Business Consultant

Business Development

Moving ideas into revenue

Marketing

Building qualified lead generation and print/digital marketing

Sales

Increasing sales by building strong customer relationships and product positioning

Skills & Highlights

Business Development

  • Created additional $18M+ in sales by developing a new product line that leveraged Intel® technology to bring new tools to market for validating high-speed I/Os.

  • Turned-around sales for a mature product by changing the licensing strategy and identifying/capturing growth markets – impact was moving from a historical -10% Y2Y decline to +15% Y2Y growth rate

  • Increased productivity +15% by improving internal infrastructure (www.salesforce.com) through automation, standard processes across all teams, and metrics to drive accountability

  • Drove Asia market adoption in over 50+ high-tech companies (OEMs, ODMs, & CMs) by working with local teams, building relationships with customers, training and evangelizing new technologies in Taiwan, PRC, and Japan.

  • Drove new methodology/process in the server market. New electrical validation process involved accessing embedded instruments in the silicon, which measures the signal quality over high-speed I/Os and driving a statistical methodology. Resulted in 90% server market adoption (with majority of market in Asia)

Sales

  • Exceeded Sales Quotas by reducing sales process (avg. from 3 months to 6 weeks) by collaborating with the customer to drive tool configuration standarzation across multiple divisions (resulting in achieving 110% of quota)

  • Accelerated Territory Growth (+30%) by winning key accounts (e.g. Cisco Systems, Microsoft, Intel) and driving new business (~3 new accounts/QTR) • Drove Asia market adoption in over 50+ high-tech companies by collaborating with Intel, working with local teams, building relationships with customers, training and evangelizing new technologies in Taiwan, PRC, and Japan.

Marketing

  • Joint Collaboration tours with Intel and Mentor Graphics on evangelizing new technologies and promoting adoption

  • Lead generation campaigns on complex technologies to engineers and managers across US, Asia and Europe markets

Caffee's Consulting Services (2016 - present)

Business Development

Website Development

ASSET InterTech, Inc.

Vice President, Design Validation & Test (2006 to 2016) – Responsible for running the business units that provides tools for chip debug, board validation, and test (~$10M/yr sales)

Director, Business Development (2004 – 2006) - Responsible for creating new business and revenue channels for the company. Built a solid relationship with Intel and successfully brought a new product line to market based on Intel® IBIST Technology.

Sr. Sales Manager (1996 – 2004) - Responsible for West Coast (7 states) and Canada requiring 75% travel. Managed an annual sales volume of over $2 million with average sale at $45K. Software product was a suite of tools based on IEEE technologies used for hardware validation, test, and debug.

Application Engineer (1995 – 1996) - Responsible for post-sales technical support for install base of 600+ systems. Focus on API interface into the ScanWorks® software platform. Key areas of focus: custom software development on customer applications, technical writing users manuals, and engineering services

Texas Instruments

Technical Product Specialist (1991 – 1995) - This position was within the ASSET Group within the Consumer Products Division. Provided Technical Customer support for the ASSET product family, specializing in software programming. Technical Lead for the Scan Function Library (SFL) product.

Software Development Director (1989 – 1991) - This position was with the Microwave Automation and Testing Group. Specific duties include: managing a team of software engineers throughout the development process, working with the program managers and lead engineers in identifying software requirements, making presentations to the customer, and interfacing with upper management.

Engineering Systems Analyst (1985 – 1989) - This position was with the Systems Engineering Group. Held a TS EBC (Top Secret Extended Background Check) clearance during this time. Performed design, development, and maintenance of various pieces of configured software. These programs, were to be used in ‘off-line” hardware simulation of the digital signal processing subsystem, with took place during system integration and test.

Software Design Engineer (1984 – 1985) - This position was with the Sensor Design Group. Designed and implemented software for the HP 9310 computer that would perform acceptance test requirements for various system components.

Education

Masters in Education, Mathematics Curriculum & Instruction, University of Texas at Arlington (in work, expected graduation 2022)

Bachelor of Science, Mathematics, Old Dominion University, Norfolk, VA (graduated magna cum laude 1985)

Bachelor of Science in Computer Science, Old Dominion University, Norfolk, VA (graduated magna cum laude 1985)

Publications

  • New IJTAG standard turn embedded test upside down”, Markt & Technik, May 2015

  • IJTAG interoperability brings value to chips and board engineers”, Evaluation Engineering, January, 2015

  • Margin analysis emerges as imperative validation technique”, Evaluation Engineering, August, 2014

  • Embedded Instrumentation Has Xeon® 5500 Designs Covered”, Embedded Intel® Solutions – Winter 2009