Engagement Briefs

This section reviews high level case studies of particular engagements where B&B principals were called on to deliver specific results for companies that have ranged from venture backed startups, like Coral Systems and Subscriber Computing Inc., to larger public firms like Micro General Corporation and Fidelity National Financial, a Fortune 300 organization. B&B has worked in a variety of ways with these firms including: as an interim sales & marketing executive, as a full time employee or, in some cases, as a consultant delivering on a project by project basis.

Reporting to the COO, and eventually directly to the CEO; responsible for all sales and marketing efforts of this $150 million software applications, professional services and information technology outsourcing company focused on the financials services market.  

Recruited, hired, trained and motivated the sales and marketing team while managing efforts to closure of significant engagements with several of the country’s top mortgage lenders including: CountryWide Home Loans and Bank of America. Crafted the company’s sales compensation plan, introduced and implemented Sales Force Automation at the company utilizing SalesForce.com™. Outstanding revenue growth led to the company being recognized as the fastest growing public technology company in Orange County, California by Deloitte Touche’s Technology Fast 50 program.

OCTANe is the Orange County Technology Action Network and is focused on providing a venue for entrepreneurs, seed and venture capital money as well as University research and development initiatives to co-mingle and develop into an engine for new business creation.  Engaged by the executive director to review the existing marketing materials of this high technology business forum and make recommendations to aid in the organization's launch plans.  

Wrote the copy and built multiple collateral pieces that were designed to attract high profile service providers, venture capitalists, entrepreneurs and corporate sponsors to participate in this exciting new network of business professionals.

A private company, specializing in mobile, pen based computing software applications and hardware platforms with a vertical market focus on health care. Commissioned by the CEO to build the sales and channel organization.

Built the team and opened six offices around the country to prospect, negotiate and close the largest mobile health care work forces in the United States. Orchestrated sales effort to contracts with Visiting Nurse Associations in New York City and Atlanta as well as the largest Hospice in the country, VITAS Health Care. In addition, successfully navigated sales efforts to contracts for licensing core engineering tools to Automatic Data Processing and Digital Equipment Corp.

Reported to the President of this software and services firm that is jointly owned by Fidelity National Financial, Stewart Title and LandAmerica; tasked to restructure the sales and marketing of the company as well as the strategic account acquisition and compensation infrastructure.  

Produced outstanding sales results, growing revenues 425%, to over $12 million in less than 12 months, with monthly transactions exceeding 540,000. Successfully positioned RealEC Technologies as the leading internet based, Electronic Partner Network (EPN) within the real estate market. Drove partnerships and significant orders from several large lenders including: GMAC Mortgage, Principal Financial, Ameriquest and Washington Mutual

A software applications company focused on domestic and international wireless telecommunication operators Subscriber Computing Inc employed 160 and  approached $25 million in revenues. Engaged by the CEO to bring IPO process experience to his management team and strong leadership to the sales and marketing organization.  

Focused sales efforts by product to create expert teams of sales people and system engineers. Instituted a new forecasting model to greatly enhance predictability of revenues. Negotiated pricing and business terms with multiple new accounts including; Telecom of the Ukrain, PCS+, Globalstar France, Hutchinson Australia, Ericsson Radio Systems (OEM) and Qualcomm (Marketing Partner). Subscriber was acquired by Corsair Communications (Nasdaq: CAIR), a provider of real time fraud prevention solutions.  

Selected by senior management of Fidelity National Information Solutions to reinvigorate and run the company business unit for online transaction management. 

Recruited hired and directed the team including, product management, product development and quality assurance resources. Redirected business model from one that relied on direct sales to one that leveraged multiple channels of distribution. Grew the monthly revenue stream 265% while adding over 16,000 new registered users to the TransactionPoint™ online real estate transaction manager.