospects about your latest greatest new technology.
Sales is not about telling prospects about all the “bells & whistles” of your latest product.
Sales is not about telling prospects about the prestigious lineage of your company.
Sales is about the value proposition for your customer.
To paraphrase various sales textbooks, a customer buys a product for one of four reasons:
They can save money with your product – i.e. lower cost.
They can make money with your product – i.e. a component of their product or service
They receive an ROI from your product – i.e. increased efficiency
The product is a luxury, nice to have, but no compelling reason
As the manager of the sales team and/or business development manager or account manager, my job is to understand what the form of the value proposition is for our customers. Then coach and train my sales staff to present and explain it clearly. Once this is established, the new technology, products, company lineage, support, and all of the other components available for supporting the value proposition are brought to bear.
Too often we’ve all experienced the opposite, a sales pitch that is really all about a “technology looking for a problem to solve”. When the value proposition is right, when the account manager truly creates a partnership with their customers, when the product, service, and company deliver on the promise of the value proposition, growth & success follows almost as a mathematical certainty.
A short bit about my position on what sales is and isn’t:
Sales is not about telling prospects about your latest greatest new technology.
Sales is not about telling prospects about all the “bells & whistles” of your latest product.
Sales is not about telling prospects about the prestigious lineage of your company.
Sales is about the value proposition for your customer.
To paraphrase various sales textbooks, a customer buys a product for one of four reasons:
They can save money with your product – i.e. lower cost.
They can make money with your product – i.e. a component of their product or service
They receive an ROI from your product – i.e. increased efficiency
The product is a luxury, nice to have, but no compelling reason
As the manager of the sales team and/or business development manager or account manager, my job is to understand what the form of the value proposition is for our customers. Then coach and train my sales staff to present and explain it clearly. Once this is established, the new technology, products, company lineage, support, and all of the other components available for supporting the value proposition are brought to bear.
Too often we’ve all experienced the opposite, a sales pitch that is really all about a “technology looking for a problem to solve”. When the value proposition is right, when the account manager truly creates a partnership with their customers, when the product, service, and company deliver on the promise of the value proposition, growth & success follows almost as a mathematical certainty.
Thursday, September 2, 2010
Business Development, Sales and Management, Embedded Software Markets
David Beberman
800 Main St. Ste. 212
Holden, MA. 01520
(508) 510 1155
dbeberman@gmail.com
www.linkedin.com/in/davidbeberman
VP/Director Sales, Marketing, Operations & Business Development
My principle strengths are understanding and communicating the core value propositions of my products & services to drive sustained business growth in new markets, and new and existing accounts.
Current Experience & Skill Set
25 years professional business, marketing, sales, and account management experience coupled with software research and design, and systems engineering
Sales & FAE management and team building
Channel management and creation
Strategic product planning and marketing
Partner management of product “ecosystem”
Online “social media” presence management
Coordinating Technical Support, Training, and Professional Services
General business planning and operations
Symposium paper authoring and presentation
Product presentations and demonstrations
Work History
Aicas, Inc. Stamford, CT 2010 - current
Aicas's patented software memory management technology known as realtime garbage collection coupled with an Ahead-of-Time (“AOT”) native code Java compiler enables embedded systems software developers to use Java in embedded, realtime and safety critical applications. www.aicas.com
Director, Business Development North America
Responsibilities
Increase company and product brand recognition through online “social media”, and industry catalog placement, and online discussion participation.
Redefine and reposition product's value proposition to improve deal flow.
Create partnerships with semiconductor manufacturers and software tool vendors
Develop slide presentation and “sales kit” material
Locate and identify companies meeting defined qualification profile
Initiate and manage team performing outbound prospecting using leads sourced from tradeshows, contacts, and online research.
PRQA, Inc. Boston, MA 2008 – 2010
Programming Research's industry leading static code analysis tools find application in many markets saving significant time in software development and maintenance. The result is robust code, an immediate ROI, and longer term corollary benefits from improved software code quality. www.programmingresearch.com
Vice President, Operations North America
Successes
Generated annual sales growth rate of 22%, last fiscal year
North America territory, lead company globally by an order of magnitude in new leads & opportunities generation annually
New Online Banner ad generated over 100 new corporate website visits in first 3 month period.
Created new relationship with US FDA OSEL Office
Operations
Hired and managed US and Canada teams each consisting of an Account Manager (“AM”) and Field Applications Engineer (“FAE”), as well as Inside Sales, Lead Generation, and Admin personnel.
Repositioned business and licensing model to enable growth in existing accounts and provided AMs with new “sales tools”. Changes include new Authorized User License, Enterprise License, Subscription License models along with “rules of engagement” sales manual.
Developed, documented and trained team on new sales process including “sales kit” materials, slide presentations, “mailers”, and competitive positioning material.
Created tradeshow booth and “popups” for regional Realtime Embedded Computing Conference and Embedded Systems Conference tradeshows.
Improved company’s online presence by: designing a “banner ad” deployed on independent industry website; contributed to company website redesign; author and co-author of technology whitepapers and press releases.
Created new synergistic business partnerships with complementary software toolchain partners, Operating System vendors and Hardware vendors: Aicas, Inc., Verocel, Inc., Lynuxworks, Inc., QNX, Inc.
Provided R&D with feedback from the “field” on current products, new feature requests, and product extensions
Proposed new product focus on open source toolchains based on Eclipse (eclipse.org), and webserver-based solutions giving the products a “face-lift”, while leveraging core technology strengths.
Created relationship with US FDA OSEL Office, including installation of full product line in software forensics lab. Relationship was critical for continued medical device market growth both within the US & globally
Implemented online account and contact management with “CRM on Demand” for entire sales team.
DDC-I, Inc. Phoenix, AZ. 2007 - 2008
DDC-I develops and markets compiler tool chains for embedded real-time applications. DDC-I’s primary market is the U.S. defense industry. DDC-I plans were to expand into the embedded Java market place as a VAR for Aicas, Gmbh. products, JamaicaVM. www.ddci.com
Technical & Marketing Manager
Successes:
Created ongoing relationship with senior level management at Freescale, Inc. Established Scorpion Java tool chain as sole Java product offered for the MPC55xxEVB evaluation board on Freescale’s website.
Proposed and demonstrated proof-of-concept “C# to Scorpion Java” integration product to major defense contractor, General Dynamics
Created ongoing relationship with Arxan, Inc. Arxan EnforcIT product extends Scorpion Java with software anti-tamper capabilities.
Sponsored, managed and supported joint R&D project with Michigan Technical University.
Enabled DDC-I to enter into sales, marketing, and reselling partnerships with two companies offering complementary tool chain components.
Defined tool suite “roadmap” based on market research, and customer feedback
Identified and defined product usability features and enhancements
Responsibilities
Managing Sales and Business Development team
“Go-to-market” strategy for entire Scorpion product line, hard real-time, deterministic Java tool suite
Setting product direction and planning for Scorpion product line
Evaluating competitive products, creating market differentiation positioning material
Creating partnerships with complementary products to expand the product “ecosystem”
Interfacing with Engineering Management and Developers
Authoring technical whitepapers, slide presentation materials
Authoring and submitting abstracts and technical papers to symposiums and conferences (recently lectured at Software and Systems Technology Conference – Las Vegas, NV)
Proposing innovative product enhancements and features with technical whitepapers and “proof-of-concepts” when possible
Lynuxworks, Inc. San Jose, CA. 2005 – 2007
Lynuxworks develops and markets standards-based embedded realtime operating systems for the commercial and military markets. In addition to a full suite of operating systems, Lynuxworks offers standards-based cross development tools. URL: www.lynuxworks.com
US Northeast and Eastern Canada Sr. Account Manager
Successes
Largest single design win for fiscal year 2007 of entire corporate sales team
Created reference selling partnerships with I-Logics, DDC-I, Mercury Computer Systems, and Arrow distributors, and others
Expanded marketing and sales into new medical market vertical with 2 major design wins
Doubled annual revenue for fiscal year 2007
40% increase in total business year over year for fiscal year 2006
Technical Achievements
Seminar presentations at RTECC tradeshows on embedded operating systems technology
Wrote application engineering documents detailing new product configurations
Responsibilities
Channel management of Arrow OCS and ZEUS organization
Account Management and Field Sales with primary focus on Military and Aerospace vertical
Customer-facing company and product presentations and demonstrations
Seminars at industry trade shows and company “lunch&learns”
Price quotation and sales negotiation
Full sales cycle management w/SalesForce.com
Partner management of hardware, middleware, and applications providers
Pre and Post sales systems engineering and onsite technical support
Application engineering, interfacing with hardware, middleware and application layer partners
Zentera, Inc. San Jose, CA. 2004 - 2005
A funded startup specializing in innovative optical to wireless solutions target using Coarse Wave Division Multiplexing (“CWDM”) coupled with point-multipoint WLAN technology.
Vice President WLAN Software Engineering
Responsibilities
Presented products & technology to current and potential investors
Presented products & technology to international business opportunitiesParticipating in product definition and generating engineering design specifications to match marketing requirements
Created overall system architecture, project plans, and resource requirements
Created and managed engineering product development team
Provided hands-on technical lead for embedded Linux port using Timesys distribution
Researched primary and secondary component equipment vendors, designing solutions based on PC/104+ and other embedded board form factors
Applyed knowledge of IEEE 802.11a wireless LAN capabilities to meet product requirements for alpha customers
Corporate WaveNet, Inc. Northborough, MA 2001- 2003
Corporate WaveNet, Inc., (“CWN”), has developed and is marketing patent-pending enhancements to current standards based wireless LAN technology. ww.corporatewavenet.com
Co-founder
Responsibilities
Established and worked with executive team developing business plan and strategy
Presented business plan to angel and venture capitalists
Created partnerships with ASIC vendors to embed technology
Presented technology overview to IEEE 802.11 Working Group
Designed specifications for wireless solutions for the wireless LAN industry.
Filed patents on RF medium access algorithms and wireless LAN systems, improving aggregate data throughput by an average of 50% or greater over existing I.E.E.E. 802.11 standards.
Implemented new congestion free contention resolution algorithm
Logic Solutions, Inc./Routerware, Inc. Northborough, MA 1993 - 2001
Logic Solutions, Inc., (“LSI”), was created for the purposes of product development and engineering through joint ventures and contract relationships. LSI formed a joint relationship with Routerware and maintained an office as Routerware East DBA. Guided LSI through projects with clients such as Intel, Cisco, Gateway, Microcom, and Racal Datacomm. Summary of products and services:
President
Professional Services
Provided consulting services to carrier class, telecom customer premise equipment, (“CPE”), management services provider company.
Created IP firewall/nat/routing/management solution proposal for Internet Access Device (IAD) customer premise equipment manufacturer.
Created RSVP solution proposal for national home hybrid fiber cable (HFC) access device manufacturer.
Systems and Network Security Auditing.
Engineering Consulting, Hardware Diagnostic Support, Embedded Engineering
PCI Card based dynamic webserver load balancer
Full project lifecycle management, staffing, and implementation of standard software management practices.
Architecture, design and development of proprietary C++ Embedded Foundation Class Library.
Implementations of high performance packet forwarding paths, and key hash algorithms.
Development of WindRiver VxWorks RTOS custom 3COM 10/100 LAN card drivers and custom Intel 10/100 Quad LAN controller drivers.
Modifications and enhancements to Board Support Packages for commercial-off-the-shelf I960 PCI cards, as well as BSPs for custom high performance LAN controller cards.
Development of Win NT integration, accomplished via custom virtual NIC NDIS 4.0 drivers.
Portable Source Code Network Protocol Development
Network Address Translation, (“NAT”)
Layer 2 Tunneling Protocol, (“L2TP”)
TACACS
RADIUS
Netbios Gateway
ARP/RARP
IEEE 802.1d Bridge
Porting to WindRiver VxWorks including BSP, Device Driver and system development.
Reference design platforms for Intel and Cisco, full Routerware Link Switch Layer and protocol suites.
Various device drivers for Intel I960, Motorola 68K and other processor families.
Operating Systems Internals Engineering
HomeLAN HDSL Twisted Pair LAN
Project leadership of a team of six engineers.
ISO 9000 compliant design procedures.
Component level board design and embedded processor evaluation.
project planning, high level and engineering design specifications, network management design and implementation and general software programming support.
Project included the Motorola MC68040 and MC68360 embedded microprocessors, both executing the pSOS real-time operating system from Integrated Systems, Inc.
OSI Systems Management Specifications
Cabletron developed an Open Systems Interconnect (OSI) compliant network management application to be integrated with the Cabletron Spectrum product line. The application makes use of a third party protocol stack up to and including CMIP, ACSE, and ROSE in the Application layer. This was integrated with the management interface provided by Spectrum.
Provided Cabletron with knowledge in OSI Network Management standards, Network Management orum's OmniPoint, and National Institute of Standards and Technology NMSIG.
Generated industry white paper discussing the various network management standards and how they related on behalf of Cabletron.
Provided support in protocol stack debugging.
Education
Tufts University, B.S.E.E. and B.S.Computer Engineering
Certifications
Lynuxworks LynxOS Developer
Wind River Systems VxWorks Developer
Integrated Systems pSOS Systems Design and Programmer
GO Corporation PenPoint Application Developer
DG/UX Unix Systems Programmer
Wang VS/OS Internals Engineer
Seminars & Speaking Engagements
“Static Analysis for Safety Critical Applications”, Real-time Embedded Computing Conference, multiple locations, 2010
“Static Analysis Of Linux Kernel & Device Drivers”, Real-time Embedded Computing Conference, multiple locations, 2008 - 2009
"Migrating Legacy Applications to Java", Systems & Software Technology Conference, Las Vegas, NV 2008
"Embedded Java & Anti-Tamper", Edge Lab, General Dynamics, Scottsdale, AZ 2008
"Embedded Real-time Linux Internals", Real-time Embedded Computing Conference, multiple locations, 2005-2007
"Carrier-Sense Multiple Access with Collision Detection for 802.11 Wireless LAN", Institute of Electrical and Electronics Engineers, 2003
Awards
Lynuxworks -- "Largest Single Design Win", 2007
Lynuxworks -- "Presidents Club", 2007
Professional Organizations
Former Secretary of Network Management Special Interest Group of National Institute of Standards and Technology.
Member of Institute of Electrical and Electronics Engineers, (“I.E.E.E.”).
Software Process Improvement Network (“SPIN”)
800 Main St. Ste. 212
Holden, MA. 01520
(508) 510 1155
dbeberman@gmail.com
www.linkedin.com/in/davidbeberman
VP/Director Sales, Marketing, Operations & Business Development
My principle strengths are understanding and communicating the core value propositions of my products & services to drive sustained business growth in new markets, and new and existing accounts.
Current Experience & Skill Set
25 years professional business, marketing, sales, and account management experience coupled with software research and design, and systems engineering
Sales & FAE management and team building
Channel management and creation
Strategic product planning and marketing
Partner management of product “ecosystem”
Online “social media” presence management
Coordinating Technical Support, Training, and Professional Services
General business planning and operations
Symposium paper authoring and presentation
Product presentations and demonstrations
Work History
Aicas, Inc. Stamford, CT 2010 - current
Aicas's patented software memory management technology known as realtime garbage collection coupled with an Ahead-of-Time (“AOT”) native code Java compiler enables embedded systems software developers to use Java in embedded, realtime and safety critical applications. www.aicas.com
Director, Business Development North America
Responsibilities
Increase company and product brand recognition through online “social media”, and industry catalog placement, and online discussion participation.
Redefine and reposition product's value proposition to improve deal flow.
Create partnerships with semiconductor manufacturers and software tool vendors
Develop slide presentation and “sales kit” material
Locate and identify companies meeting defined qualification profile
Initiate and manage team performing outbound prospecting using leads sourced from tradeshows, contacts, and online research.
PRQA, Inc. Boston, MA 2008 – 2010
Programming Research's industry leading static code analysis tools find application in many markets saving significant time in software development and maintenance. The result is robust code, an immediate ROI, and longer term corollary benefits from improved software code quality. www.programmingresearch.com
Vice President, Operations North America
Successes
Generated annual sales growth rate of 22%, last fiscal year
North America territory, lead company globally by an order of magnitude in new leads & opportunities generation annually
New Online Banner ad generated over 100 new corporate website visits in first 3 month period.
Created new relationship with US FDA OSEL Office
Operations
Hired and managed US and Canada teams each consisting of an Account Manager (“AM”) and Field Applications Engineer (“FAE”), as well as Inside Sales, Lead Generation, and Admin personnel.
Repositioned business and licensing model to enable growth in existing accounts and provided AMs with new “sales tools”. Changes include new Authorized User License, Enterprise License, Subscription License models along with “rules of engagement” sales manual.
Developed, documented and trained team on new sales process including “sales kit” materials, slide presentations, “mailers”, and competitive positioning material.
Created tradeshow booth and “popups” for regional Realtime Embedded Computing Conference and Embedded Systems Conference tradeshows.
Improved company’s online presence by: designing a “banner ad” deployed on independent industry website; contributed to company website redesign; author and co-author of technology whitepapers and press releases.
Created new synergistic business partnerships with complementary software toolchain partners, Operating System vendors and Hardware vendors: Aicas, Inc., Verocel, Inc., Lynuxworks, Inc., QNX, Inc.
Provided R&D with feedback from the “field” on current products, new feature requests, and product extensions
Proposed new product focus on open source toolchains based on Eclipse (eclipse.org), and webserver-based solutions giving the products a “face-lift”, while leveraging core technology strengths.
Created relationship with US FDA OSEL Office, including installation of full product line in software forensics lab. Relationship was critical for continued medical device market growth both within the US & globally
Implemented online account and contact management with “CRM on Demand” for entire sales team.
DDC-I, Inc. Phoenix, AZ. 2007 - 2008
DDC-I develops and markets compiler tool chains for embedded real-time applications. DDC-I’s primary market is the U.S. defense industry. DDC-I plans were to expand into the embedded Java market place as a VAR for Aicas, Gmbh. products, JamaicaVM. www.ddci.com
Technical & Marketing Manager
Successes:
Created ongoing relationship with senior level management at Freescale, Inc. Established Scorpion Java tool chain as sole Java product offered for the MPC55xxEVB evaluation board on Freescale’s website.
Proposed and demonstrated proof-of-concept “C# to Scorpion Java” integration product to major defense contractor, General Dynamics
Created ongoing relationship with Arxan, Inc. Arxan EnforcIT product extends Scorpion Java with software anti-tamper capabilities.
Sponsored, managed and supported joint R&D project with Michigan Technical University.
Enabled DDC-I to enter into sales, marketing, and reselling partnerships with two companies offering complementary tool chain components.
Defined tool suite “roadmap” based on market research, and customer feedback
Identified and defined product usability features and enhancements
Responsibilities
Managing Sales and Business Development team
“Go-to-market” strategy for entire Scorpion product line, hard real-time, deterministic Java tool suite
Setting product direction and planning for Scorpion product line
Evaluating competitive products, creating market differentiation positioning material
Creating partnerships with complementary products to expand the product “ecosystem”
Interfacing with Engineering Management and Developers
Authoring technical whitepapers, slide presentation materials
Authoring and submitting abstracts and technical papers to symposiums and conferences (recently lectured at Software and Systems Technology Conference – Las Vegas, NV)
Proposing innovative product enhancements and features with technical whitepapers and “proof-of-concepts” when possible
Lynuxworks, Inc. San Jose, CA. 2005 – 2007
Lynuxworks develops and markets standards-based embedded realtime operating systems for the commercial and military markets. In addition to a full suite of operating systems, Lynuxworks offers standards-based cross development tools. URL: www.lynuxworks.com
US Northeast and Eastern Canada Sr. Account Manager
Successes
Largest single design win for fiscal year 2007 of entire corporate sales team
Created reference selling partnerships with I-Logics, DDC-I, Mercury Computer Systems, and Arrow distributors, and others
Expanded marketing and sales into new medical market vertical with 2 major design wins
Doubled annual revenue for fiscal year 2007
40% increase in total business year over year for fiscal year 2006
Technical Achievements
Seminar presentations at RTECC tradeshows on embedded operating systems technology
Wrote application engineering documents detailing new product configurations
Responsibilities
Channel management of Arrow OCS and ZEUS organization
Account Management and Field Sales with primary focus on Military and Aerospace vertical
Customer-facing company and product presentations and demonstrations
Seminars at industry trade shows and company “lunch&learns”
Price quotation and sales negotiation
Full sales cycle management w/SalesForce.com
Partner management of hardware, middleware, and applications providers
Pre and Post sales systems engineering and onsite technical support
Application engineering, interfacing with hardware, middleware and application layer partners
Zentera, Inc. San Jose, CA. 2004 - 2005
A funded startup specializing in innovative optical to wireless solutions target using Coarse Wave Division Multiplexing (“CWDM”) coupled with point-multipoint WLAN technology.
Vice President WLAN Software Engineering
Responsibilities
Presented products & technology to current and potential investors
Presented products & technology to international business opportunitiesParticipating in product definition and generating engineering design specifications to match marketing requirements
Created overall system architecture, project plans, and resource requirements
Created and managed engineering product development team
Provided hands-on technical lead for embedded Linux port using Timesys distribution
Researched primary and secondary component equipment vendors, designing solutions based on PC/104+ and other embedded board form factors
Applyed knowledge of IEEE 802.11a wireless LAN capabilities to meet product requirements for alpha customers
Corporate WaveNet, Inc. Northborough, MA 2001- 2003
Corporate WaveNet, Inc., (“CWN”), has developed and is marketing patent-pending enhancements to current standards based wireless LAN technology. ww.corporatewavenet.com
Co-founder
Responsibilities
Established and worked with executive team developing business plan and strategy
Presented business plan to angel and venture capitalists
Created partnerships with ASIC vendors to embed technology
Presented technology overview to IEEE 802.11 Working Group
Designed specifications for wireless solutions for the wireless LAN industry.
Filed patents on RF medium access algorithms and wireless LAN systems, improving aggregate data throughput by an average of 50% or greater over existing I.E.E.E. 802.11 standards.
Implemented new congestion free contention resolution algorithm
Logic Solutions, Inc./Routerware, Inc. Northborough, MA 1993 - 2001
Logic Solutions, Inc., (“LSI”), was created for the purposes of product development and engineering through joint ventures and contract relationships. LSI formed a joint relationship with Routerware and maintained an office as Routerware East DBA. Guided LSI through projects with clients such as Intel, Cisco, Gateway, Microcom, and Racal Datacomm. Summary of products and services:
President
Professional Services
Provided consulting services to carrier class, telecom customer premise equipment, (“CPE”), management services provider company.
Created IP firewall/nat/routing/management solution proposal for Internet Access Device (IAD) customer premise equipment manufacturer.
Created RSVP solution proposal for national home hybrid fiber cable (HFC) access device manufacturer.
Systems and Network Security Auditing.
Engineering Consulting, Hardware Diagnostic Support, Embedded Engineering
PCI Card based dynamic webserver load balancer
Full project lifecycle management, staffing, and implementation of standard software management practices.
Architecture, design and development of proprietary C++ Embedded Foundation Class Library.
Implementations of high performance packet forwarding paths, and key hash algorithms.
Development of WindRiver VxWorks RTOS custom 3COM 10/100 LAN card drivers and custom Intel 10/100 Quad LAN controller drivers.
Modifications and enhancements to Board Support Packages for commercial-off-the-shelf I960 PCI cards, as well as BSPs for custom high performance LAN controller cards.
Development of Win NT integration, accomplished via custom virtual NIC NDIS 4.0 drivers.
Portable Source Code Network Protocol Development
Network Address Translation, (“NAT”)
Layer 2 Tunneling Protocol, (“L2TP”)
TACACS
RADIUS
Netbios Gateway
ARP/RARP
IEEE 802.1d Bridge
Porting to WindRiver VxWorks including BSP, Device Driver and system development.
Reference design platforms for Intel and Cisco, full Routerware Link Switch Layer and protocol suites.
Various device drivers for Intel I960, Motorola 68K and other processor families.
Operating Systems Internals Engineering
HomeLAN HDSL Twisted Pair LAN
Project leadership of a team of six engineers.
ISO 9000 compliant design procedures.
Component level board design and embedded processor evaluation.
project planning, high level and engineering design specifications, network management design and implementation and general software programming support.
Project included the Motorola MC68040 and MC68360 embedded microprocessors, both executing the pSOS real-time operating system from Integrated Systems, Inc.
OSI Systems Management Specifications
Cabletron developed an Open Systems Interconnect (OSI) compliant network management application to be integrated with the Cabletron Spectrum product line. The application makes use of a third party protocol stack up to and including CMIP, ACSE, and ROSE in the Application layer. This was integrated with the management interface provided by Spectrum.
Provided Cabletron with knowledge in OSI Network Management standards, Network Management orum's OmniPoint, and National Institute of Standards and Technology NMSIG.
Generated industry white paper discussing the various network management standards and how they related on behalf of Cabletron.
Provided support in protocol stack debugging.
Education
Tufts University, B.S.E.E. and B.S.Computer Engineering
Certifications
Lynuxworks LynxOS Developer
Wind River Systems VxWorks Developer
Integrated Systems pSOS Systems Design and Programmer
GO Corporation PenPoint Application Developer
DG/UX Unix Systems Programmer
Wang VS/OS Internals Engineer
Seminars & Speaking Engagements
“Static Analysis for Safety Critical Applications”, Real-time Embedded Computing Conference, multiple locations, 2010
“Static Analysis Of Linux Kernel & Device Drivers”, Real-time Embedded Computing Conference, multiple locations, 2008 - 2009
"Migrating Legacy Applications to Java", Systems & Software Technology Conference, Las Vegas, NV 2008
"Embedded Java & Anti-Tamper", Edge Lab, General Dynamics, Scottsdale, AZ 2008
"Embedded Real-time Linux Internals", Real-time Embedded Computing Conference, multiple locations, 2005-2007
"Carrier-Sense Multiple Access with Collision Detection for 802.11 Wireless LAN", Institute of Electrical and Electronics Engineers, 2003
Awards
Lynuxworks -- "Largest Single Design Win", 2007
Lynuxworks -- "Presidents Club", 2007
Professional Organizations
Former Secretary of Network Management Special Interest Group of National Institute of Standards and Technology.
Member of Institute of Electrical and Electronics Engineers, (“I.E.E.E.”).
Software Process Improvement Network (“SPIN”)
Subscribe to:
Posts (Atom)