Experience

Minnesota Emerging Software Advisory (MESA)

• United States
• Software Development
• 1 - 100 Employee

• Pro bono Mentor supporting emerging software companies

  • May 2023 - Present

  Minneapolis, Minnesota, United States



Groove Capital

• United States
• Venture Capital and Private Equity Principals
• 1 - 100 Employee

• Limited Partner

  • Jan 2021 - Present

  Minneapolis, Minnesota, United States



Opportunity into Revenue

• United States
• Business Consulting and Services

• Boards | Advisory Boards | Certified Executive Coach | Management System Coach | 3x President & CEO

  • Feb 2013 - Jun 2023

  Greater Minneapolis-St. Paul Area I help CEO’s build stronger leadership teams, better performing organizations, and more valuable enterprises. By improved focus, clarity, collaboration, execution, communication, and discipline. Experienced Board Director, CEO, CEO Advisor, and CEO Coach. I act as your sounding board, peer, resource, coach, confidential advisor, and “nudge.” I help strengthen your leadership team as a teacher, facilitator, and executive coach. I’ve led three companies with revenues $5-50… Show more I help CEO’s build stronger leadership teams, better performing organizations, and more valuable enterprises. By improved focus, clarity, collaboration, execution, communication, and discipline. Experienced Board Director, CEO, CEO Advisor, and CEO Coach. I act as your sounding board, peer, resource, coach, confidential advisor, and “nudge.” I help strengthen your leadership team as a teacher, facilitator, and executive coach. I’ve led three companies with revenues $5-50 million. I've also held senior roles in companies with revenues over $1 billion. So my perspective and value add derive from actual operating experience. Opportunity into Revenue (OiR), focuses on serving companies in the Minneapolis-St. Paul metro area. Video conferencing makes it possible for me to serve clients anywhere in the United States. I am a Certified Coach for Stakeholder Centered Coaching, and a Certified Practitioner of the Global Leadership Assessment (GLA 360). From 2014 through 2019 I was an EOS Implementer. Show less



LearnYour Benefits

• United States
• Human Resources
• 1 - 100 Employee

• Chief Revenue Officer and Chief Marketing Officer Advisor

  • May 2022 - Nov 2022

  Minneapolis, Minnesota, United States



Resultants For Business, Inc.

• United States
• Business Consulting and Services

• RFB Business Advisor | EOS Implementer | RFB Strategic Partner

  • Apr 2014 - Aug 2016

  Greater Minneapolis-St. Paul Area Resultants for Business (RFB) offers a unique and integrated set of services, including Strategic Execution, Value Acceleration, and Exit & Transition Planning. We work with owners and executive leadership teams to implement proven tools, including EOS(R) (Entpreneurial Operating System), to achieve focus. alignment, accountability,and replicable results. Accelerated growth, consistent execution, lower stress, and increased company value are the results. Worked with multiple long-term… Show more Resultants for Business (RFB) offers a unique and integrated set of services, including Strategic Execution, Value Acceleration, and Exit & Transition Planning. We work with owners and executive leadership teams to implement proven tools, including EOS(R) (Entpreneurial Operating System), to achieve focus. alignment, accountability,and replicable results. Accelerated growth, consistent execution, lower stress, and increased company value are the results. Worked with multiple long-term retainer clients in B2B services, including IT services, specialized management consulting, and other business services. Completed 129 EOS(R) Implementer training modules. Certified Value Builder(TM). Certified as Peer Insights(TM) Facilitator. Show less



Granicus

• United States
• Software Development
• 700 & Above Employee

• Executive VP | CRO | Marketing & Sales Transformation | Content Marketing, CRM, Marketing Automation

  • Jun 2010 - Oct 2012

  St. Paul, MN Formerly known as GovDelivery. SaaS platforms for digital communications between government and the public in US, UK, Europe. Transformed sales and marketing organization, doubling revenue in two years, while refining positioning and substantially increasing lead flow. Improved sales productivity with increases in transaction volume and average deal size. Refined sales comp plans. Implemented OMG sales assessment and ongoing sales training. Closed largest deals ever in each of three markets… Show more Formerly known as GovDelivery. SaaS platforms for digital communications between government and the public in US, UK, Europe. Transformed sales and marketing organization, doubling revenue in two years, while refining positioning and substantially increasing lead flow. Improved sales productivity with increases in transaction volume and average deal size. Refined sales comp plans. Implemented OMG sales assessment and ongoing sales training. Closed largest deals ever in each of three markets in 2012. Recruited key managers and staff. Expanded SalesForce marketing database and added Eloqua marketing automation. Developed and implementd "3E" positioning, including redesign of company website. Led staff of 25 and managed expense budget of $3 million. Show less



West / Thomson Reuters

• VP, Government Segment Marketing | Divisional CMO | Innovative B2G Service Packaging and Pricing

  • Jun 2006 - Feb 2010

  Eagan, MN Leading legal publisher, provider of Westlaw online service, flagship of $3.5 billion legal division. Recruited as stragegic marketing lead for segments driving $500 million+ in annual revenue and $40 million+ in annual sales, driving top sales via sub-segmentation and Govenment Select program. Achieved #1 ('08 and '09) Westlaw revenue growth rate for Federal among 8 segments. Achieved #2 ('08) and #3 ('09) Westlaw revenue growth rate for State & Local among 8 segments. Supported government… Show more Leading legal publisher, provider of Westlaw online service, flagship of $3.5 billion legal division. Recruited as stragegic marketing lead for segments driving $500 million+ in annual revenue and $40 million+ in annual sales, driving top sales via sub-segmentation and Govenment Select program. Achieved #1 ('08 and '09) Westlaw revenue growth rate for Federal among 8 segments. Achieved #2 ('08) and #3 ('09) Westlaw revenue growth rate for State & Local among 8 segments. Supported government sales channel (GSAM) that finished #1 or #2 among all channels for 3 of 4 years. Led staff of 30. Renewed $15 million federal govenrment contract with IRS in 2008, sponsored Westlaw Tax project. Let successful protest, received settlement agreement, and won $5 million JAG contract. Show less



FOCUS

• Design Services
• 1 - 100 Employee

• Chief Marketing Officer (CMO) & Partner | Integrated Marketing Program for Professional Services

  • Jan 2003 - Jun 2006

  Washington D.C. Metro Area Small Investment Bank serving lower middle market with M&A, corporate finance, and consulting services. Developed M&A and consulting practice. Sold and executed buyside engagements in government contracting, financial content, and wireless business services. Secured multiple consulting engagements with electronic publishers and information services. As CMO revised or created all marketing resources including tagline, SalesForce CRM, website, and newsletter, all of which remain in use.… Show more Small Investment Bank serving lower middle market with M&A, corporate finance, and consulting services. Developed M&A and consulting practice. Sold and executed buyside engagements in government contracting, financial content, and wireless business services. Secured multiple consulting engagements with electronic publishers and information services. As CMO revised or created all marketing resources including tagline, SalesForce CRM, website, and newsletter, all of which remain in use. Tripled revenues in 3 years. Invited to become equity partner after one year. Show less



MCG Capital

• Venture Capital and Private Equity Principals
• 1 - 100 Employee

• Managing Director | Information Services Sector Focus for Sub Debt Provider

  • Oct 2001 - Aug 2002

  Arlington, VA Publicly-traded middle market subordinated debt provider focused on media and communications sector. Leveraged prior operating experience in support of firm's "expert activist" approach. Marketing subordinated debt directly to CEO's of information services companies with revenues of $10-150 million. Marketed at national informations services conferences by speaking on industry trends and outlook. Developed marketing database of 1,700 private equity contacts in 8 sub-sectors.



PC Data

• IT Services and IT Consulting
• 1 - 100 Employee

• President & COO | Information Service | Accelerated SaaS Sales & Revenue | Recruited Management Team

  • 2000 - 2000

  Reston, VA Provider of Internet Audience Measurement (IAM) services and sales/market share data for PC products. Recruited to become CEO in preparation for potential IPO. Doubled annualized revenues in less than one year, grew staff from 100 to 130. Attracted oral commitment for multi-million dollar venture capital investment, which was declined by founder. Broadened management team, worked with new CFO on comprehensive business model of 15 integrated spreadsheets.



LEXIS-NEXIS

• United States
• 200 - 300 Employee

• President & CEO, CIS | Innovative SaaS for Academic Market | Single $5 Million Contract

  • Aug 1997 - Nov 1999

  Bethesda, MD Microform, print, and online publisher (Congressional Information Service) serving academic libraries (subsidiary of LexisNexis and Reed Elsevier). Recruited to restore revenue growth. Transformed company by aggressively developing online services, while maintaining high double-digit operating margin. Revenue grew to $47+ million. Led 250+ employees. Structured unique "mega-consortium" contract for LEXIS-NEXIS Academic Universe, covering 1000 colleges and 5.5 million four-year college… Show more Microform, print, and online publisher (Congressional Information Service) serving academic libraries (subsidiary of LexisNexis and Reed Elsevier). Recruited to restore revenue growth. Transformed company by aggressively developing online services, while maintaining high double-digit operating margin. Revenue grew to $47+ million. Led 250+ employees. Structured unique "mega-consortium" contract for LEXIS-NEXIS Academic Universe, covering 1000 colleges and 5.5 million four-year college students (75% market coverage) within two years. Grew web services from 0% upon arrival to 45% of sales in two years. Achieved 20% revenue growth versus zero revenue growth in 3 preceding years. Let company to record sales ('97,'98), record revenues ('97,'98,'99), and record profits ('97,'98,'99). Selected as one of 25 high-potential managers worldwide to attend Reed Elsevier Executive Development Program at Oxford University's Templeton College in March 1999. Show less



LEGI-SLATE

• United States
• Information Technology & Services

• President | Replatformed & Repositioned SaaS for Corporate and Government Markets | Content Focus

  • Jul 1994 - Aug 1997

  Washington D.C. Metro Area Leader in online legislative information about Congress and the Federal government (subsidiary of The Washington Post Company). Recruited to restructure and reposition company following departure of founder. Implemented new pricing, user interfaces, and market positioning. Revenue of $10 million and staff of 100. Created LEGI-SLATE News Department, which created 10,000 proprietary news stories annually. Received 1995 Information Industry Association On-line HotShot Award for Best… Show more Leader in online legislative information about Congress and the Federal government (subsidiary of The Washington Post Company). Recruited to restructure and reposition company following departure of founder. Implemented new pricing, user interfaces, and market positioning. Revenue of $10 million and staff of 100. Created LEGI-SLATE News Department, which created 10,000 proprietary news stories annually. Received 1995 Information Industry Association On-line HotShot Award for Best Government Service. Show less



Claritas

• Legal Services
• 1 - 100 Employee

• Executive Vice President, CMO, General Manager | Created First Industry-Specific Desktop System

  • Jun 1986 - Jul 1994

  Alexandria, VA and Ithaca, NY Provider of demographics, segmentation, and precision marketing information; revenue $30+ million. Executive Vice President, General Manager, Ithaca Facility, 1993-1994 Achieved 30% revenue growth and reduced production error rate from 2/3% (1Q93) to 0.8% (4Q93). Executive Vice President; Marketing and Senior Vice President, Marketing, 1991-1993. Developed "Precision Marketing" positioning and slogan later adopted by corporate parent. Manged first company-wide user conference, which… Show more Provider of demographics, segmentation, and precision marketing information; revenue $30+ million. Executive Vice President, General Manager, Ithaca Facility, 1993-1994 Achieved 30% revenue growth and reduced production error rate from 2/3% (1Q93) to 0.8% (4Q93). Executive Vice President; Marketing and Senior Vice President, Marketing, 1991-1993. Developed "Precision Marketing" positioning and slogan later adopted by corporate parent. Manged first company-wide user conference, which attracted 200 paid attendees and wars profitable. Vice President, Media; Director, Media Programs; Account Executive, 1986-1991. Tripled company revenues from media clients in 4 years, exceeding $2 million. Created first Compass "VIP", newspaper-industry version of Compass desktop market analysis system. Media unit became model for all industry-specific marketing. Show less



The Washington Post

• United States
• Newspaper Publishing
• 700 & Above Employee

• Circulation Operations Manager | Innovative Solutions in Finance, Circulation

  • Aug 1979 - Jun 1986

  Washington D.C. Metro Area Leading newspaper in the Washington area, daily circulation of 700,000+, Sunday circulation 1,000,000+. Circulation Operations Manager, 1983-1986. Managed four departments with total staff of 80 (FTE's) and expenses of $4 million. Coordinated logistics of daily dispatch of over 700,000 daily and 1,000,000 Sunday newspapers from three plants to network of 450 distribubors. Developed spreadsheet model for distributor expenses that eliminated unexplained expenses of over $1 million against budget… Show more Leading newspaper in the Washington area, daily circulation of 700,000+, Sunday circulation 1,000,000+. Circulation Operations Manager, 1983-1986. Managed four departments with total staff of 80 (FTE's) and expenses of $4 million. Coordinated logistics of daily dispatch of over 700,000 daily and 1,000,000 Sunday newspapers from three plants to network of 450 distribubors. Developed spreadsheet model for distributor expenses that eliminated unexplained expenses of over $1 million against budget of $50 million. Home Delivery Zone Manager, Assistant to the Circulation Director, 1982-1983. Assistant Controller / Budget & Operational Analysis, 1980-1982. Assistant to the Publisher, 1979-1980. Prepared business plan for "Washington Business" section, used as a model plan for subsequent new sections. Show less



Accenture -- then a division of Arthur Andersen & Co.

• Senior Analyst | Systems and Business Analysis

  • Jul 1975 - Aug 1977

  New York, NY Supervised project team personnel. Performed business analysis, systems analysis, computer code specifications, and computer programming.