Product Marketing & Sales Management

image12

image13

Awards

  ISA Platinum Award - "Product Development & Commercialization, 2009 "    

image14

Case Studies

image15

Picarro, Inc., Santa Clara, CA

The CEO of an analytical instrument company specializing in atmospheric, environmental applications required an experienced Industrial Strategic Marketing executive to jumpstart their entry into the adjacent Semiconductor market vertical. 


  • Recruited and led a completely New Market Vertical to convert the marketing, selling, and servicing of laboratory analyzers to real-time process monitoring systems for AMC in Semiconductor cleanrooms.
  • Drafted the company’s first Strategic Business Plan with New Branding and Messaging for coordinated marketing and sales tools. 
  • Led Product Development with the company’s first industry-wide detailed VOC (Voice of the Customer) Marketing Requirements Document targeting four value-propositioned applications in the Semiconductor AMC market.
  • Led Market Penetration by closing sales for AMC cleanroom monitoring at multiple Tier 1 accounts around the world. Expansions into additional applications included capturing the “Preferred Supplier” position with the largest OEM System Integrator in the FOUP AMC monitoring segment and penetrating a third end user application for EFEM AMC monitoring for FOUP and wafer cleaning Fab equipment manufacturers. 

image16

LGR, A member of the ABB Group, Mountain View, CA

The industrial process automation giant, ABB, Inc required an experienced Product Marketing & Sales executive to lead the M&A integration of a $20M technology company (Los Gatos Research) specializing in environmental & research applications into their $10B Process Analytics Division.


  • As Marketing Director, determined future strategic direction for ABB’s first cross-departmental, $10B Measurement & Analytics Division 5-year Growth Plan.  
  • Served as Marketing Strategy Advisor on 5 concurrent and cross-divisional Product Development projects using LGR’s laser engine technology to provide multiple products for multiple adjacent markets. 
  • Served as Product Manager for the development and market launch of ABB’s first Process Laser Analyzer to the Adjacent Oil & Gas market branded with “LGR ICOS technology inside”. 
  • Performed Sales Training for >30 domestic and international ABB sales teams with face-to-face sessions and Internet webcasts for Adjacent market entry into Oil & Gas, Utilities, Semiconductor & Chemical/Petrochemical segments.
  • While serving as Global Sales Director, sales increased >20% in Year One of their acquisition. Revenue of the new Semiconductor industry process analyzer grew from zero to more than $9 Million in sales in < 18 months.

image17

Servomex Corporation, Division of Spectris, Sugarland, TX

$60 M Process Instrumentation Company in IR, NIR and laser gas analysis suffered stalled sales growth, reduced moral and potential loss of key team members. The General Manager needed an Interim VP of Sales to drive a fast turnaround with renewed energy and team spirit. 


  • SWOT Analysis led to implementation of “Project FOCUS”, designed to dramatically improve productivity and team performance. Program included new sales and production forecast tools, global and regional project tracking tools, regionally-focused sales action plans and KPI measurement tools.
  • Sales Productivity Rates such as quotation rates and face-to-face sales visits in the field both increased by 2X and sales pipeline volume increased 63% over the previous year.
  • Team Building efforts brought significant improvement in employee moral resulting in ZERO employee turnovers during the measured period.
  • Annual Sales Revenue exceeded the annual target by 12%, despite projections predicting a downturn.