Experience

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  Neustar, Inc.

  • United States
  • IT Services and IT Consulting
  • 700 & Above Employee

  • Sr. Corporate Development Manager

    • Feb 2012 - Feb 2022

    INDUSTRY SECTORS OF FOCUS:- Data Analytics- Audience Targeting and Metrics- Fraud and Security- Internet registries and registrarsCoverage in all corporate stages including start-up, growth, maintenance- Specialist in formulating short and long term financial projections- Prepare build/buy/partner/JV/commercial deal recommendations, including presentations to senior management (for both buy and sell side deals)- Prepare due diligence plans, and conduct through completion, including market analysis, technological fit, and needs assessment- Build relationships with investment bankers, private equity and venture capital firms- Create, implement, and manage transition service agreements from inception to completion- Legal document reviewNEUSTAR DISSOLUTION (Data and Marketing Services sold to Transunion; Internet Security spun off to an independent company)- Data Analytics- Audience Targeting and Metrics- Member of team that determined strategy for selling or spinning off each Neustar business unit- Identified key focus areas where my institutional knowledge could best be leveraged (customer segmentation and analytics). Also developed of a contract management system for all contracts for 2,000+ customers- Coordinated completion of deep-dive technical document used to pitch Internet Security business to potential buyer engineering teams- Additional responsibilities (weekly) based on need, skill set, and availabilityACQUISITIONSEvaluate M&A opportunities (approximately 70-80 annually)Evaluate companies for acquisition with regard to industry trends, competitive landscape, strategic gaps, SWOT analysisDIVESTITURESPackage divestiture opportunities for maximum pricing and guide to successful completionPrepare for, and conduct due diligence in conjunction with buyer management team, including coordination of product, technical, and financial presentations with internal and external subject matter experts

  • Director, Strategic Analysis and Business Intelligence

    • Sep 2003 - Jan 2012

    Developed analytics framework for all product lines and business segments.- Focus on prescriptive performance improvement- Comprehensive customer dynamics: customer cohort definition, muli-level revenue and churn analytics- Redefined Customer Service metrics and reporting creating efficiency improvements- Created online Business Analytics portal, utilizing iterative analytics tools and producing fully automated Powerpoint-ready portfolios covering Neustar’s major Product lines, Customer Service, and Marketing ( Internet Registries, UltraDNS, Common Short Codes, e-Commerce/ ad click to revenue, Next Generation Messaging, and Brand Campaigns)- Managed IT and Data Warehouse function to support Business Analytics including multiple data marts, data transformation, and data modeling.- Developed revenue forecasting model for Neustar’s core business (Numbering Services). Model was used as basis for revenue forecasts supporting Neustar’s IPOCollaborated with Corporate Development team- M&A Due Diligence- WebMetrics- Next Generation Messaging, ($140M acquisition based in Israel and UK)- Provided strategic input into all major initiatives involving the international wireless industry- Developed and implemented Centralized Market Intelligence Service to cover the following primary industries: Wireline and Wireless; Internet Infrastructure (Security, DNS Services); Mobile Web, Apps, Advertising; Digital Media; Cloud Services- Improved Accuracy of Customer Renewal Predictive Modeling for several products- Created Analytics models in conjunction with SATMETRIX Net Promoter System to predict, track and measure customer satisfaction o Summarization and statistical analysis o Customer Corridor portfolio analysis o Correlations between response frequency and NPS result o Predictive modeling of future survey results based on statistical response trends

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  Network Conceptions, LLC

  • Vienna, VA

  • Co-Founder, Telecom industry consultancy

    • Aug 1999 - Sep 2003
    • Vienna, VA

    Services included Market Analysis, Business Strategy, Business Planning, Investor Relations, Regulatory Advisory ServicesCustomers included Verizon Inc., TeliaSonera (international telco servicing Nordic and Baltic countries), Allegiance Telecom (CLEC purchased by Qwest Communications), AGIS (Int...

• 

  Apex Global Internet Services, Inc., (AGIS)

  • Herndon, VA

  • Director, Business Planning and Analysis

    • Apr 1998 - Aug 1999
    • Herndon, VA

    Business Planning, Product Analytics, Customer Analytics,Deal analytics and pricing, Cost Analysis, Investor Relations. Major accomplishment was operations cost analysis that uncovered major issues with inventory management of resold telco circuits. Cut recurring telco costs 25% in six months

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  MCI Corporation

  • Telecommunications
  • 100 - 200 Employee

  • Sr. Manager, Technology Partnerships

    • Jul 1996 - Mar 1998

    Responsible for Consumer Business Unit’s technology partnerships with Microsoft, AOL, Dish Networks, Walmart, and especially British Telecom Ltd (BT).Position evolved to become key POC with BT’s Internet Services Group during period when MCI was preparing to merge with BT (prior to its ultimate merger with WorldCom)Developed strategic and operational business plans for the US rollout of approximately ten BT Consumer Internet products

  • Sr. Manager, Product Development – 1-800-MUSIC-NOW

    • Dec 1994 - Jul 1996

    Owned business development, business operations, and technology partnerships for the first-ever national online music store operated via both automated telephone prompts and an internet based online store.Co-inventor for US Patent # 5918213 – “System and method for automated remote previewing and purchasing of music, video, software, and other multimedia products”. http://www.google.com/patents?id=DHoYAAAAEBAJ&printsec=frontcover&dq=5918213&hl=en&sa=X&ei=pUz3TrKdOeiQsALY3cmdAQ&ved=0CDMQ6AEwAAConcept was revolutionary at the time – customer dialed a toll-free number to sample clips of music from their favorite bands and then, with the push of a button, order the album and have it delivered to their door. Over one million units were sold. See link for full description http://en.wikipedia.org/wiki/1-800-MUSIC-NOWThe 1-800-MUSIC-NOW system was one of the first successful efforts to create a virtual shopping cart. This went further than internet-only apps, combining it with a complex voice-response app that created a telephony-based shopping cart.

  • Sr. Manager, Marketing Analysis

    • Sep 1991 - Dec 1994

    Developed and managed a complete marketing analysis function for MCI’s entire Consumer product portfolio.Key performance metrics were isolated at the channel, program, and promotion level – and included detailed customer demographics.Primary function – using revenue and cost per sale analytics to recommend shifts of Marketing dollars to the most successful programs. Dollars were shifted across promotions, programs, marketing channels, and sales channels. Made direct impact on how $100M+ per year in Marketing costs were allocated.Implemented and utilized census block level Prizm clustering to allow MCI to understand customer demographics for any group of customers – “groups” might include any conceivable group of customers – e.g., an entire marketing channel, a single promotion’s responders, or the customers who were added or churned during a particular time period.Conceived and developed an Advertising Decision Support System. This matched advertising affidavits with inbound telemarketing calls to identify and understand the relative value of different campaigns, creative, and time of day placement. System had a significant impact on how MCI spent its $400M annual TV ad budget.

  • Accountant, Supervisor, Manager (MCI Finance)

    • Jan 1984 - Sep 1991

    Held series of finance positions with increasing responsibility. Managed Commissions Accounting, Billing, Revenue Accounting, Telco Accounting. Position managing Telco Accounting allowed me to obtain an outstanding knowledge of telecom industry cost structure and telco accounting reserves.

• 

  Massachusetts Housing Finance Agency

  • Boston, MA

  • Accountant

    • Jan 1982 - Dec 1983
    • Boston, MA

    Notable accomplishment was implementation of first spreadsheet applications in the agency’s history. Developed a billing application that transformed a two-week monthly invoicing process to a 20 minute job, including calculations, audits, and printing.