Experience and Examples
Helping Tech Startups Get Going, Get Momentum, Grow and Exit
Experience and Examples
Below is a description of my background and experience followed by some short examples of companies I have run and the primary situation(s) I faced, how it was handled, and the outcome. And below that is a full list of companies I have been involved with one way or another and their businesses.
Silicon Valley 1998-2017: Parlayed prior operating, data analytics, marketing
– $3B in investor enterprise value and raised over $230 million of capital.
– Chicago 1981-1996: 15 years as part of the initial Management Team of IRI (Information Resources), growing company from startup to $300 million in revenue to become the leading marketing services company in the US. Pioneered, disrupted and transformed CPG behavioral data collection and analysis industry from manual to fully digital covering consumer purchase behavior, promotions, advertising
– Areas of expertise include traditional and digital media and advertising, consumer marketing services, behavioral data and analytics, mobile apps and payments,
Mobeam, Inc. – President and CEO, 2015-2017 (early stage pre-revenue)
Business: Mobile wallet couponing technology to enable smartphones to transmit
Main challenge: Develop and roll out a digital couponing app to the CPG industry to disrupt the $12B coupon industry.
Outcome: Signed joint development and
Brand.net – Interim CEO, 2012 (growth stage, $20M revenue)
Business: Digital ad network focusing on Brand vs. direct response advertising.
Main challenge: Imminent acquisition by Valassis was
Outcome: Retained management team while negotiating with
SocialShield – President and CEO, 2011-2012 (early stage)
Business: Parental monitoring and protection software optimized for social networks.
Main challenge: Asked by
Outcome: Restructured and stabilized organization, product earned PC Magazine Editors Choice and Product of the Year awards. Recommended exit to board. Secured exit to German security software company Avira.
Business: Monetization of Facebook apps and games, discovery and monetization of mobile apps and games.
Main challenge: Hired to lead IPO when Offerpal was growing with over $100MM of social network revenue. FB switched revenue model from apps to advertising thus terminating our business opportunity.
Jingle Networks – President and CEO, 2006-2008 (early stage)
Business: Pioneered in-call advertising for call centers and 411, launching 1-800-FREE411
Main challenge: Grow user base, hire rest of management team, raise growth funding, develop advertiser partnerships, optimize product and business model economics.
Outcome: Hired CRO and CFO. Raised $75M from Comcast, Hearst, Goldman Sachs, and Flybridge Capital. Established ad distribution partnership with Yellow Pages. Proved product through
Wine.com – President and CEO, 2004-2005 (growth stage)
Business: World’s largest online wine and gift retailer with interstate home delivery.
Main challenge: Secure growth funding, hire
Outcome: Raised $20 million in Series C funding. Hired CFO, EVP Bizdev, EVP Logistics
Placeware – President and CEO, 2002-2003 (growth stage, pre IPO, revenue $50MM +)
Business: Web Conferencing and Virtual Meeting Rooms.
Investors: Scale Ventures, Interwest Partners, 3i.
Main challenge: Re-organize for faster product development, more aggressive sales growth. Prepare company for IPO.
Outcome: Hired EVP Product Marketing and EVP Sales/Bizdev. Moved product roadmap from engineering to Product Marketing. Restructured
Flycast Communications – Chairman, President and CEO, 1998-2000 (early/growth stage)
Business: Early Internet advertising network and exchange.
Investors: Bessemer Ventures, Charles River Ventures, St. Paul Capital
Main challenge: Company was not taking off. Hired to reposition company and business model, establish growth and market share, and lead
Outcome: Hired EVP Sales, CFO. Completely repositioned company and GTM model by emphasizing Direct Marketing Model and ROI, deployed
Aginity: Enterprise analytics management. Board Chairman. In
Dynamic Signal: Enterprise App for engaging with employees. Angel Investor. In
Social Shield: Parental monitoring of Social Networks. Board Member. Acquired by Avira.
Tapjoy: Mobile app discovery and monetization. Board Member, Board Exec Chairman. Industry leader.
Playdom: Game and app developer. Angel investor. Acquired by Disney.
Adify: Ad Networks for verticals. Angel investor. Acquired by Cox Communications.
Comscore: Data and analytics for digital advertising and commerce. Founding Board Member.
Shelfbucks: CPG merchandising optimization. Board member, investor, Mentor. In
Telephia: Cellular network market share and performance tracking. Angel investor. Acquired by Nielsen.
Shopzilla: Shopping site aggregator and promotion distribution. Angel Investor. Acquired by Scripps.
Responsys: Email marketing. Board Member and Angel Investor. Acquired by Oracle.
Guest graduate school lecturer at UCLA, Purdue, Northwestern, University of Chicago Booth.