HENRY MATIZZ

SENIOR EXECUTIVE • STRATEGY • MARKETING • LEADERSHIP
12345 Elm Street San Francisco, CA 94111
Home: 444-444-4444  • Cell: 555-555-5555
E-mail: This e-mail address is being protected from spambots. You need JavaScript enabled to view it
Website: www.HMatizz.com
 
EXECUTIVE PROFILE
“I quickly see what will and won’t work and form an optimal strategy and execution plan. I am pragmatic and have a clear history of actionable recommendations. I am a strong leader and a team builder who can excite and motivate a staff to success. In short, I move the organization forward.”
•    Fifteen+ years executive domestic and international operations, marketing, and consulting experience with Fortune 500, 100, and 50 companies including Intel, IBM, Lucent, Verizon, Sprint PCS, Motorola, and others.
•    Delivered consistent 40+% year-over-year revenue growth while boosting margins of key product / service offerings for startup and growth phases of well-regarded professional services organizations. 100% of personal client base initiated new business.
•    Garner buy-in and generate excitement behind major programs while building credibility and delivering customer confidence. Seen as the subject matter expert and the person who knows what has to be done and how to get it through.
•    Mentor and instruct staff, keeping them motivated, fresh, and focused while improving job satisfaction and retention, especially on high-profile, high-stress engagements. Seen as the manager for whom everyone wants to work.
•    Create and clearly deliver corporate officer-level presentations, often the primary deliverable for clients. Make information understandable and compelling so that clients can effectively use the work and sign for repeat engagements.
 
EXPERTISE
•    Business & Thought Leadership
•    P&L Management & Improvement
•    Budgeting—Forecasting, Analysis & Control
•    Pricing Strategies & Structures
•    Team Building & Leadership
•    Internal & External Customer Relations
•    New Business Development & Growth
 







 
Strategic & Tactical Marketing Multichannel Marketing & Distribution Market Research—Qualitative & Quantitative Statistical Analyses & Segmentation Competitive Analysis & Positioning Brand Development & Management Product / Service Development & Rollout
 

 
PROFESSIONAL EXPERIENCE PAL Associates, Inc., Highland, OH PRESIDENT & MANAGING DIRECTOR
 
1997 to 2004
 
Primary driving force behind start-up and growth of this boutique consulting firm specializing in strategy, market research, focus group / expert panel moderation, and related consulting services targeted to corporate clients in the communications, technology, and manufacturing / distribution industries. Held full P&L accountability.
Managed all aspects of internal operations—new business development, sales and marketing, IT, financial planning / reporting, operating / capital budgeting, customer relations—and provided technical and managerial oversight to large ($100K+), complex client engagements.
Clients included Lucent, Telcordia, IBM, Sprint PCS, Motorola, Comverse, SBC (Ameritech and PacTel), Qwest (US West).
Business Leadership & Operations Management
•    Authored and executed business plan, built organizational structure, and contributed vision and thought leadership during startup and growth phases. Grew business to over 10 Fortune 500 clients averaging $100,000+ per client.
•    Assembled team of consultants with direct experience in marketing, branding, and product management with industry expertise in high-tech telecom, software, and IT industries.
•    Served as primary source for strategy; client advisory; recommendations and solutions; big-picture perspective; quantitative market research; and SME in data communications, RF communications, wireless communications, voice services, security, enterprise solutions, and multi-channel distribution.
•    Delivered 43% CAGR over six years despite downturn in the economy and the technology sector.
 
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PROFESSIONAL EXPERIENCE / PAL Associates, Inc.
New Business Development & Marketing
•    Captured immediate customer-perceived value and enabled sales-on-value vs. price by creating an “actionable” service delivery model.
•    Distinguished company from competitors by developing / launching EDGE (Expedited Data Gathering Environment) a high-performance offering credited with enabling important customer acquisitions and opening potential for unlimited revenue.
Key Engagements & Relationships
•    Personally targeted and secured 70% of firm’s clients. Built and managed relationships with client roster of world-class players (10+ Fortune 500 corporations) in the technology and telecom industry—Lucent, Telcordia, IBM, Sprint PCS, Motorola, Comverse, SBC (Ameritech and PacTel), Qwest (US West).
•    Determined market opportunity, go-to-market strategy, and development priorities for voice-based portal service targeting consumers and business customers. Realigned focus of marketing and development plans to maximize perceived value / willingness-to-pay and increase projected market penetration.
•    Determined five-year view of user requirements for a provider of wireless handsets and infrastructure. Derived needs-based segmentation designed to reduce costs by enabling common solutions across industries with fewer products that more closely meet customers’ needs.
GRAVES Corporation, West Holmes, OH    1993 to 1997
COO (1995 to 1997)
VICE PRESIDENT—BUSINESS DEVELOPMENT (1994 to 1995)
PRINCIPAL CONSULTANT (1993 to 1994)
Promoted rapidly based on performance in consulting, business development, and operations management roles with this global professional services firm, a provider of customer-centric marketing consulting and research solutions to major clients in the high-tech sector.
Functional areas of accountability spanned team building and leadership, project and engagement management, margin and performance improvement, business development and sales, product and service development / rollout, IT strategy and solutions, quality improvement, and customer service / relationship management.
Business Leadership & Operations Management
•    Contributed to enterprise-level vision, strategy, decision-making, and leadership. Improved operational efficiency and performance. Held P&L accountability for engagements.
•    One of few VPs and the only executive promoted from outside “original” group of managers. With promotion, acquired staffing, employee training / development, and team building / management functions, concurrent with operations and engagement management.
New Business Development & Marketing
•    Personally generated 25% of total fees firm-wide as a consistent top-ranking revenue performer. Conceived, implemented and drove aggressive business development, marketing, and customer acquisition activities.
•    Brought expertise in multi-channel distribution. Integrated channel research, modeling, planning workshops and related consulting into a high-margin ($250,000 net profit with IBM alone) service offering.
•    Generated $250,000+ in new annual revenue by creating and leading market planning, strategy, and positioning workshops and training seminars—20+ workshops at $20,000 to $50,000 each. Led two-day sessions (global channel strategies for hw / sw products) for IBM in US, Europe, Asia, and Latin America.
Key Engagements & Relationships
•    Met / exceeded all milestones and objectives—deliverables, quality, time, margins—on complex, long-term engagements for major clients including firm’s principal account with IBM (Networking Systems - 10% of business).
•    Salvaged important client relationship with Telcordia, improving their revenue performance from $30,000 to $200,000. Established relationship with IBM Networking Systems and positioned company as the channels consulting firm of choice.
•    Achieved 100% repeat business ratio on personal clients and shifted business to higher-margin practice areas.
 
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PROFESSIONAL EXPERIENCE, continued
DEBCOM Communications, Inc., Greenvale, PA    1987 to 1989
DIRECTOR—PRODUCT MANAGEMENT
Recruited by VP of Marketing & Sales to join this growing technology startup company as it was gaining forefront position in the emerging wireless LAN solutions arena. Managed strategic planning, market positioning, and all aspects of product management—launch strategy, packaging, pricing, targeting, build rate forecasting, beta testing, press tour, advertising, investor / analyst affairs, sales scripting / training, and direct / indirect channel support.
•    Drove full-scale market rollout for premier product line, LAWN (Local Area Wireless Network).
•    Planned next generation product offering wireless telephone system (on-premises cellular system with roaming capabilities)
•    Earned “Editor’s Choice Award” in Wireless LAN category, PC Magazine, May 28, 1990.
GPC Communications, Inc., Huntsville, OH    1984 to 1987
PRODUCT LINE MANAGER – ISDN ADAPTORS
One of two product managers for venture-backed technology startup specializing in ISDN equipment—a premier ISDN vendor with commercially strong portfolio of technologies, products, and customers. Conceived, developed, and managed feature / function design, packaging, pricing, and quality / standards adherence. Developed launch strategies, analyzed / prioritized market targets, wrote sales presentations, and trained sales force. Provided pre- and post-sale advisory and support services. Member of Quality Management Team.
•    Key player in capturing $1.5+ million contract with major Regional Bell Operating Company (RBOC), the then largest sale of ISDN customer premise equipment.
•    Delivered 50% of company’s pre-ISDN revenue by repositioning / repackaging ISDN switch products as an ISDN CO simulator.
•    Managed national relationships with network of OEMs, ISVs, RBOCs, and local telephone companies.
CHYP Corporation—Integrated Systems Operations, Clayton, WA    1981 to 1984
SENIOR PRODUCT LINE MANAGER—Xenix / Unix Line (1986 to 1987) ARCHITECTURE / SOFTWARE SPECIALIST (1984 to 1986)
Launched career in technical sales and marketing with this world-class technology enterprise. Promoted to manage Xenix / Unix products, applications, LAN software, host communications, and ISO protocols for PC LAN server. Developed forecasts, managed build schedule, provided sales training / support, and managed PR and media activities. Directed seven individual product managers (in Xenix / Unix line), ISV liaisons, and marketing / communications personnel in a matrixed organization.
•    Managed competitively important product line representing $42+ million in annual sales and 65% divisional revenues. Led a team of eight in developing five-year product line strategy.
•    Carved position in government sector. Won RFP listing for MultiSever product line on $300 million government contract. Instrumental in persuading Unisys to partner with Intel in bid to AFCAC (Air Force Computer Acquisition Center).
•    Roadshow presenter in launch of Intel’s 80386 processor.
EDUCATION, DEVELOPMENT & ASSOCIATIONS KINGSTOWN UNIVERSITY—BSEE (Concentration in Computer Science), 1980
Development: Gary Kane Associates—Quality Improvement Process Management College, 1989 Development: National Marketing Association—seminars on online market research techniques and brand equity
Member: National Marketing Association—member Internet e-Commerce Marketing SIG (Special Interest Group) Member: Management Marketing Networking Group (MMNG)
 
HENRY MATIZZ
SENIOR EXECUTIVE • STRATEGY • MARKETING • LEADERSHIP                      12345 Elm Street San Francisco, CA 94111
Home: 444-444-4444  • Cell: 555-555-5555
E-mail: This e-mail address is being protected from spambots. You need JavaScript enabled to view it
Website: www.HMatizz.com
RESUME ADDENDUM   •  CRITICAL LEADERSHIP INITIATIVES
Instrumental in start-up’s rise to become “The ISDN Company.”
As Product Manager, GPC Communications Inc., challenged to deploy pioneering ISDN product set into a market limited with ISDN switch capability, an initiative critical to start-up’s funding. To create market demand, convinced GPC executive management to create a simulator product sold to companies wishing to gain ISDN experience.
Results    Simulators generated 50% of firm’s revenue for first 18 months and opened opportunities with Apple, IBM, and
others. These and further sales of related products helped GPC become known as “The ISDN company”
Strengths “I see where the true opportunities lie, both at present and in the future. With this information I make subtle course corrections that have a great impact on the bottom line.”
Repositioned non-competitive line and developed $40 million+ revenue stream
As Senior Product Line Manager, Intel, charged with maintaining revenue and positioning division for future growth despite declining revenue, fading product set, and demoralized team. Repositioned product line / set and focused on new niche.
Results    Repositioning resonated with customers, the press, consultants, resellers, and Intel systems sales force.
New product set exceeded two-thirds of division’s $62 million goal. Teams rallied and gained momentum. Several concepts went on to be successful in other divisions.
Strengths    “I evaluate the market, competitive environment, and company / product positioning to optimize current and future opportunities. I work across disciplines, garnering buy-in and building excitement.”
Refocused firm in profitable direction
As Vice President, GRAVES, challenged to refocus company’s drift towards becoming a value added market research organization, a less profitable business. Pioneered workshop methodology based on historical data and team expertise. Took cross-functional teams through structured planning methodology that leveraged skills, data, and industry expertise.
Results Workshops led to more management oriented consulting, flipping practice areas from 90% value added MR to over 50% consulting and allowing GRAVES to compete profitably in an area that could tolerate higher fee rates. Allowed utilization of the firm’s best consultants, increased satisfaction, and decreased turnover.
Strengths “I drive an organization forward through action, creating new products and services, building skills, generating momentum, and selling value add that increases perceived value of products and services.”
Directly responsible for 70% of clients and 50% of revenue year on year.
As President and Managing Director, PAL Associates, Inc., challenged to build new consulting and research practice. Leveraged client contacts to gain access to new decision-making areas. Created scenario analysis offering, enhanced planning workshop methodology, created a study of local communications resale to gain early revenue and open doors, and handled intensive cold calling. Focused on superior performance for branding and credibility.
Results    Secured three new client companies (now ten) within first year of operation, expanding within each
company, effectively doubling clients. Gained a strong, branded reputation with 95% of clients agreeing to act as references. CAGR was 42% over first six years
Strengths     “My frankness and integrity are much appreciated by clients and allow me to develop a level of trust.”
Secured largest contract in company’s history.
As Product Manager, GPC Communications Inc., challenged to grow revenue and presence in a pre-ISDN market. Together with CEO, pursued and negotiated custom contract with Eastern Phone to make the GPC PC Terminal Adapter part of their offering. “Sold” product / GPC technical capabilities. Worked with engineering to design and cost out.
Results $1.5 million contract was largest in company’s history and the largest ISDN customer premise equipment contract in the industry. Company gained further credibility with its investors, securing upfront commitments, and cash to continue corporate development.
Strengths “I am a sales hit-man. I can be dropped into situations and add instant credibility through my professionalism and my command of the market, products, and technologies.”