Paul Cunningham has a diverse work background with a single, consistent theme: Understand the customer and deliver value on their terms. He often uses the term 'customer' in very broad sense, defining almost everyone as a customer - whether an employer, a colleague, a vendor, or a strategic business partner. (Of course his favorite customers are those with checkbooks!)
Over the past few years, Paul has specialized in high-tech business-to-business marketing, including software, hardware, and services. He brings a uniquely balanced perspective, that aligns technology with business needs. He makes it a point to never get lost in the coolness factor, and instead to focus on how the customer benefits.
Ready to take your company to the next level of success? Let Paul bring his experience and skills to your organization. His vision and leadership can help you win new customers, enter new markets and accelerate your sales growth. Call now, there's no better time than now. (503) 544-5935 or via Skype.
Recent Work History
Management and Technology Consulting
Providing strategy and implementation services to young technology companies in healthcare (Portland), financial services (Spokane), and wireless (Seattle).
Marketing services have included:
· strategic business plans
· integrated sales and marketing programs
· tradeshow management
· e-mail campaigns
· web development
Technical services have included:
· InstallShield implementations
· SQL Server application management
· application prototyping
Independently, designed and constructed a state-of-the-art mobile service application, Mobile511, delivering real-time traffic information to cell phone and smart phone users.
Network and Application Management Software
(Centricity folded in 2001 and reformed as Centrisoft.)
Director of Product Management
Director of Marketing
Personally managed the creation and delivery of the company’s first product, Centerwise™. Guided the product from a rough prototype developed overseas through the initial product release. Conceived and delivered comprehensive launch and marketing programs to drive awareness and shorten the sales cycle with Enterprises and Service Providers.
Developed formal partnerships with the Microsoft OSS group and the Partner Solution Center, resulting in executive access (within Microsoft and their customers) and high visibility presentation at the Microsoft Network Services Executive Summit.Promoted to Director of Marketing with responsibility for corporate and product marketing. Built and managed a team of five product marketing and product management professionals.
Wall Data Software
Host Access and Web Integration Products
(Acquired by NetManage in 1999)
Group Product Manager for Cyberprise & RUMBATeam leader for newly formed product management group with continued responsibility for key PC-to-Host and Web-to-Host products. Along with individual product managers, guided strategic direction for Wall Data’s e-business platform, host access, business intelligence, and development tools.
Group manager for all Wall Data product lines: Cyberprise Portal Server, Cyberprise Data and Reporting, Cyberprise Host, Cyberprise Developer, and RUMBA.
Product Marketing Manager; Product Manager
Product line responsibility for RUMBA, with $110 Million in annual worldwide revenue.
Revitalized and relaunched revenue flagship product – RUMBA 2000, increasing market share by 20% in highly competitive market.
Effectively refocused marketing message based on Total Cost of Ownership (TCO) (rather than employee productivity) through industry analysts, news editors and channel partners, resulting in widespread press coverage and increased sales uptake worldwide.Led cross-functional teams to release several new product versions. Matrix-managed team with members from many departments: Engineering, Sales, Accounting, Documentation/Localization, Support, Training, Consulting, Marketing, International.
Cogent Data Technologies / Adaptec
High Performance Fast Ethernet Products
(Adaptec acquired Cogent in 1996)
Director of Product and Channel Marketing
Launched Cogent into domestic and international distribution channels.
Created and managed multi-tiered marketing programs to generate both push and pull-through demand. Established marketing relationships with U.S. and European resellers and distributors including Ingram Micro, TechData, Synnex, Westcon, and Computer 2000.
Managed product and channel marketing budgets from under $50 thousand to more than $1 million annually. Domestic spending accounted for approximately 65% of budget, and international markets, (primarily Germany, U.K., and Scandinavia) were 35%.
Director of Product Marketing
Designed and implemented the product marketing program, including product line launches, positioning, messaging, and channel marketing. Products were a broad and innovative family of server-centric 10/100 Fast Ethernet adapters, multi-port adapters and stackable repeaters.
Defined product requirements and product line strategy to address key market segments and create profitable product/market niches.
Our efforts received top honors from the press, including:
· “Products of the Year”, (twice) LAN Magazine
· “Editor’s Choice”, (twice), Network Computing
· “Editor Refuses to Give it Back”, Network Computing
· “#1 Rated Adapter” and “Pick of the Year”, PC Week
Senior Sales Engineer
Developed and maintained major corporate customers and OEM development partners. Provided sales, marketing and engineering support for high performance Ethernet hardware and software networking products. Hired and managed Technical Support group.
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