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 Expert  729604

Expert in Enterprise Software and Hardware; Marketing Strategy; Channel, Technology

Available for your Consulting and Expert Witness Needs

California (CA)
Education Work HistoryPublicationsConsulting Services Expert Witness Market Research

Summary of Expertise:

Listed with other top experts in: 

Conducted 50+ consulting projects for technology companies with an emphasis on understanding external market factors such as customers, competitors, technological trends, channels, etc. to inform corporate and product strategy. Ensured recommendations are implementable by assessing internal capabilities and adopting best practices through several large benchmark studies regarding use of social media for customer support, lead generation, channel management, etc. Also created tools for salesforce to help implement strategy, e.g., ROI/TCO calculators, white papers, case studies, etc.

B2B market research




business analysis


business development


business strategy


cloud computing


computer software licensing


custom market research


distribution channel




market assessment


market opportunity analysis


market positioning


market potential


market research


market segmentation


marketing strategy


software marketing


strategic market planning


strategic marketing




test strategy development


value proposition


customer segmentation

Show Secondary and Basic Areas of Expertise
Expert may consult nationally and internationally, and is also local to the following cities: San Jose, California;  San Francisco, California;  Sacramento, California;  Oakland, California;  Stockton, California;  Fremont, California;  Modesto, California;  Salinas, California;  Santa Rosa, California;  and Hayward, California.

Year   Degree   Subject   Institution   Honors
1997   MA   Political Economy   Northwestern University   Full Academic Scholarship
1991   BS   Economics   Expert's Firm School of Business   Cum Laude
1991   BA   Italian Literature   University of Pennsylvania   Cum Laude

Work History:
Years   Employer   Department   Title   Responsibilities

2003 to







He leads this boutique consultancy that focuses on providing marketing and strategy analysis to Silicon Valley's leading companies and start-ups. Projects cover go-to-market strategy, alliances, market assessment, customer needs analysis, due diligence, financial analysis, etc.

2010 to






Adjunct Faculty


Teaches a course on management consulting best practices, and brings materials to life by leading a MBA candidates in an actual international consulting engagement. Topics covered include client and project management, research, analysis, e.g., go-to-market, channel, competitor, market segmentation, product evaluation, etc.

2002 to 2003


RB Webber





Management consultant in a strategy consulting and venture capital firm. Provided assessment and financial evaluation regarding numerous start-ups in various software fields (CRM, risk analytics, etc.), as well as consulting services to established software, hardware, and medical device manufacturers.

2000 to 2002


Oliver Wyman (Mercer Management Consulting)


Management Consulting




Strategy and operations management consultant to various Fortune 500 companies

Publications and Patents Summary

8 publications in industry trade journals

Government Experience:
Years   Agency   Role   Description
1991 to 1992   US Treasury   Analyst   Conducted 1st ever recent study of US foreign portfolio investments

Consulting Services:
Selected Consulting Examples:
  • For a leading network computing infrastructure solutions provider, benchmarked six (BEA, Cisco, IBM, Microsoft, Oracle, Symantec) competitors' partner programs in order to develop a ‘play book' for our client as they reorganized their own partner program. Conducted a comprehensive analysis of how competitors managed their entire channel, including direct sales force, distributors, VARs (value-added resellers), ISVs (independent software developers), SIs (system integrators), developers and websites. Topics covered included program requirements, benefits, compensation structure, and retained margins. Client subsequently redesigned and re-launched their partner program to incorporate best practices identified.
  • For a leading security and availability software company, prioritized marketing support available for select group of global strategic partners (Accenture, CSC, Dell, EDS, Fujitsu, HP, IBM, Intel, Network Appliance, Nortel, SAP, Unisys, etc.). After conducting interviews with executives to generate initial list and critical buy-in, benchmarked client against five competitors in order to learn from industry best practices. Then defined and weighted range of criteria against which he ranked partners by soliciting votes from client executives. Framework established a repeatable, standard, corporate-wide decision-making framework and process for selecting and prioritizing partners that can now occur without our assistance. This enabled client's partner management teams to stay focused on long-term, world-wide marketing initiatives versus meeting ad-hoc needs associated with particular business units, deals, etc.
  • For a leading network equipment provider, developed a prioritized market and partner strategy. Client had a broad set of underutilized technologies (including kiosks, unified communications, workflow automation, video, security, etc.), and wanted to find a partner that could help them increase revenue in the short-term and move up the value chain in the long-term. Assessed market size, growth rate and other variables which influenced different market segments' attractiveness to our client and came up with a prioritized market segmentation strategy. Then then developed a range of criteria to judge different categories of partners (SIs, VARs, etc.) and prioritized potential partners within each category.
  • For the market leading SaaS company in the HR (applicant tracking, performance management, compensation) industry, conducted competitive analysis by interviewing recent wins/loss accounts. Interviews were with decision makers in HR and IT departments and focused on why they did/did not choose client's solution. Information helped sales and marketing teams better position themselves against competitors (BrassRing, Kenexa, Oracle, PeopleSoft, Success Factors, etc.). The rapid and consistent market intelligence on pricing, latest product enhancements, and positioning also dispelled myths and weeded out inappropriate references and account managers.
  • Client needed to integrate $1B acquisition into its go-to-market strategy, which was indirect through VARs/SIs versus acquired SaaS companies' direct sales strategy. He assessed impact of SaaS on clients' traditional channel partners and led workshops with partners to explain economics of SaaS and how type of professional services they typically provided would change, e.g., managed services, application development, etc.
Click the green button above to contact Expert for a free initial screening call regarding your expert consulting needs.  Expert is available for consulting to corporate, legal and government clients.  Remember, your initial screening call to speak with Expert is free.

Expert Witness:
Click the green button above to contact Expert for a free initial screening call regarding expert testimony, litigation consulting and support, forensic services, or any related expert witness services.  A few litigation needs include product liability, personal injury, economic loss, intellectual property (patent, trademark, trade secret, copyright), and insurance matters.  Remember, your initial screening call to speak with Expert is free.

International Experience:
Years   Country / Region   Summary
2001 to 2002   Italy   Helped transform operations of a major Italian state agency and increased its asset utilization.
2005 to 2009   EMEA - UK, France, Netherlands, Germany   Led or participated in numerous multi-day business development and partner meetings for US technology companies interested in increasing their growth in European markets.
2011 to 2011   Israel   Led team of US and Israeli consultants for an Israeli company that had acquired US assets and developed US market segmentation and go-to-market plan.

Language Skills:
Foreign Language   Description
English   Native
Italian   Near-native speaker and reader. Need native speaker to make written slides/word documents client-ready. Use daily as live in bi-lingual household.

Market Research:
Very project specific, i.e., he just completed a buy vs. build decision analysis for a Fortune 500 Silicon Valley firm interested in entering the space occupied by Drop.box, Boxnet, SugarSnyc, etc., i.e., collaboration and synchronization. Another recent project for a Fortune 500 tech firm was to help integrate SaaS based collaboration (think WebEx, Citrix) with on-premise networking business, which involved assessing impact of switch on channel partners' profitability and business mix, so cloud/SaaS expertise.

Click the green button above to contact Expert for a free initial screening call regarding your marketing research, industry research, and company research needs.  For research needs involving multiple experts or secondary research, a Research Director can be assigned to coordinate the work into a custom report for you as a potentially quicker and more cost effective alternative to doing this work yourself or hiring a boutique consultancy.  Remember, your initial screening call to speak with Expert is free.

Additional Skills and Services:

Teach a year-long course in Expert's Firm's Executive MBA program on management consulting best practices.Topics covered include proposal generation, client management, primary and secondary research methodologies, competitive analysis, decision trees, economic analysis, presentations, and general consulting process.

Supplier and Vendor Location and Selection

Request RFPs, select and manage timeliness and quality of traditional US based management consulting companies to ensure projects completed on time and at budget. Helped outsourced back office data processing operations to an Indian vendor for one client.

Other Skills and Services

Quoted in industry/trade publications as well as San Francisco Chronicle and San Jose Mercury News. Developed white papers, case studies, and cost-benefit tools to help sales and marketing take ideas and make them more easily understood by potential customers.


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